Sales Operations Lead / Manager

Role: Sales Operations Lead / Manager

Location: Hyderabad | Work Mode: Office

Company Overview

Zenwork is a technology-first company transforming the landscape of Tax Automation and GRC (Governance, Risk, and Compliance). By leveraging AI-driven SaaS solutions and scalable APIs, we simplify complex tax and compliance workflows for businesses across various industries. Our mission is to enable seamless digital compliance through innovative, user-centric platforms that adapt to the evolving needs of enterprises.

Some Things We're Proud Of at Zenwork

Transforming Tax Tech & GRC Automation: Empowering over 500,000 businesses worldwide with seamless, cloud-based tax and compliance solutions.

Trusted by Industry Leaders: Collaborating with renowned partners like Intuit, Bill.com, Xero, and Sage Intacct to drive innovation and compliance excellence.

Award-Winning Growth: Recognized as one of the fastest-growing companies in the U.S. by Inc. Magazine and a multi-year recipient of the prestigious Accountex award.

Backed by Spectrum Equity: Supported by a top-tier investment partner to drive sustained growth and innovation.

AI-SaaS Excellence: Delivering cutting-edge, AI-driven solutions to simplify and automate complex tax and compliance workflows.

Global Reach: Successfully operating across the U.S. and India, providing scalable and robust solutions to businesses of all sizes.

Profitable and Expanding: A rare combination of late-stage stability and high-growth momentum in the SaaS space.

Driving Innovation in Payments: Pioneering secure transaction management and AP/AR automation to redefine digital compliance and payments.

About the role:

The Sales Operations Lead is responsible for improving the efficiency, predictability, and scalability of the sales organization.

You will partner closely with sales leadership to drive forecasting, pipeline management, CRM optimization, sales analytics, territory planning, process improvement, and sales technology. You will also serve as the primary owner of Salesforce from a business perspective, working closely with our Salesforce implementation partner to design and implement enhancements.

This role is ideal for someone who enjoys combining strategy, analytics, systems thinking, and operational execution to help a sales organization scale.

What You'll Do

Sales Strategy & Planning

· Partner with sales leadership on annual and quarterly sales planning.

· Support territory planning, account assignment, and quota allocation.

· Build capacity and productivity models to support hiring decisions.

· Develop operational plans that improve sales effectiveness.

Forecasting & Pipeline Management

· Own the weekly and monthly sales forecasting process.

· Maintain accurate pipeline health and forecasting dashboards.

· Identify pipeline risks and recommend corrective actions.

· Drive pipeline inspection reviews with sales leadership.

· Monitor sales funnel conversion and sales cycle performance.

Sales Process Optimization

· Design, document, and continuously improve the sales process.

· Establish clear opportunity stage definitions and exit criteria.

· Standardize sales workflows and operating procedures.

· Identify automation opportunities that reduce manual work.

· Ensure consistent CRM usage across the sales team.

Salesforce & Sales Technology

· Own Salesforce from a business operations perspective.

· Prioritize CRM enhancements and manage the Salesforce roadmap.

· Work closely with external Salesforce development partners to implement new functionality.

· Evaluate and implement new sales tools that improve productivity.

· Ensure data quality, system adoption, and process governance.

Reporting & Analytics

· Build executive dashboards and sales performance reports.

· Analyze pipeline trends, conversion rates, sales velocity, and productivity metrics.

· Deliver actionable insights to sales leadership.

· Support Quarterly Business Reviews and executive reporting.

· Monitor operational KPIs and recommend improvements.

Deal Operations

· Review pricing exceptions and discount requests.

· Coordinate approvals across Finance, Legal, Product, and Sales.

· Improve quote-to-close efficiency.

· Establish commercial approval workflows for non-standard deals.

Cross-functional Collaboration

· Partner with Marketing to improve lead routing, lead quality, and handoff processes.

· Work with Customer Success to improve customer onboarding and sales handoffs.

· Collaborate with Finance on bookings, forecasting, and revenue reporting.

· Support Product with customer feedback and win/loss insights.

What We're Looking For

· 6 to 10 years of experience in Sales Operations, Revenue Operations, Business Operations, or Sales Strategy within a B2B SaaS company.

· Strong understanding of SaaS sales processes and pipeline management.

· Hands-on experience with Salesforce CRM.

· Experience managing CRM implementation partners or Salesforce administrators.

· Strong analytical skills with the ability to convert data into business recommendations.

· Advanced Excel or Google Sheets skills.

· Experience building dashboards using Salesforce reports or BI platforms.

· Strong project management and stakeholder management skills.

· Excellent written and verbal communication skills.

· Ability to influence cross-functional teams without direct authority.

· Ability to collaborate effectively with globally distributed teams across Sales, Marketing, Finance, Product, and Customer Success.

· Willingness to work an overlap shift from India to support our US Sales organization, typically 2:00 PM to 11:00 PM IST (or as business needs require).

Preferred Qualifications

· Experience working in a B2B SaaS environment.

· Experience with CPQ, Gong, Clari, HubSpot, ZoomInfo, or similar sales technologies.

· Familiarity with BI tools such as Power BI, Tableau, QuickSight, or Looker.

· Experience implementing sales automation and AI-powered workflows.

· Exposure to Revenue Operations is a plus.

Success Metrics

· During your first year, you will be expected to:

· Improve forecast accuracy and pipeline visibility.

· Increase CRM adoption and data quality.

· Reduce manual sales processes through automation.

· Improve sales productivity through operational improvements.

· Deliver executive dashboards that enable better decision-making.

· Improve lead routing and pipeline governance.

· Build scalable sales processes that support business growth.

· Strengthen collaboration across Sales, Marketing, Customer Success, and Finance.

Why Join Zenwork

· Build and shape the Sales Operations function from the ground up.

· Partner directly with senior leadership on strategic initiatives.

· Drive meaningful business impact through process optimization, analytics, automation, and AI.

· Work with modern SaaS sales technologies and help define the future operating model of our sales organization.

· Join a fast-growing B2B