Manager - Sales Operations

Summary:

IT is seeking a dynamic Manager - Sales Operations. In this role, you will be responsible for driving sales excellence through strategic planning, sales analytics, process design, re-engineering and optimization, performance management, reporting and forecasting, CRM effectiveness, and cross-functional collaboration.

The Manager - Sales Operations will own CRM administration, forecasting methodology, and reporting that keep Sales leadership informed about pipeline health and revenue performance. The ideal candidate should have experience in CRM, analytics, and reporting, and should have worked in a Sales Operations role, preferably within a B2B technology company.

This role serves as the operational backbone of the sales organization, enabling sustainable business growth, improved productivity, effective system management, and data-driven decision-making. The position requires a combination of analytical ability, excellent communication skills, exposure to CRM systems, and an understanding of direct and indirect go-to-market strategies.

Education:

Master's or Bachelor's degree in Business Adminstration, Management, Finance, Marketing, Statistics, Mathematics or a related discipline or a related field. Analytics-heavy programs or coursework in data analysis, operations management or business intelligence is preferred.

Experience:

8+ Years of experience with 5+ years of relevant experience in B2B Sales Operations, Revenue Operations, CRM administration, Business Planning, or Sales Enablement. IT/ITES or BFS industry experience required. Team Management experience of 2+ years required.

Certification:

Any certification on Tools enabling Sales Operations, eg. CRM, etc.

Knowledge:

- 1. Understanding of CRM Systems & Sales Automation tools, Business Analytics tools and Reporting.

- 2. Financial planning and budgeting fundamentals.

- 3. Sales planning, forecasting, and quota management.

- 4. Build, Implement, execute and management of Sales Operations and Revenue Operations best practices.

- 5. Understanding of BFS industry is a plus

Skill Required:

- 1. CRM Administration and Optimization - Hands on experience with enterprise CRM

- 2. Analytical ability - Strong skills in data analysis, reporting and KPI tracking. Understanding of Tableau, Power BI, etc. is preferred.

- 3. Communication skills - Excellent interpersonal and cross-functional communication capabilities

- 4. Self Starter & Problem Solving: Skills in identifying inefficiencies and implementing solutions to enhance sales performance

- 5. Strong Collaboration & Stakeholder Management skills.

- 6. Research and reporting skills to analyse sales data and customer trends to create sales forecasts. Expertise in Advanced Microsoft Excel, complex forecasting models preferred.

Roles & Responsibilities:

- 1. Manage and optimize the CRM platform, ensuring data accuracy, user adoption, pipeline visibility, reporting effectiveness, and governance.

- 2. Develop and maintain sales dashboards, reports, and analytics to provide actionable insights on pipeline health, deal progression, sales performance, and revenue forecasts.

- 3. Support weekly, monthly, and quarterly business reviews through data analysis, reporting, and performance insights.

- 4. Work closely with Sales Leadership on sales planning, target setting, quota allocation, forecasting, annual planning, and business review processes.

- 5. Collaborate with Marketing to improve lead quality, campaign tracking, funnel performance, and lead-to-sales conversion processes.

- 6. Act as a key liaison between Sales, Finance, Product, Customer Success, and Operations teams to drive alignment and execution of business initiatives.

- 7. Build, re-engineer, implement, and monitor Standard Operating Procedures (SOPs) across the sales function to ensure process standardization, governance, scalability, operational excellence, and consistent execution of sales processes.

- 8. Drive continuous process improvement and automation initiatives to enhance sales productivity and effectiveness.

- 9. Support onboarding, training, and adoption of sales processes, tools, and best practices.