This role sits at the critical intersection of top-of-funnel strategy and operational execution, serving as the primary operational partner for our global Sales Development organization. As the Senior Manager of Sales Development Operations, you will lead the strategic design, process governance, and technical enablement required to maximize pipeline generation and sales efficiency. You will act as the key liaison between Sales Development leadership and the broader Revenue Operations, Marketing Operations, and Business Intelligence teams. This is a highly visible, strategic role designed for a hands-on leader who can architect sophisticated capacity and territory models, establish rigorous data governance standards, and optimize our modern sales technology stack to support predictable, scalable growth. What You'll Do GTM Strategy & Financial Governance • Capacity & Quota Planning: Design and execute headcount capacity models, annual target allocations, and quota-setting frameworks for the global pipeline generation team. • Incentive Compensation Management: Partner with Finance and Compensation teams to design, model, and execute monthly and quarterly commission plans and incentive structures that align representative behaviors with corporate pipeline goals. • Fiscal Modeling: Provide predictive forecasting and analysis on pipeline generation targets, analyzing performance against historical benchmarks. Process Optimization & System Governance • Lead Lifecycle Tracking: Partner with Enterprise Systems and Data Operations to establish robust system tracking for the entire customer lifecycle, ensuring accurate date/time capture for every stage transition from lead creation to won deal. • Routing & Segmentation Logic: Own and optimize the automated routing frameworks and account segmentation models within Salesforce to ensure rapid, accurate inbound lead distribution. • Data Hygiene & Standardization: Audit and consolidate CRM workflows, standardizing lead dispositioning, stage progressions, and call outcomes to reduce database complexity and improve reporting accuracy. • System Integration Management: Lead strategic system consolidation projects, including platform merges, routing logic synchronization, and testing/UAT cycles. Cross-Functional Collaboration • Marketing & Sales Alignment: Serve as the strategic bridge between Sales Development, Marketing Operations, and Field Marketing to establish automated feedback loops regarding lead quality, campaign performance, and service-level agreements (SLAs). • Technical Liaison: Collaborate closely with Salesforce Administrators, Data Engineering, and BI teams to prioritize system requirements, build pipeline dashboards, and translate business requirements into technical solutions. Sales Tech Stack & Tool Optimization • Portfolio Management: Oversee the administration, user provisioning, and performance tracking of core sales enablement tools, including Sales Engagement Platforms, Account-Based Marketing (ABM) engines, and B2B data enrichment providers. • Capacity & Contract Compliance: Manage software license allocation and vendor relationships, optimizing usage to support headcount growth and operational budget guidelines. What you'll need to know/have • 5+ Years of Experience: Demonstrated success in Revenue Operations, Sales Operations, or GTM Strategy, with specific expertise supporting outbound and inbound sales development functions. • Core RevOps Competencies: Deep hands-on experience in territory carving, capacity modeling, quota setting, and process governance. • System Design & Administration: Advanced proficiency in Salesforce (SFDC) reporting, workflow mechanics, and lead-routing tools. Strong experience collaborating on system architecture changes is required. • Technical Savvy: Experience working with modern business intelligence platforms (e.g., Tableau, Sigma, PowerBI) and data-driven enablement tools. • Analytical Problem Solver: Proven capability to translate messy, disparate pipeline data into structured, actionable insights for senior executive presentation. • Change Management Champion: Excellent communication skills with a track record of driving cross-functional alignment, managing system rollouts, and training sales teams on process governance. It would be a bonus if you also had • Prior experience operating in an enterprise SaaS or high-growth B2B technology environment. • Direct experience managing integrations, database merges, or system consolidation projects. • Familiarity with lead-routing software, conversational marketing tools, and account-based intelligence platforms. Get in on all the awesome at Instructure! We offer competitive, meaningful benefits in every country where we operate. While they vary by location, here's a general idea of what you can expect: • Competitive compensation, plus all full-time employees participate in our ownership program - because everyone should have a stake in our success. • Flexible work culture. Our remote, hybrid and in-office collaboration spaces vary by role, team and location. • Generous time off, including local holidays and our annual "Dim the Lights" period in late December, when teams are encouraged to step back and recharge based on departmental needs. • Comprehensive wellness programs and mental health support • Learning and development resources, including professional development tools and tuition reimbursement, to support your growth • The technology and tools you need to do your best work • Motivosity employee recognition program • A culture rooted in inclusivity, support, and meaningful connection