Sales Operations Lead
WHAT YOU'LL DO
As a Sales Operations Lead, you will be the operational and analytical partner to our Global Account Management and AI Sales leadership team, owning the planning, process, and data foundations that drive expansion at scale. This role blends hands-on execution with a strategic lens: you’ll keep today’s data and processes running, while shaping how we scale them and build the team to support continued growth.
Territory, Quota & Capacity Planning
Own the annual territory and account-assignment process for Global AM and AI Sales, ensuring accuracy and equitability, and recommend structures that drive focus while giving reps a realistic path to attainment
Collaborate with regional Sales Ops leaders to align on coverage and rules of engagement between Account Management, AI Sales, and Account Executives, including account assignment, crediting, and handoffs
Build capacity models that translate growth targets into global headcount, coverage, and quota scenarios, and partner with Finance and Sales Leadership on quota and comp plan inputs
Scaling Our Processes
Run the operating cadence and turn tribal-knowledge processes into ones that are documented and repeatable
Lead cross-functional initiatives from scoping to adoption to evolve our sales processes, identifying bottlenecks before they slow down the business
Data & Reporting Infrastructure
Define the metrics framework and reporting for Global AM and AI Sales that give leadership real time visibility into performance
Analyze sales data, KPIs, and trends to surface insights and provide recommendations to leaders on where to focus
Partner with Sales Leadership on forecasting cadences and own forecast data quality and accuracy
AI-Driven Process Improvement
Collaborate with Sales Ops leaders to drive the AI strategy for Sales Ops, identifying and prioritizing opportunities to use AI to automate manual workflows
Design AI-driven workflows to improve efficiency across the Global AM and AI Sales team, partnering with our in-house AI architect team to bring them to life and measure impact
WHO YOU ARE
Bachelor's degree in a quantitative or business-oriented field, or equivalent practical experience
6+ years of experience in Go-to-Market Operations, Sales Strategy and Operations, or Revenue Operations at a high growth B2B SaaS company
Experience with overlay or specialist sales models and supporting a global team across regions a plus
Technically savvy, with a solid understanding of Salesforce flows and automations; you’ll translate business needs into requirements and own prioritization with Business Systems
Hands-on experience with Sales tech stack tools such as Clay, ZoomInfo, Clari, Gong, Outreach, or Fullcast
Proficient with Google Sheets and BI tools such as Tableau or Looker, with experience building dashboards from scratch
Comfortable using AI tools to speed up analysis, data cleaning, and reporting, and curious about where AI can remove manual work from Sales Ops processes
Strong analytical and problem solving skills, with the attention to detail to get into the data and make data driven decisions.
Excellent stakeholder management skills; able to present key insights and the “so what” to senior sales leaders, to build trust quickly, and to push back with data when needed
Has built structure and process where none existed, and takes ownership of strategy and outcomes, not just tasks
For candidates based in the United States, the pay range for this position at the start of employment is expected to be between $94,000 and $147,000/year, with an expected On Target Earnings (OTE) between $106,000 and $151,000/year (including bonus or commission).Your exact offer may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. In addition to cash compensation, this role qualifies for a comprehensive Total Rewards package that includes equity grants of restricted stock (RSUs) so that you will own a piece of our company.
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