The Sales Operations Manager is a strategic business partner to the Sales organization, driving operational excellence through data-driven insights, process optimization, and sales governance. Acting as an internal consultant, this role identifies opportunities to improve sales effectiveness, enhance pipeline visibility, strengthen forecasting accuracy, and enable informed business decisions.
The ideal candidate combines the analytical rigour of a consultant, the commercial acumen of a business strategist, and the communication skills of an executive advisor—capable of translating complex data into compelling narratives that influence business decisions and drive measurable outcomes.
Working closely with Sales, Solutions, Delivery, Finance, and Executive Leadership, the Sales Operations Manager translates business challenges into practical solutions that improve commercial performance and operational efficiency.
Key Responsibilities:
Sales Planning & Commercial Support
- Partner with Sales Leadership to drive sales planning, pipeline management, and commercial performance improvement initiatives.
- Provide data-driven insights and strategic recommendations to support business growth and executive decision-making.
- Conduct regular reviews of sales performance and identify trends, risks, and opportunities to improve commercial outcomes.
- Support annual planning, sales target setting, and business performance tracking.
Business Performance, Executive Reporting & Strategic Storytelling
- Develop executive-ready presentations and strategic communication materials that synthesize complex business data, market insights, and commercial recommendations into clear, compelling, and visually impactful narratives.
- Create high-quality PowerPoint presentations for Executive Committee meetings, Monthly Business Reviews (MBRs), Quarterly Business Reviews (QBRs), business planning sessions, and strategic initiatives.
- Apply consulting-style structured thinking to transform data and analysis into concise, story-driven presentations with clear insights, recommendations, and action plans.
- Design and maintain executive dashboards and performance reports that provide meaningful visibility into sales performance and operational metrics.
- Monitor key sales KPIs and communicate trends, risks, and actionable insights to stakeholders.
- Translate complex business challenges into practical recommendations that support leadership decision-making and business transformation.
Pipeline Management & Forecasting
- Manage and maintain end-to-end sales pipeline governance, ensuring data quality, consistency, and visibility across all sales stages.
- Lead regular pipeline reviews and proactively identify deal risks, gaps, and opportunities to improve forecast accuracy.
- Coordinate regional sales forecasting processes and provide timely reporting and analysis to leadership.
- Promote CRM best practices and drive pipeline hygiene across the sales organization.
Sales Process Improvement & Business Transformation
- Evaluate existing sales processes and recommend practical improvements to enhance efficiency and customer responsiveness.
- Lead initiatives to simplify workflows, improve reporting, and eliminate operational bottlenecks.
- Support the implementation of sales tools, automation initiatives, and best practices that improve productivity.
- Drive continuous improvement and transformation initiatives aligned with business priorities and organizational growth.
Deal Governance & Cross-functional Collaboration
- Coordinate governance processes for strategic deals and major opportunities, ensuring compliance with internal approval requirements.
- Partner with Sales, Solutions, Delivery, Finance, and Legal teams to facilitate smooth deal progression and timely decision-making.
- Monitor deal review processes and proactively escalate risks or issues where appropriate.
- Support the development and adoption of standardized sales methodologies and governance frameworks.
Requirements:
- At least 8 years of experience in Sales Operations, Business Operations, Commercial Excellence, GTM Strategy, Business Analytics, or Strategy & Transformation within a technology or IT services environment.
- Experience supporting enterprise B2B sales organizations with pipeline management, forecasting, and performance reporting.
- Proven track record in process improvement, cross-functional project coordination, and business transformation initiatives.
- Experience working with CRM platforms such as Salesforce and business intelligence tools such as Power BI or Tableau.
- Experience in management consulting, corporate strategy, commercial excellence, or business transformation is highly desirable.
- Strong analytical and structured problem-solving skills with a consulting mindset.
- Exceptional PowerPoint and executive presentation development skills, with the ability to transform complex data and ambiguous business challenges into structured, visually compelling, and insight-driven presentations.
- Strong business storytelling capabilities with the ability to synthesize quantitative and qualitative information into compelling executive narratives and strategic recommendations.
- Demonstrated ability to develop consulting-quality presentations for senior leadership, Executive Committees, and C-suite audiences.
- Excellent communication, facilitation, and stakeholder management skills with the ability to influence cross-functional teams and senior business leaders.
- Commercial awareness and the ability to translate data into practical business recommendations and strategic insights.
- High attention to detail and commitment to data quality, governance, and presentation excellence.
- Proficiency in Microsoft PowerPoint, Excel, Salesforce, Power BI, and Tableau.
- Self-driven with the ability to manage multiple priorities in a fast-paced environment while maintaining high standards of quality and execution.
- Continuous improvement mindset with the ability to challenge existing processes and recommend scalable, business-focused solutions.
