Senior Manager, Sales Operations

We are seeking a Senior Manager, Sales Operations to join our Revenue Operations team in a critical leadership capacity. This is a player-coach role designed for a deeply technical Sales Ops expert who thrives on both strategic execution and people development. You will serve as the ultimate go-to subject matter expert for all things Sales Ops infrastructure, including architecting our territory design, segmentation models, quota models and annual planning frameworks, while simultaneously leading and scaling a high-performing team.

Initially managing a team of two, with further headcount planned as Docker grows, you will balance executive partnership with technical execution. You will run the strategic vision, coach your team to execute flawlessly, and step into the trenches yourself to solve our most complex operational challenges.

An ideal candidate brings deep Sales Operations experience in a high-growth SaaS environment, strong command of our core tooling, and a track record of leading transformational operational change. This role reports to the Senior Director of Sales Operations.

Responsibilities

Sales Ops Architecture & Planning Execution

• Drive the end-to-end execution of core Sales Operations, translating the overarching GTM strategy into tactical territory designs and segmentation models
• Architect and build the operational models for annual and quarterly planning cycles, including territory routing (ETM), segmentation updates, and quota allocation
• Own the management, administration, and execution of quota frameworks, and assist with compensation plan design for the direct sales & GTM organization
• Take full ownership of complex operational initiatives, managing the lifecycle from scoping and business requirements through to deployment and post-launch optimization
• Own and update the Sales Rules of Engagement and account engagement models to ensure seamless, frictionless deal flow and pipeline integrity
• Own key tools within the Sales technology stack, managing vendor relationships, budgets, and roadmaps

Operational Collaboration & Tech Optimization

• Serve as the trusted daily operational partner to senior Sales leaders, proactively identifying areas for improvement and executing process enhancements
• Collaborate closely with the Senior Director of Sales Operations and GTM ops leaders (CS, SE, Channel, Renewals) to ensure Sales Ops execution aligns seamlessly with the broader revenue ecosystem
• Maximize the efficiency and roadmap of the core sales technology stack (Salesforce, Clari, Outreach, etc.) to optimize the sales cadence
• Partner with Business Systems to design, test, and deploy scalable tech solutions

Team Leadership

• Directly manage, mentor, and develop a team of Sales Operations professionals (initially 2 direct reports)
• Establish team operating cadences, manage workload capacity, and instill a culture of high ownership, precision, and operational excellence
• Coach your team on advanced problem-solving, data integrity, and stakeholder communication, acting as a force multiplier for their career growth

Qualifications:

• 6+ years of experience in Sales Operations, ideally within a high-growth SaaS or software company
• 2+ years of people management or team leadership experience, with a demonstrated track record of coaching and developing team members
• Hands-on experience of core Sales Ops planning, specifically territory routing, Enterprise Territory Management (ETM), segmentation modeling, and quota allocation
• Proven project management skills, with experience owning complex operational initiatives across their entire lifecycle (from business requirements to post-launch optimization)
• Technical expertise with core sales technology infrastructure, including Salesforce, Clari, Outreach, and LinkedIn Sales Navigator
• Strong analytical and financial acumen required to manage vendor budgets, software roadmaps, and data modeling tasks
• Exceptional communication and stakeholder management skills, with the confidence to advise senior sales leadership and collaborate with cross-functional GTM operations peers
• Highly organized with an eye for data integrity, process precision, and documentation

What to expect

First 30 days:

• Immerse yourself in Docker’s direct sales motion, existing territory models, current sales technology stack and existing Sales Ops processes
• Assume direct management of your team, establishing regular 1-on-1 cadences to understand their current workloads, skills, and professional development goals
• Build strong baseline relationships with your core sales leadership partners, and GTM ops leaders (CS, SE, Channel, Renewals)
• Review current processes, systems, and metrics to form an independent point of view on highest-impact opportunities

First 60 days:

• Establish your position as the go-to expert for sales leadership regarding tactical operational questions, territory updates, and cadence execution
• Take full ownership of the sales tech stack, including active vendor relationships, roadmaps, and budget lines
• Optimize team capacity by refining operating cadences and shifting immediate execution workloads to your team, stepping in to coach them through complex roadblocks
• Partner with Business Systems to get involved in open projects

First 90 days:

• Drive the preparation and operational execution for the upcoming quarterly or annual sales planning cycles (territories, quotas, segmentation)
• Achieve full oversight of the Sales Ops team's output, ensuring high-quality, precise delivery across all direct sales workstreams
• Be recognized across Docker as both an indispensable technical anchor for Sales Operations and an impactful manager developing the next generation of operational talent