COMPENSATION: $75,000 annually ($100,000+ OTE)
LOCATION: Scottsdale, AZ
WORKPLACE SETTING: Onsite
POSITION SUMMARYThe Sales Operations Manager is responsible for building, optimizing, and scaling the operational infrastructure that enables the sales organization to perform at a high level. This role serves as the operational backbone for Wellness Advisors, Wellness Coordinators, Concierge, and Sales Leadership, ensuring teams have the systems, processes, data, and visibility needed to execute effectively and consistently.
Combining strategic thinking with hands-on execution, the Sales Operations Manager works across the full sales journey to identify opportunities, solve operational challenges, and improve how the organization manages leads, pipeline, performance, and customer handoffs. This role partners closely with Sales Leadership and cross-functional teams to turn data into action, strengthen operational discipline, and build scalable processes that support productivity, revenue growth, and an evolving sales organization.
OBJECTIVESSales Performance Analytics & Reporting
- Own daily, weekly, monthly, and quarterly reporting across Wellness Advisors, Wellness Coordinators, Concierge, and Sales Leadership
- Design, build, and maintain dashboards and scorecards that provide real-time visibility into sales performance
- Track lead volume, contact rate, speed-to-lead, meetings booked and held, close rate, revenue, average order value, rep productivity, pipeline velocity, cancellations, refunds, reactivations, and downstream customer value
- Analyze performance by channel, team, manager, representative, product, campaign, lead source, geography, and customer segment
- Identify trends, bottlenecks, revenue leakage, capacity constraints, and performance risks before they impact results
- Translate data into clear actions for sales leaders and provide recurring performance insights for business reviews
- Partner with Finance and Sales Leadership to support forecasting, goal setting, capacity planning, incentive measurement, and revenue planning
CRM & Sales Technology Administration
- Serve as the primary business owner and day-to-day administrator for the sales technology stack, including:
- HubSpot CRM and Salesforce during migration or legacy support
- Dialer.io, Aloware, telephony, SMS, and sales engagement platforms
- Reporting and analytics tools, workflow automation, and third-party integrations
- Lead routing, round-robin assignment, ownership rules, queues, and territory logic
- Pipeline stages, lifecycle definitions, custom fields and properties, user permissions, and data standards
- Workflow automation, task creation, follow-up sequences, appointment workflows, and exception handling
- Dashboard creation, integration monitoring, system documentation, release testing, and end-user support
- Data governance, duplicate management, required-field compliance, and coordination of backfills or system corrections
Sales Process Optimization
- Continuously improve and standardize sales processes, including:
- Lead intake, prioritization, assignment, response-time standards, and speed-to-lead workflows
- Advisor, Coordinator, and Concierge workflows, including outbound prospecting and inbound conversion
- Appointment scheduling, confirmation, rescheduling, no-show recovery, follow-up, and pipeline progression
- Customer handoffs to Clinical Operations, Customer Success, and fulfillment-related teams
- Abandoned-cart recovery, reactivation, referral, renewal, retention, and upsell opportunities
- Sales SOPs, controls, escalation paths, and manager inspection routines
- Identify root causes of performance gaps and implement scalable solutions that improve efficiency, rep effectiveness, customer experience, and revenue performance
Forecasting, Planning & Sales Leadership Support
- Maintain sales forecasts, pipeline views, pacing reports, and attainment models for leadership
- Support annual, quarterly, and monthly target setting using historical performance, staffing, lead flow, conversion, and capacity assumptions
- Provide productivity, staffing, territory, and workload analysis to support hiring and resource allocation decisions
- Support commission and incentive calculations by maintaining accurate performance data, attainment logic, exception documentation, and audit-ready source reporting
- Prepare weekly business reviews, monthly operating reports, executive KPI summaries, and operational recommendations
- Translate complex sales data into clear insights, risks, decisions, and accountable next steps
Cross-Functional Project Management
- Lead sales operations initiatives from planning through execution, including:
- CRM migrations and implementations, dialer and sales technology rollouts, workflow redesign, and automation projects
