Department: Corporate Services - Sales
Location: Greenbelt, MD
Compensation: $120,000 - $150,000 / year
Description
JSI invites you to join our team as a
Sales Operations Manager on our
Corporate Services team in
Greenbelt, MDwhere you'll play a critical role in advancing broadband and telecommunications initiatives that expand connectivity and drive digital inclusion—while advancing your career within a mission-driven, growth-focused organization.
About the Company:
JSI is a leading full-service consulting firm specializing in broadband solutions. For over 60 years, we have provided independent communications service providers with expert financial, engineering, management, operational, regulatory, and strategic guidance. Our extensive industry knowledge and proven track record of success have empowered clients to achieve sustainable growth and profitability. With over 1000 clients nationwide and a powerful presence in markets like Georgia, Texas, Maryland, and Alaska, JSI empowers rural and regional broadband providers to expand, evolve, and excel in a rapidly shifting digital world.
Position Overview:
As the
Sales Operations Manager, you serve as a strategic and operational partner to the Chief Revenue Officer and as the operational backbone of Sales, Marketing, and Revenue Execution.
This role
owns the systems, data integrity, reporting, KPIs, forecasting infrastructure, and operational cadence that enable disciplined growth across a complex, multi-service organization. The position also plays a key role in
Board of Directors and Private Equity ownership reporting, ensuring that leadership and owners have timely, accurate, and decision-ready insight into revenue performance and trends.
The ideal candidate brings structure, clarity, and momentum to environments that require modernization—while operating with speed, judgment, discretion, and independence.
This position may be worked remotely if not in a city where JSI has a current office. Hybrid work schedule available in the JSI offices.
Responsibilities
Sales & Revenue Operations:- Own day-to-day administration, integrity, and continuous improvement of the CRM platform (Oracle NetSuite preferred).
- Recommend, define, and maintain core Sales and Revenue KPIs, including:
o Funnel and pipeline health
o Sales stage conversion, velocity, and win rates
o Forecast accuracy and roll-ups
o Account activity and engagement metrics
- Build, maintain, and publish dashboards and executive-level reporting that show progress, trends, risks, and opportunities.
- Serve as the CRO’s primary operational partner, translating revenue strategy into measurable execution and disciplined operating rhythms.
Data, Reporting & Forecasting:- Ensure accuracy, consistency, and alignment of data across Sales, Marketing, and Finance.
- Partner closely with FP&A to align pipeline, forecast, bookings, backlog, and revenue data.
- Identify patterns, anomalies, and early warning signals; proactively recommend corrective actions.
- Support light budget tracking and forward-looking analysis tied to revenue execution and resource allocation.
Board of Directors & Private Equity Reporting:- Support preparation of Board of Directors materials related to Sales, pipeline, forecast, and revenue performance.
- Partner with the CRO, CFO, and FP&A to ensure data presented to the Board is accurate, consistent, and aligned with internal reporting.
- Provide analytical support and recurring reporting for Private Equity ownership, including performance metrics, trends, and ad hoc analysis.
- Operate with discretion and professionalism when handling sensitive executive, Board, and ownership information.
Sales Enablement & Compensation Operations:- Administer and track sales enablement programs, certifications, and participation (coordination and reporting—not training delivery).
- Support the operational design, tracking, and KPI reporting of sales compensation plans, ensuring plans can be implemented and measured within CRM and reporting tools.
Marketing, Expense & Operational Metrics:- Track and report on marketing spend against defined KPIs in partnership with Marketing leadership.
- Monitor sales travel and expense metrics by individual and team; identify trends and opportunities for optimization.
- Maintain visibility into operational metrics that impact revenue efficiency and scalability.
Systems, AI & Cross-Functional Collaboration:- Act as primary Sales Operations liaison to IT on CRM requirements, enhancements, and process improvements.
- Introduce structure, standardization, and scalable processes into legacy workflows while respecting business realities.
- Leverage AI, automation, and analytics tools to improve efficiency, insight quality, and execution speed.
Qualifications
Required Qualifications:- Bachelor’s degree in Engineering, Accounting, Finance, Management, or a related analytical discipline.
- Demonstrated experience in Sales Operations, Revenue Operations, or Business Operations roles.
- Hands-on experience with CRM platforms; Oracle NetSuite strongly preferred.
- Advanced proficiency in Microsoft Excel (pivot tables, advanced formulas, data analysis).
- Strong working knowledge of Microsoft 365 (Excel, PowerPoint, Teams, Outlook).
- Proven ability to build KPI frameworks, dashboards, and operational reporting.
- Experience partnering with Finance (FP&A), Sales leadership, Marketing, IT, and executive stakeholders.
Successful Profile:
The successful candidate will be:
- Highly autonomous — able to take direction on outcomes and independently determine the best path to execution.
- Analytically strong — able to recognize patterns, define what “good” looks like, and bring calm to complex or ambiguous situations,
- Detail-oriented with executive judgment — precise while maintaining strategic perspective.
- Intellectually curious — continuously improving systems, processes, and insights.
- High integrity and discretion — trusted with sensitive executive, Board, and ownership data.
- Results-oriented and ambitious — motivated by performance, impact, and long-term leadership growth.
Benefits & Compensation
- Competitive salary + performance-based bonuses.
- Comprehensive benefits package (medical, dental, vision, 401(k)).
- Generous PTO and wellness opportunities.
- Ongoing professional development and educational opportunities.
