Senior Manager, Sales Operations

Summary

Join AppOmni as a Senior Manager, Sales Operations and play a pivotal role in driving sales efficiency and effectiveness. You will spearhead sales planning and budgeting, optimize sales processes and methodologies, and leverage data analytics for informed business decisions. This role is instrumental in creating sales compensation plans, managing territories and quotas, and developing forecasting and pipeline management processes. You will also ensure strong Sales Operations governance and compliance, contributing significantly to AppOmni's growth objectives. The position requires a Bachelor's degree, 5-7+ years of relevant experience, and advanced proficiency in Salesforce and Excel. A Master's degree and experience with specific tools are preferred. AppOmni offers an autonomous schedule, flexible commute, and a focus on work-life balance.

Requirements

• Bachelor's degree in Business Administration, Finance, Economics, or a quantitative field
• 5-7+ years of progressive experience in Sales Operations, Business Operations, or a similar analytical role
• Proven experience in managing sales budgets, developing financial models, and tracking expenditure
• Demonstrated experience with sales capacity planning, including headcount modeling and resource allocation based on revenue targets
• Experience in creating and executing hiring plans for sales teams in collaboration with HR and recruiting
• Strong background in data analysis, reporting, and building dashboards to monitor sales performance
• Experience in optimizing sales processes, preferably within a CRM environment
• Advanced proficiency in Salesforce. Must be able to extract, analyze, and report on data, manage configurations, and understand the system's impact on sales processes
• Expert-level Excel and Google Sheets skills: Essential for complex data modeling, financial analysis, budgeting, and capacity planning
• Proficiency with business intelligence (BI) tools (e.g., Tableau, Power BI, Looker): Ability to create compelling visualizations and derive actionable insights from large datasets
• Exceptional analytical and quantitative skills with the ability to interpret complex data, identify trends, and translate findings into practical, actionable recommendations
• Strong problem-solving abilities, capable of dissecting operational challenges and designing effective solutions
• Detail-oriented with a high degree of accuracy in data analysis and reporting
• Excellent written and verbal communication skills, with the ability to present complex information clearly and concisely to diverse audiences, including senior leadership
• Strong interpersonal skills, capable of building effective relationships and collaborating cross-functionally with sales, finance, HR, and other departments
• Ability to influence and drive change without direct authority
• Proven ability to manage multiple projects simultaneously, prioritize tasks effectively, and meet tight deadlines in a fast-paced environment
• Strong organizational skills with a methodical approach to process improvement and documentation
• Proactive, self-starter with a continuous improvement mindset
• Proven ability to work in a fast-paced, start up environment where much of the job function must be created
• Committed to data integrity and operational excellence
• Adaptable and resilient, comfortable navigating change and ambiguity
• High level of emotional intelligence, empathy and a strong sense of humor

Responsibilities

• Develop and manage the annual sales budget, working closely with finance and sales leadership to ensure alignment with overall company financial goals
• Conduct sales capacity planning based on executive-driven sales targets, determining the optimal number of sales employees needed to achieve revenue objectives
• Create and maintain the annual sales hiring plan, outlining recruitment timelines and talent needs in partnership with HR and sales leadership
• Analyze historical performance and market data to inform resource allocation and support strategic workforce planning initiatives
• Design, document, and continuously optimize the end-to-end sales process, from lead qualification to deal closure, ensuring efficiency and scalability
• Identify bottlenecks or inefficiencies in the sales cycle and propose solutions to improve conversion rates and sales velocity
• Ensure consistent adoption and adherence to defined sales processes and methodologies by the sales org
• Develop and maintain comprehensive sales dashboards, reports, and key performance indicators (KPIs) to track sales performance at individual, team, and organizational levels
• Conduct in-depth analysis of sales data to identify trends, diagnose performance issues, and uncover opportunities for improvement
• Provide actionable insights and recommendations to sales leadership based on performance data to drive strategic decision-making
• Manage the integrity and accuracy of sales data used for reporting and analysis
• Design, model, and administer effective sales compensation plans that motivate desired sales behaviors and align with company goals
• Collaborate with finance and HR to ensure compensation plans are fair, competitive, and fiscally responsible
• Manage the sales commission process, including calculations, reporting, and dispute resolution
• Continuously evaluate the effectiveness of compensation plans and recommend adjustments as needed to optimize sales performance
• Develop sales territory design, ensuring equitable opportunity distribution and market coverage
• Consult with Sales Leadership and Finance on the annual quota setting process, collaborating to establish challenging yet achievable individual and team sales targets
• Analyze territory performance and propose adjustments to maximize sales productivity and minimize channel conflict
• Manage exceptions and adjustments to territories and quotas throughout the fiscal year
• Develop and implement robust sales forecasting methodologies and models to accurately predict future revenue
• Support the weekly/monthly sales forecast cadences, consolidating inputs and providing a reliable company-wide revenue outlook
• Monitor and analyze sales pipeline health, identifying potential risks, opportunities, and areas for improvement in pipeline generation and progression
• Provide insights into pipeline coverage, velocity, and quality to sales leadership to inform resource allocation and strategic adjustments
• Establish and enforce policies, procedures, and best practices to ensure data integrity within sales systems
• Develop and maintain documentation for key sales operations processes and workflows, including a 13-week operational cadence
• Ensure compliance with internal sales policies, data privacy regulations, and other relevant compliance standards
• Conduct regular audits to ensure adherence to established processes and data quality standards

Preferred Qualifications

• A Master's degree (e.g., MBA) is a plus, particularly with a focus on operations or data analytics
• Prior experience in a management or leadership role within sales operations is highly desirable
• Familiarity with sales forecasting tools and methodologies, particularly Clari
• Experience with project management tools (Asana or Monday) is a plus

Benefits

An autonomous schedule, flexible commute, and freedom from punching a clock mean you are empowered to enjoy life, work when inspired, and be available when needed