This role leads the design and management of sales operations across the full revenue lifecycle, acting as a strategic advisor to sales leadership. You will own key processes including Salesforce configuration, deal governance, forecasting accuracy, and optimization of the lead-to-cash workflow.
Key Responsibilities
- Lead sales operations strategy with a focus on performance, risk mitigation, and scalable practices within Salesforce
- Oversee end-to-end sales processes from lead through order fulfillment
- Shape decisions around pipeline governance, forecasting models, sales coverage, and performance metrics
- Conduct executive-level reviews on forecast reliability, pipeline quality, and operational efficiency
- Deliver scenario planning and revenue modeling to inform annual and mid-year planning cycles
- Develop and refine the sales operating model, including forecasting standards and performance frameworks
- Enforce controls around pricing, revenue recognition, and compliance policies
- Manage documentation of sales policies and resolve escalated operational issues
- Drive transformation initiatives across Salesforce, CPQ, CLM, and billing systems
- Design future-state processes to improve efficiency and close operational gaps
- Ensure Salesforce enhancements support both sales execution and governance requirements
- Deliver advanced reporting, maintain data integrity, and oversee pipeline hygiene
- Support annual planning for territories, quotas, coverage models, and resource allocation
- Align go-to-market strategies, performance measurement, and training with operational workflows
Technology Environment
Primary tools include Salesforce, CPQ, CLM, billing platforms, and go-to-market program systems.
