Sales Operations Manager

Summary

Join Airtable's Sales Operations Team and play a critical role in designing and executing the company's go-to-market strategy. As a key driver of operational excellence, you will support scalable revenue growth and empower Sales and Customer Success teams. Partner with cross-functional teams to evolve Airtable's GTM systems, processes, and data infrastructure. This highly collaborative role blends analytics, systems thinking, and program execution to ensure revenue teams have the insights, structure, and tools to succeed. You will own GTM data integrity and enrichment, sales planning and coverage design, territory operations, and sales operations analytics. You will also lead process and systems enhancements and champion change management initiatives.

Requirements

• You have 7+ years of experience leading cross-functional projects within global SaaS sales organizations
• You possess deep knowledge of Salesforce Sales Cloud and proficiency with sales engagement platforms (ZoomInfo, Ringlead, Clearbit, Outreach, Gong, LeanData, etc.)
• You have proven experience in data enrichment strategy and implementation
• You're a high EQ communicator who can translate complex business issues into clear, actionable insights
• You have a track record of successfully implementing systems improvements and process optimization
• You're a strategic thinker who can transform business needs into operational solutions
• You build trust across organizational boundaries and drive alignment effectively
• You have a "roll up your sleeves" mentality with meticulous attention to detail
• You thrive in fast-paced, evolving environments with a high degree of adaptability
• You take pride in measuring results through quantitative metrics and accountability
• You maintain a customer service mindset with commitment to transparent communication and realistic SLAs

Responsibilities

• Own GTM Data Integrity & Enrichment: Lead our account enrichment strategy, defining data quality excellence standards. Maintain clean account hierarchies, ownership rules, and optimize enrichment from sources like ZoomInfo and Clearbit to ensure consistent CRM data integrity
• Sales Planning & Coverage Design: Partner with Sales Strategy and Revenue Leadership to define and maintain scalable segmentation, territory models, and coverage strategies that reflect our evolving customer base and market opportunity
• Territory Operations: Manage territory assignments with a focus on equitability, performance optimization, and responsiveness to GTM shifts, ensuring sales resources are allocated for maximum effectiveness
• Sales Operations Analytics: Build dashboards and reporting frameworks that monitor pipeline health, rep performance, and deal velocity. Deliver actionable insights that accelerate revenue growth, improve forecast accuracy, and identify emerging sales trends
• Process & Systems Enhancement: Lead major systems enhancements and new tool rollouts to support the lead-to-order process, from documenting business requirements through to UAT, adoption, and hypercare. Streamline existing workflows through automation and reinforce account hygiene best practices
• Champion Change Management: Act as a key project manager for GTM transformation initiatives — ensuring alignment, adoption, and minimal disruption across systems and teams
• Partnership Across Functions : Serve as a trusted partner to Sales, Customer Success, Finance, and Enablement teams to maintain operational alignment and business continuity

Benefits

Our total compensation package also includes the opportunity to receive benefits, restricted stock units, and may include incentive compensation