OverviewSalary: $86,253.00 - $135,010.00 + eligible for bonus program
The Sales Operations Manager serves as the operational anchor for the commercial organization, reporting directly to the SVP of Business Development. This role is responsible for architecting and optimizing sales processes, ensuring rigorous CRM governance, and leading comprehensive forecasting and analytics initiatives. By acting as the primary cross-functional liaison between Sales, Finance, Marketing, and Operations, the Manager translates performance data into actionable insights, aligns territory and quota strategies, and builds the operational infrastructure necessary to drive efficiency, pipeline visibility, and revenue growth in a complex B2B environment.
ResponsibilitiesSales Strategy & Performance Management
- Support sales leadership in executing strategic initiatives and achieving revenue targets
- Develop and maintain sales KPIs, dashboards, and performance reporting
- Analyze pipeline health, conversion rates, win/loss trends, and territory performance
- Identify opportunities to improve sales productivity and operational efficiency
- Assist with annual sales planning, territory alignment, and quota deployment
CRM & Sales Process Management
- Serve as an administrator for CRM systems
- Ensure data accuracy, pipeline hygiene, and consistent sales process adherence
- Design and improve workflows, automation, and reporting structures
- Maintain sales documentation, process maps, and operational procedures
- Partner with IT and business systems teams on system enhancements and integrations
Forecasting & Reporting
- Lead weekly, monthly, and quarterly sales forecasting processes
- Prepare executive-level reporting and business reviews
- Monitor sales activity metrics and provide actionable insights to leadership
- Create standardized reporting for pipeline, bookings, revenue, and customer trends
Cross-Functional Collaboration
- Partner with Finance on revenue tracking and forecasting alignment
- Collaborate with Marketing on lead management and campaign performance
- Work with Operations and Product teams to support go-to-market initiatives
- Coordinate onboarding, training, and enablement activities for sales teams
Sales Enablement & Operational Support
- Support implementation of sales tools, playbooks, and training programs
- Assist with proposal tracking, pricing workflows, and approval processes
- Help streamline customer onboarding and handoff processes
- Drive continuous improvement initiatives across the commercial organization
QualificationsQualifications- Bachelor's degree in Business, Finance, Supply Chain, Marketing, or related field
- 5+ years of experience in Sales Operations, Business Operations, Revenue Operations, or related roles
- Experience supporting B2B sales organizations
- Strong proficiency with CRM platforms and reporting tools
- Advanced Excel and data analysis skills
- Experience with BI tools such as Power BI, Tableau, or Looker preferred
- Strong project management and organizational skills
- Excellent communication and stakeholder management abilities
- Ability to work independently in a fast-paced environment
Preferred Experience- Experience in logistics, transportation, freight forwarding, contract logistics, or supply chain industries
- Familiarity with pricing, commercial modeling, and sales forecasting
- Knowledge of sales compensation structures and territory planning
- Experience supporting multi-product or enterprise sales organizations
Key Competencies- Analytical mindset
- Process improvement orientation
- Attention to detail
- Strategic thinking
- Problem-solving
- Collaboration and influence
- Executive communication
- Data-driven decision making
Success Metrics- Detailed sales performance reporting
- Improved forecast accuracy
- Increased CRM adoption and data quality
- Faster sales cycle efficiency
- Enhanced pipeline visibility
- Increased sales productivity
- Timely and accurate reporting delivery
Physical Requirements- Stationary Work: Ability to remain in a stationary position (sitting or standing at a desk) for 80% of the workday.
- Mobility: Occasional travel to client sites or warehouse facilities, which may involve walking on concrete warehouse floors and wearing PPE (Safety vests, steel-toe shoes).
- Visual Acuity: Regular use of dual monitors and the ability to distinguish colors for data visualization/charting.
Mental & Cognitive Requirements- Information Processing: Ability to parse large datasets to identify discrepancies in KPIs or SLAs.
- Task Switching: High capacity for "context switching" between different client needs and internal operational tasks without losing accuracy.
- Emotional Intelligence: Ability to remain calm and professional when handling initial client complaints or escalations.
Working Conditions- Environment: Primarily a professional office environment or remote home office; occasional exposure to warehouse environments (noise, dust, temperature fluctuations).
- Schedule: Standard business hours, with the expectation of occasional overtime to meet month-end reporting deadlines or "go-live" schedules.
The above statements are intended to describe the general nature of work being performed. They are not to be construed as an exhaustive list of all responsibilities, duties and skills required.
