Sales Operations Manager, Direct Sales

Accountabilities

• • Own pipeline health, stage integrity, inspection frameworks, and forecasting practices across the Direct Sales organization.
  • Partner with Sales leadership and frontline managers on weekly forecasting, pressure-testing assumptions using deal progression, aging, close-date movement, next steps, source quality, ICP fit, and historical conversion.
  • Diagnose forecast and pipeline risks, identify root causes, and recommend practical actions related to process, coverage, deal quality, seller behavior, or market conditions.
  • Audit and improve lead and opportunity workflows, CRM hygiene, sales stages, handoffs, and operating processes to increase efficiency and accountability.
  • Establish scalable pipeline inspection and forecasting cadences that empower managers to own follow-up and performance accountability.
  • Analyze sales cycle, conversion, win rates, velocity, source performance, deal quality, and performance trends across segments, territories, representatives, and cohorts.
  • Translate complex analysis into clear recommendations, executive-ready narratives, and actionable insights for Sales and cross-functional leadership.
  • Identify and implement automation and AI-enabled workflows that reduce administrative work, improve data quality, and accelerate decision-making.
  • Explore use cases including CRM updates, call and note summarization, pipeline risk detection, qualification validation, account prioritization, manager inspection summaries, forecast reporting, and seller preparation.
  • Partner with Business Systems, Analytics, and Enablement to define requirements, test solutions, support launches, and track adoption.
  • Design and improve territory and account assignment models, partnering with Sales leadership, Finance, Analytics, and SDR Operations on quota, capacity, and coverage planning.
  • Evaluate account potential, whitespace, ICP fit, historical performance, pipeline coverage, rep capacity, and segment dynamics to support planning decisions.
  • Build feedback loops with Marketing, SDR Operations, Partners, Product, Enablement, and Customer Success based on funnel performance and field insights.
  • Drive measurable improvements in seller efficiency, sales-cycle visibility, pipeline quality, tool adoption, and forecast accuracy.
  • Serve as a trusted operating partner to Sales leadership, bringing clarity, urgency, sound judgment, and practical solutions to complex business challenges.

  Requirements

  • Proven experience in Sales Operations, Revenue Operations, or a closely related operational role, with a track record of building scalable processes and driving measurable business impact.
  • Strong understanding of Direct Sales motions, including lead management, opportunity management, pipeline generation, forecasting, sales stages, handoffs, and performance management.
  • Demonstrated ability to act as a consultative partner to Sales leadership by diagnosing business problems, challenging assumptions, and translating analysis into decisions and action.
  • Strong analytical and problem-solving capabilities, with experience interpreting funnel performance, conversion rates, sales velocity, win rates, pipeline quality, and forecast trends.
  • Experience with CRM systems and sales technology, particularly Salesforce or comparable platforms, and the ability to translate business requirements into practical system improvements.
  • Experience partnering with Business Systems, Enablement, Analytics, Finance, Marketing, SDR Operations, or other cross-functional teams to implement operational changes.
  • Understanding of territory design, quota setting, capacity planning, account coverage, and scenario modeling is valuable.
  • Experience using automation, AI, or workflow technologies to improve seller productivity, data quality, or operational decision-making is highly relevant.
  • Strong communication skills, with the ability to create concise executive narratives and communicate effectively with both technical and non-technical stakeholders.
  • Highly organized, accountable, and comfortable managing ambiguity, changing priorities, and multiple initiatives simultaneously.
  • Self-starter with an owner’s mindset who focuses on outcomes rather than activity and is willing to surface problems early with clear recommendations.
  • Collaborative approach and strong stakeholder-management skills, with the ability to build credibility and influence without relying on formal authority.
  • Comfortable working in a distributed, remote-first environment and collaborating effectively across teams and time zones.

  Benefits

  • Compensation: $135,000–$150,000 USD in annual on-target earnings, including base salary and variable incentive compensation tied to performance.
  • Equity: Incentive stock options.
  • Healthcare: Comprehensive medical, dental, and vision coverage.
  • Retirement: 401(k) matching.
  • Time off: Flexible paid time off plus volunteer time off.
  • Professional development: Dedicated annual time off and resources for learning, career development, and professional growth.
  • Employee Resource Groups supporting an inclusive and connected workplace.
  • Remote-first flexibility: Position can be based anywhere in the United States.
  • Travel: Up to approximately 15 days of travel per year, including company meetings and necessary team travel.
  • AI learning: Hands-on exposure and training in practical AI tools, with clear guidelines for responsible experimentation.
  • Inclusive culture: A welcoming environment that values diverse perspectives, collaboration, ownership, and continuous improvement.