- Lead-routing changes, reporting improvements, compensation reporting, pilot programs, vendor implementations, and sales process launches
- Requirements gathering, project plans, stakeholder alignment, testing, user acceptance, documentation, training, launch readiness, and post-launch measurement
Sales Enablement, Training & Onboarding
- Develop and maintain SOPs, sales process documentation, playbooks, job aids, workflow maps, CRM guides, and dashboard training
- Partner with Sales Leadership and Training to build role-specific onboarding materials for Advisors, Coordinators, Concierge representatives, and managers
- Ensure onboarding teaches revenue-critical competencies and CRM fundamentals early, including lead and contact management, pipeline stages, activity logging, tasks, scheduling, and data hygiene
- Deliver ongoing enablement for advanced workflows, reporting, technology changes, and process improvements after foundational onboarding
- Monitor adoption and identify coaching, process, or system gaps that limit team effectiveness
Quality Assurance & Operational Excellence
- Establish governance standards for CRM data accuracy, pipeline integrity, reporting reliability, workflow consistency, user adoption, process compliance, and documentation
- Conduct recurring audits of lead assignment, response activity, pipeline stages, required data, follow-up execution, and reporting outputs
- Create exception reporting and corrective-action plans for breakdowns in routing, process adherence, integrations, and data quality
- Partner with leaders on call-quality and process-quality programs that connect behaviors to conversion and revenue outcomes
- Maintain audit-ready documentation and a controlled source of truth for sales definitions, processes, and performance reporting
Cross-Functional Collaboration
- Work closely with Sales, Concierge, Marketing, Customer Success, Clinical Operations, Finance, Technology, and Executive Leadership to:
- Ensure sales receives accurate, actionable leads with clear source and campaign attribution
- Improve handoffs, visibility, accountability, and issue resolution across the customer journey
- Align systems, definitions, dashboards, and workflows while keeping sales execution as the role's primary focus
- Represent sales requirements in cross-functional planning and technology decision
COMPETENCIES- Advanced proficiency in HubSpot CRM administration, including CRM customization, pipeline configuration, workflow automation, lead routing, and data governance
- Working knowledge of Salesforce administration and CRM best practices
- Deep understanding of sales analytics, dashboard development, forecasting, capacity modeling, and business intelligence
- Advanced proficiency in Excel and Google Sheets, including complex formulas, pivot tables, modeling, and data validation
- Knowledge of sales technology administration, telephony and dialer workflows, integrations, and user acceptance testing
- Experience with process mapping, SOP development, project management, revenue attribution, and compensation reporting
- Exceptional analytical and structured problem-solving skills with the ability to translate complex data and technical issues into clear business actions
- Sales, operational, and financial acumen with an understanding of the metrics that drive sales performance
- Excellent written and verbal communication skills, including the ability to effectively communicate with executive-level stakeholders
- Highly organized with the ability to manage multiple priorities and projects in a fast-paced, evolving environment
- Ability to influence without direct authority and drive accountability around decisions and timelines
- High attention to detail with a continuous improvement mindset and strong sense of ownership
EDUCATION & EXPERIENCE- 5+ years of experience in Sales Operations, Revenue Operations, Business Operations, CRM Administration, Sales Analytics, or a related function
- Experience supporting a high-growth, high-volume sales organization
- Demonstrated success improving sales processes, systems, reporting, and CRM adoption
- Experience leading cross-functional sales operations or technology initiatives from requirements through implementation and adoption
- Bachelor's degree in Business, Analytics, Information Systems, Marketing, Operations, or a related field, or equivalent professional experience
- HubSpot Certification and/or Salesforce Administrator Certification preferred
- PMP, Lean Six Sigma, or comparable project or process improvement certification preferred
- Experience with Power BI, Tableau, Looker, or comparable analytics platforms preferred
- Experience in healthcare, wellness, direct-to-consumer, subscription, or high-volume phone-based sales organizations preferred
PHYSICAL REQUIREMENTS- Prolonged periods of sitting at a desk
