Driven by transformative digital technologies and trends, we are RIB and we’ve made it our purpose to propel the industry forward and make engineering and construction more efficient and sustainable. Built on deep industry expertise and best practice, and with our people at the heart of everything we do, we deliver the world's leading end-to-end lifecycle solutions that empower our industry to build better.
With a steadfast commitment to innovation and a keen eye on the future, RIB comprises over 2,500 talented individuals who extend our software’s reach to over 100 countries worldwide. We are experienced experts and professionals from different cultures and backgrounds and we collaborate closely to provide transformative software products, innovative thinking and professional services to our global market. Our strong teams across the globe enable sustainable product investment and enhancements, to keep our clients at the cutting-edge of engineering, infrastructure and construction technology.
We know our people are our success – join us to be part of a global force that uses innovation to enhance the way the world builds.
Find out more at RIB Careers.
Job Title: Regional Sales Operations Manager
Location: Alpharetta, Ga, USA
Employment Type: [full-time]
Regional Sales Operations Manager – North America
Reporting to: Vice President, Sales Excellence & Operations
Job Family: Sales Programs and Operations
Location: North America (U.S. or Canada)
Position Summary
The
Regional Sales Operations Manager – North America serves as a key enabler of the
Global Sales Excellence & Operations organization within the North American commercial business.
This role bridges global governance and local execution, ensuring the North American sales organization benefits from global frameworks, standardized tools, and best practices while tailoring implementation to the unique realities of the regional business.
This position plays a central role in driving operational discipline, CRM excellence, sales process adoption, data integrity, and actionable insights that enhance growth, efficiency, and predictability. The role partners closely with Global Sales Excellence, regional leadership, marketing, and customer success to enable a consistent and scalable go-to-market approach across the United States and Canada.
Key Responsibilities
- Sales Tools & Systems
- Serve as regional owner and CRM Super User (Salesforce ONE CRM), ensuring data accuracy, adoption, and continuous improvement.
- Coordinate alignment between Salesforce and connected platforms such as LeanData, Highspot, Agentforce, and others.
- Represent North America in defining system enhancements and business requirements for global prioritization.
- Interface with Marketing (lead management and campaign tracking) and Customer Success (ticketing, chat, and renewals) to ensure end-to-end visibility and customer intelligence.
- Sales Process & Governance
- Drive adoption of the Global Sales Process (Create, Win, Grow) across all go-to-market motions.
- Monitor sales process compliance and continuously improve stage utilization, data quality, and conversion accuracy.
- Partner with regional leadership to identify process bottlenecks and propose automation or simplification opportunities that enhance sales efficiency.
- Sales Steering & Insights
- Maintain the Rhythm of the Business through disciplined pipeline reviews, forecast accuracy checks, and performance tracking.
- Deliver data-driven insights through dashboards and reports focused on ACV, incremental ACV, win rates, and forecast attainment.
- Support leadership in tracking Growth Objectives and Measures and recommend actions to improve sales execution and predictability.
- Translate data into business recommendations that drive revenue growth and customer success outcomes.
- Sales Training & Enablement
- Assist in coordinating regional rollout of CRM and sales competence trainings, ensuring alignment with global methodology and relevance to the North American market.
- Partner with Global Sales Excellence and Enablement to reinforce methodology adoption through digital learning tools such as Highspot and LearnUpon.
- Track participation, completion, and impact of training initiatives to measure sales capability growth.
- Sales Incentives & Compensation
- Support Global Sales Incentive Frameworks locally, ensuring accurate operation, reporting, and payout calculations.
- Validate and reconcile commission payments in partnership with HR, Finance, and Payroll.
- Support annual plan design testing and scenario modeling to ensure fairness, transparency, and motivation within the sales organization.
- Maintain and update CRM data reflecting quota assignments, territory changes, and plan adjustments.
- Strategy & Execution Alignment
- Support execution of global commercial strategies by translating them into actionable regional plans and measurable KPIs.
- Partner with regional leadership to monitor strategic initiatives including market expansion, renewals, upsell and cross-sell, and customer engagement.
- Track and report progress against Growth Objectives, providing clear visibility into regional performance and opportunities.
- Deliver strategic presentations and briefings that communicate insights to senior stakeholders and global counterparts.
- Cross-Functional Collaboration
- Act as the key liaison between Global Sales Excellence, Marketing, Customer Success, and Finance to ensure seamless collaboration across customer touchpoints.
- Represent North America in global governance forums to contribute to continuous improvement, process standardization, and best-practice sharing.
- Advocate for regional needs in global initiatives while ensuring alignment with the ONE-RIB commercial framework.
- Support customer experience initiatives such as annual satisfaction surveys, NPS tracking, and feedback integration.
Qualifications
- 5+ years of experience in Sales Operations, Commercial Excellence, or Sales Enablement, preferably within a SaaS or technology environment.
- Strong proficiency in CRM systems (Salesforce preferred) and supporting sales-tech tools.
- Advanced analytical skills and thinking with experience using Power BI, Tableau, or Excel for performance tracking and forecasting (preferred).
- Proven ability to partner with senior leadership, drive process adoption, and influence cross-functional teams.
- Excellent communication, presentation, and stakeholder management skills.
- Bachelor’s degree in Business, Engineering, Information Technology or a related field; MBA or equivalent experience preferred.
RIB may require all successful applicants to undergo and pass a comprehensive background check before they start employment. Background checks will be conducted in accordance with local laws and may, subject to those laws, include proof of educational attainment, employment history verification, proof of work authorization, criminal records, identity verification, credit check. Certain positions dealing with sensitive and/or third party personal data may involve additional background check criteria.
RIB is an Equal Opportunity Employer. We are committed to being an exemplary employer with an inclusive culture, developing a workplace environment where all our employees are treated with dignity and respect. We value diversity and the expertise that people from different backgrounds bring to our business.
Come and join RIB to create the transformative technology that enables our customers to build a better world.
