Senior Manager, SDR Field Operations

Summary

Join Glean as a Senior Manager, SDR Field Operations and lead the operational strategy for the global Sales Operations team. Guide sales leaders with actionable insights on pipeline coverage, territory design, and quota management. Own critical processes like forecasting and workflow automation. Collaborate with Sales, Marketing, Finance, and Product teams to resolve operational challenges. Support Glean’s rapid expansion and go-to-market excellence. Leverage analytical tools like Sigma to support data-driven decision-making. Manage territory planning and quota-setting processes for sales team expansion.

Requirements

• 8+ years of experience in sales operations, field operations, or revenue operations, with significant exposure to sales teams and SaaS go-to-market models; experience in high-growth AI or technology companies is highly preferred
• Strong understanding of sales support roles, business metrics, and best practices for driving growth, with expertise in pipeline management
• Strong ability to build cross-functional relationships with sales and internal stakeholders, ensuring effective collaboration and alignment on deal objectives
• Excellent organizational skills, attention to detail, and the ability to manage multiple tasks and projects impacting the entire organization
• Basic proficiency in business intelligence tools (e.g., Sigma, Tableau) and strong analytical skills to support data-driven decision-making
• Ability to thrive in a dynamic, fast-paced environment, quickly adapting to new challenges and acquiring new skill sets as needed

Responsibilities

• Serve as the operational lead for sales leaders, delivering actionable insights to optimize pipeline coverage, territory design, and quota management
• Own the forecasting process, ensuring alignment between sales and finance, identifying risks through MEDDPICC/CoM qualification, and driving actions to maintain a healthy pipeline
• Streamline workflows by identifying inefficiencies, implementing scalable processes, and leading AI-driven automation initiatives, in collaboration with Sales Systems and Process, to enhance sales team capacity
• Enable revenue growth by consulting on and QA’ing real-time dashboards and reports, leveraging analytical tools like Sigma, to support data-driven decision-making and accountability
• Manage territory planning and quota-setting processes for rapid sales team expansion, ensuring equitable coverage and governance, aligned with Field Operations’ regional focus
• Partner with Marketing, Finance, and Product teams to execute cross-functional initiatives, such as new sales programs or tool rollouts, incorporating Command of the Message principles for customer-centric outcomes
• Act as the escalation point for critical operational issues, resolving challenges and aligning with Glean’s broader GTM strategy to scale operational excellence
• Lead initiatives to scale all sales ops deliverables including but not limited to; forecasting, reporting, and resource allocation systems

Benefits

• Medical, Vision, and Dental coverage
• Generous time-off policy
• Opportunity to contribute to your 401k plan
• Home office improvement stipend
• Annual education and wellness stipends
• Healthy lunches daily