Sales Operations Manager

Shields Group Search • Full-time • New York, NY, US • $140k - $160k / year • 1d ago

Founding GTM & Sales Ops Manager

New York City | On-site | Full-Time

About the Company

Our client is building the next-generation operating system for commercial HVAC, electrical, and plumbing suppliers and subcontractors. Over the past year, its V1 quoting product has scaled to thousands of quotes completed weekly, doubled revenue in 2026, and gained adoption across many of the top suppliers in North America. Fresh off a $14M Series A backed by leading construction tech investors, the company is entering its next phase of growth, with AI at the center of everything it builds next.

The Opportunity

This is not a maintain-the-machine role. As the Founding GTM & Sales Operations Manager, you will architect the operational backbone of the entire go-to-market motion from scratch. You will be the person who transforms a promising sales engine into a predictable, scalable revenue machine by building the systems, processes, and analytical frameworks that turn every rep into a top performer and every pipeline review into a strategic advantage.

You will sit at the intersection of strategy and execution, partnering directly with sales leadership to design the processes, infrastructure, and insights that accelerate revenue growth. If you love turning ambiguity into structure and data into decisions, this is your role.

What You’ll Own

Sales Process Design & Optimization

You will be the architect of how the team sells, not just documenting what exists, but designing what should exist and continuously iterating to make it better.

Build the sales playbook from zero: define stage-by-stage selling motions, entry/exit criteria, and qualification frameworks such as MEDDIC, BANT, or a custom model tailored to the ICP that give reps a clear, repeatable path from first touch to closed-won
Design and enforce deal progression standards: establish stage definitions with measurable milestones, required activities, and SLAs so deals move with purpose and stalled opportunities surface early
Map and optimize the full buyer journey: identify friction points, handoff gaps, and conversion bottlenecks across the funnel, then design process interventions that measurably improve velocity and win rates
Run process experiments: A/B test outreach sequences, demo flows, proposal formats, and follow-up cadences; use data to determine what works, kill what does not, and scale what does
Build and refine lead scoring and routing models: ensure the right leads reach the right reps at the right time, with scoring that reflects real buying signals, not just demographic fit
Standardize deal review and inspection frameworks: create structured deal review templates, coach reps on pipeline hygiene, and build the muscle for rigorous weekly forecast cadences
Drive cross-functional alignment: partner with marketing on lead flow, MQL definitions, and attribution; collaborate with customer success on handoff processes that protect the customer experience and reduce churn risk
Enable rep productivity: identify where reps spend time on non-selling activities and automate or eliminate those bottlenecks, whether that means building better templates, automating CRM updates, or streamlining approval workflows

CRM Ownership (HubSpot)

You will own HubSpot end-to-end as the single source of truth for the revenue organization.

Serve as the primary operational administrator, owning data quality, pipeline hygiene, and system integrity across contacts, companies, deals, and activities
Build and maintain workflows for lead routing, lifecycle management, deal automation, and activity logging compliance
Manage CRM structure including pipeline stages, required fields, custom properties, and reporting frameworks that enforce consistent sales process execution
Own user access, permissions, team configurations, and integration monitoring across HubSpot and connected sales tools
Troubleshoot day-to-day CRM issues and escalate advanced configuration needs to external partners when required
Support contact and list management, segmentation, and data reconciliation to ensure accuracy and completeness across all internal systems

Pipeline & Forecasting

You will bring rigor and transparency to how the team understands, predicts, and acts on pipeline.

Maintain accurate, real-time pipeline visibility across the team, building frameworks that make every dollar of pipeline inspectable and every forecast defensible
Build and manage forecasting models and pipeline coverage frameworks that leadership trusts to make hiring, investment, and strategy decisions
Proactively identify risks, gaps, and upside in the pipeline and flag them to leadership before they become surprises
Own the weekly forecast cadence, driving accountability and creating a shared language for how the team talks about pipeline health

Dashboards & Reporting

You will build the reporting infrastructure that keeps the team informed, aligned, and accountable.

Build and maintain real-time dashboards covering pipeline health, conversion rates, forecast vs. actuals, rep performance, and activity metrics
Create daily and weekly scorecards for individual reps and the overall team, making performance visible and actionable
Own reporting on key GTM metrics including pipeline generation, revenue, stage conversion, cycle time, source attribution, and win/loss analysis

Sales Process & Operations

You will define and optimize scalable sales processes, from lead flow and outreach infrastructure to territory planning and ICP refinement.

Help define and optimize the sales process, including stage definitions and SLAs
Partner with sales and marketing to improve lead flow, routing, and follow-up
Build and maintain outbound and inbound process infrastructure such as sequences and follow-ups
Support territory planning, account segmentation, and ICP refinement

What We’re Looking For

Required

4+ years of experience in Sales Ops, RevOps, or a similar role at a B2B company
Deep, hands-on experience with HubSpot CRM; you have built and scaled it, not just maintained it
Proven track record of designing and optimizing sales processes that measurably improved conversion rates, deal velocity, or win rates
Strong analytical skills and comfort working with data, building models, and translating insights into action
Experience building dashboards and reporting systems from scratch
Strong understanding of sales funnels, pipeline mechanics, and forecasting methodology
Highly detail-oriented with a bias for clean, structured, trustworthy data
Ability to work cross-functionally with sales, marketing, and leadership in a fast-paced environment
Comfortable building from zero and thriving in ambiguity while creating structure where none exists

Nice to Have

Experience in B2B SaaS or a high-growth startup environment
Familiarity with segmentation, ICP development, and territory planning
Exposure to sales enablement, playbook development, or rep onboarding programs
Experience with complementary tools in the sales tech stack such as Gong, Outreach, Salesloft, Clari, etc.

Why This Role Matters

This role is critical to making the sales team predictable and scalable. You will be the person who turns the sales motion from “it works” into “it works every time.”

Compensation & Benefits