Senior Manager of Sales Operations

About the Role

We're looking for an analytically sharp, operationally obsessed Senior Manager of Sales Operations to steward the tools and systems that power our sales teams. In this role, you'll become the resident expert on our sales motion and rep experience — diagnosing friction, surfacing improvement opportunities, and driving the changes that make our teams faster and more effective.

Reporting to the Director of Sales Operations, you'll serve as the primary business steward for Salesforce and our broader sales tech stack. You'll aggregate and prioritize enhancement requests, partner closely with our Product working team to execute them, and validate their impact before scaling. Critically, you won't just make changes — you'll oversee adoption, working with our change management teams to ensure reps are equipped to use new tools and workflows, and tracking whether changes actually land.

This is a high-visibility, cross-functional role for someone who thrives at the intersection of sales strategy, systems execution, and change management — and who can tell a compelling story to leadership about what the data says and what to do about it.

What You'll Do

Sales Motion & Rep Experience

• Develop a deep understanding of our end-to-end sales motion, workflows, and rep experience across all sales segments — through direct shadowing, structured interviews, and usage data
• Proactively identify pain points, inefficiencies, and opportunities for improvement in our tools and processes
• Translate frontline rep feedback and usage patterns into actionable, prioritized enhancement recommendations
• Serve as the internal voice of the rep when making tooling and process decisions — ensuring changes improve day-to-day experience, not just system architecture

CRM & Tech Stack Strategy

• Serve as the primary business steward for Salesforce, owning the backlog of changes, enhancements, and new feature requests — including data quality, workflow automation, and reporting standards
• Aggregate, triage, and prioritize incoming requests from sales leadership, reps, and cross-functional partners; evaluate trade-offs and maintain a clear, well-reasoned improvement roadmap
• Oversee Salesforce data integrity and process consistency to ensure reporting is credible and adoption is measurable
• Evaluate, recommend, and support implementation of adjacent tools in the stack (e.g., Clay, LeanData, ZoomInfo, etc.)
• Assess opportunities to embed AI and automation into sales workflows — helping reps spend less time on manual tasks and more time on productive outreach

Testing, Validation & Adoption

• Design and support testing protocols to validate the impact of changes before broader rollout
• Define success metrics — including post-launch adoption rates, usage trends, and rep productivity impact — and monitor them consistently
• Drive adoption of new tools and workflows through documentation, training, and structured change management; don't declare a launch complete until adoption is real
• Synthesize learnings to inform future prioritization and build a continuous improvement loop

Reporting & Executive Communication

• Build and maintain reporting and dashboards that give Sales leadership visibility into tooling adoption, backlog health, and shipped improvements
• Translate complex operational data into clear, executive-ready analyses and recommendations
• Establish and run a regular operating cadence with Sales leadership on work in progress, priorities, and outcomes

What We're Looking For

• 6+ years of experience in Sales Operations, Revenue Operations, or a related field
• Hands-on Salesforce experience required — reporting, dashboards, workflow/process design, and data quality management; Admin certification a strong plus
• Proven ability to manage a complex backlog and prioritize across competing stakeholder needs in a fast-moving environment
• Experience working cross-functionally with technical or product teams to deliver systems improvements
• Demonstrated ability to drive tool adoption through documentation, training, and change management — not just implementation
• Strong data analytics capability: able to analyze usage and adoption data, identify trends, and translate findings into clear recommendations
• Excellent written and verbal communication skills — able to translate business needs into technical briefs, and data insights into executive narratives
• High-agency operator: you follow through, operate independently in ambiguity, and have a bias toward action

Nice to Have

• Experience with sales engagement or conversation intelligence tools (Outreach, Gong, Clari, ZoomInfo)
• Familiarity with SQL, Tableau, Looker, or other BI tools for usage and adoption analysis
• Experience evaluating or operationalizing AI/automation use cases in a sales environment
• Prior experience in a high-growth marketplace or B2B SaaS environment