ROCK is looking for a Sales Operations Manager to run, uphold and continually sharpen the operational backbone of our sales team: the process, data, technology and insight that let our sellers spend more time selling and our leaders make decisions with confidence.
Sales Operations is where commercial strategy meets daily execution. You will translate revenue goals into the workflows sellers follow, the metrics managers watch and the systems everyone relies on. When a deal is hard to find in the pipeline, when a forecast misses, when a tool creates more work than it saves, or when two teams disagree on the numbers, that is the work this role exists to solve.
This is not a quota-carrying role. Sellers close the business and own the customer relationship. Sales Operations makes closing the business faster, cleaner and more predictable, and gives the whole commercial team a single, reliable view of how revenue is created.
Your focus is the sales team first and foremost. Because sales never works in isolation, your influence will reach across every growth area of the business, connecting directly into marketing, customer success, finance and delivery so the full revenue engine runs as one joined-up system.
We need someone equally comfortable zooming out to see how the whole operation fits together and zooming in to fix a broken report. You will set the operating standards for how we sell, and you will stay close enough to the detail to make those standards real.
What you will own
Day to day, the following will sit clearly with you:
- The health and consistent running of the end-to-end sales process, making sure stage definitions, entry and exit criteria, qualification standards and the rules that keep opportunities accurate and comparable are applied the same way across the team.
- The CRM as the definitive system of record for all sales activity, pipeline and performance, including its data model, configuration, automation and adoption.
- Data quality and governance across the sales function, including clear definitions, clean records, reliable inputs and the standards that make every downstream number trustworthy.
- The forecasting methodology and cadence, including pipeline categories, weighting, commit discipline and the tracking that drives forecast accuracy over time.
- Pipeline management and hygiene, including coverage ratios, deal ageing, slippage, velocity and the reviews that keep the pipeline real.
- Sales reporting and analytics, from live dashboards to win and loss analysis, funnel conversion, cohort views and the diagnostics that explain why the numbers are moving.
- The sales technology stack, covering selection, integration, administration, adoption and return on investment across CRM, sales engagement, conversation intelligence, quoting, data enrichment and forecasting tools.
- The deal desk and commercial support, including pricing guidance, approval workflows, quoting, and discount governance.
- Go-to-market planning support, including territory design, account segmentation and tiering, capacity modelling and quota setting.
- Sales compensation operations, including support on incentive plan design, quota allocation, attainment tracking and resolving commission queries fairly and quickly.
- The lead-to-opportunity lifecycle, including routing, scoring, service-level agreements and clean handovers between marketing and sales, and between sales and delivery or customer success.
- Seller productivity and ramp, including onboarding the operational tools and process for new joiners and stripping out the admin that pulls sellers away from selling.
- The operating rhythm of the sales team, including forecast calls, pipeline reviews and quarterly business reviews, and the inputs these provide to leadership.
- The measurement framework for the function itself, including forecast accuracy, data quality, process adoption, tool utilisation and overall sales efficiency.
Who you are:
The person who thrives in this role tends to be part operator, part analyst and part diplomat. You are energised by taking something messy and making it run cleanly, and you take quiet pride in an operation that simply works.
You are commercial without wanting to be the seller. You understand that the deal belongs to the rep and the relationship belongs to the customer, and that your job is to make every part of that easier, faster and more measurable.
You hold two altitudes at once. You can step back to see how the whole operation fits together, then step in to rebuild a dashboard, rewrite a workflow or work out why the forecast keeps missing. You are not too senior for the detail, because the detail is where the operation is won or lost.
You are relentless about clean data and clear thinking. You are happy to push back when a report, a process or a tool is not good enough, but you do it in a way that helps people rather than creating friction for its own sake.
Above all, you build things that make people faster. You measure your success not by how much process you create, but by how much easier the team finds it to sell.
And what would make you stand out:
- Experience in technology, SaaS, managed services, professional services or technology consulting.
- Deep hands-on expertise with a leading CRM such as Salesforce or HubSpot, including building reports, dashboards, flows and automation.
- Familiarity with structured sales qualification methodologies such as MEDDPICC.
- Experience with quoting tools, deal desk operations or pricing governance.
- A track record of designing territory, segmentation, quota or compensation models.
- Strong data capability beyond the CRM, such as advanced spreadsheets, BI tools like Salesforce reporting and Power BI.
- Experience standing up a sales or revenue operations function from an early stage.
- Comfort with AI-assisted sales tooling, including forecasting, lead scoring or conversation intelligence.
- Experience in a scaling business where the operation has to be built at speed and under pressure.
The impact you will have:
Done well, this role changes how it feels to sell at ROCK. The pipeline becomes something people trust. The forecast becomes something leaders can plan around. The tools start working for sellers instead of against them, and the time lost to admin and rework starts flowing back into customer conversations.
Your work will show up directly in the numbers: higher conversion, shorter cycles, better forecast accuracy, cleaner data and more time spent selling. It will also show up in something harder to measure, a commercial organisation that moves with less friction and more confidence, because the system underneath it finally holds.
You will be the reason the whole revenue engine runs as one: connected, measurable and built to scale as ROCK grows.
If interested please apply via the link or reach out to Jack with any questions that you may have.
