Manager, Sales Operations Management

Position Overview

The Sales Operations Manager is a strategic business partner to Sales Area VP and Managers in the Americas. This role manages key support functions essential to sales force productivity—including planning, reporting, deal structuring, quota setting, sales process optimization, onboarding, and sales compensation design and administration. The position supports explosive sales growth across a rapidly expanding sales force and is located in either Waltham, MA or Austin, TX.

Key Responsibilities

• Lead a team of Sales Operations Specialists supporting field sales professionals in the Americas.
• Understand the sales go-to-market strategy and identify resourcing initiatives.
• Support the weekly top-line forecast process by attending sales leadership forecast meetings, performing pipeline analytics, and driving adoption of forecasting tools and dashboards.
• Manage the annual planning, territory, and quota setting process.
• Provide input to senior leadership in developing sales incentive compensation programs and partner with finance to ensure accurate and timely payments.
• Assist in deal structuring of customer contracts for new business, upsell/cross-sell, and renewal transactions.
• Deliver weekly, monthly, and quarterly reporting and metrics in support of key sales initiatives and targets.
• Collaborate cross-functionally to develop campaigns, training programs, and processes that accelerate the sales cycle.

Required Qualifications

• Experience in leveraging or critically evaluating how to integrate AI into work processes, decision-making, or problem-solving, including using AI-powered tools and automating workflows.
• 5+ years of proven experience in Sales Operations within a software sales organization.
• Proficiency in sales methodologies and sales force automation tools.
• Direct support experience for sales representatives with deal structuring and understanding customer contracts for upsell and cross-sell opportunities.
• Experience working with sales management on territory planning and developing quotas and commission rates.
• Participation in the development and implementation of sales commission plans with insight into drivers of sales behavior.
• Excellent organizational skills and attention to detail with the ability to thrive in a fast-paced environment.
• Proficiency in PPT, Word, and Excel.

Benefits & Perks

• Base pay: $112,200 - $196,400 (guideline based on work location).
• Incentive Compensation: Competitive On Target Earnings (OTE) with variable/incentive compensation.
• Equity: Offered when applicable.
• Benefits: Health plans (including flexible spending accounts), a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan, and family leave programs.