Sr. Sales Operations Manager - GTM

About Backblaze

Backblaze is the object storage leader in the open cloud movement, fueling customer success with cloud storage built purposefully to unlock budgets, unburden administrators, and unleash innovators. Together with our partners, we’re helping customers break free from the restrictive, overpriced legacy solutions that hold them back, and blaze forward with the full power of the open cloud in their hands.

Founded in 2007, we scaled the business with less than $3 million in outside funding until 2021, when we did a traditional IPO on the Nasdaq stock exchange. Today, Backblaze generates over $100m in revenue and is the leading specialized storage cloud - managing over three billion gigabytes of data storage for 500K+ customers in 175+ countries, including businesses, developers, IT professionals, and individuals.

But while there is a lot to celebrate in our past, there is almost as much opportunity ahead of us. We are seeking a Sr. Manager, Sales Operations – GTM Systems!

About the Role

The Sr. Manager, Sales Operations – GTM Systems is a senior individual contributor role responsible for leading GTM systems optimization and change execution in support of full-funnel sales operations.

Sales Operations owns GTM systems strategy and governance; this role leads the operational management, optimization, and adoption of those systems to enable scalable, efficient sales execution from prospecting through close, with downstream visibility into renewals and expansion.

This role requires a seasoned Sales Operations professional with deep systems expertise, strong operational judgment, and a proven ability to drive change through enablement, communications, and cross-functional influence.

What You’ll Do:

Sales Operations Leadership & Full-Funnel Enablement

• Act as a senior partner to the Senior Director of Sales Operations, translating Sales Ops strategy into systems-driven execution.
• Lead optimization of end-to-end sales processes, including:
  • Prospecting and outbound execution
  • Lead and top-of-funnel management
  • Opportunity stages, pipeline progression, and forecasting
  • Quoting and deal execution
  • Visibility into post-sale handoffs, renewals, and expansions
• Identify systemic friction in the sales funnel and drive durable, scalable improvements that increase rep productivity, conversion, and forecast reliability.

GTM Systems Optimization & Management

• Lead the day-to-day optimization and management of GTM systems owned by Sales Operations.
  • Serve as the senior operational owner for ZoomInfo, LeanData, Outreach, Gong, and other Sales Tech Stack systems 
  • Serve as a primary stakeholder for Salesforce.com, partnering with IT
• Partner with Sales & Rev Ops, Marketing, Sales, Customer Success & Support, and Enablement to ensure systems support consistent execution and clean handoffs across teams.
• Drive continuous improvement of prospecting, pipeline generation, and deal & Customer management workflows.
• Evaluate, pilot, and operationalize AI enhancements to the tech stack.

Change Management, Enablement & Communications

• Own change management execution for GTM systems and sales process initiatives.
• Design and run structured rollouts, including stakeholder alignment, phased launches, success metrics, and post-launch optimization.
• Partner with Enablement to:
  • Develop role-based training, SOPs, and playbooks
  • Deliver systems and process enablement tied to sales motions
• Lead clear, consistent communications that articulate the “why,” “what,” and “how” of changes to drive adoption and accountability.
• Measure adoption and effectiveness, using data and feedback to iterate.

Reporting, Forecasting & Operational Insights

• Develop Sales Analytics including reporting and dashboards, as well as Tableau models through partnership with BI, that provide leadership visibility into:
  • Funnel health and conversion
  • Pipeline generation and coverage
  • Rep productivity and activity effectiveness
• Support core Sales Operations forecasting processes, including pipeline inspection, deal health reviews, and forecast accuracy.
• Support Sales Operations partnership with Finance and RevOps on capacity planning, territory performance, and revenue modeling.

Data Quality & Governance

• Establish and enforce standards for data quality, system usage, and process adherence across Salesforce and integrated GTM tools.
• Lead governance around routing, stage definitions, forecasting inputs, and system changes.
• Ensure documentation, automation, and validation rules support scalable, repeatable execution.

The Right Fit:

• 8–10+ years of experience in Sales Operations or Revenue Operations within a SaaS or recurring-revenue environment.
• Strong background in traditional Sales Operations, including pipeline management, forecasting, sales process design, and reporting.
• Deep hands-on expertise with Salesforce.com (required).
• Proven production experience with Outreach and Gong (required).
• Experience supporting or integrating with Customer Success platforms (highly valued).
• Exposure to AI-enabled sales tools such as Clay and Qualified is a plus.
• Demonstrated success leading systems-driven change management and enablement initiatives.

Leadership Competencies

• Senior-level operational judgment with the ability to balance speed, scalability, and governance.
• Systems thinker who understands how tools, data, and process drive sales outcomes.
• Strong cross-functional influencer and communicator.
• Highly organized with excellent documentation and program management skills.
• Comfortable operating with ownership, accountability, and executive visibility.

At this point, we hope you're feeling excited about the job description you're reading. Even if you don't meet every requirement, we still encourage you to apply. Learning, developing, and growing are key parts of our culture. We're eager to meet people who believe in our mission and can contribute to our team in various ways. We want people to feel comfortable expressing their true selves and to come, stay, and do their best work here.

Backblaze Perks: 

• Healthcare for family, including dental and vision
• Competitive compensation and 401K  
• RSU grants for full-time employees 
• ESPP program  
• Flexible vacation policy 
• Maternity & paternity leave 
• MacBook Pro to use for work, plus a generous stipend to personalize your  workstation 
• Childcare bonus (human children only) 
• Fertility treatment and support 
• Learning & development program 
• Commuter benefits 
• Culture that supports a healthy work-life balance 

To provide greater transparency to candidates, we share base pay ranges for all US-based job postings regardless of state. We set standard base pay ranges for all roles based on function, level, and country location, benchmarked against similar-stage growth companies. Final offer amounts are determined by multiple factors, including candidate location, skills, depth of work experience, and relevant licenses/credentials, and may vary from the amounts listed below.

At Backblaze, we value being fair and good to our customers, partners, and employees. That’s why diversity, equity, and inclusion are at the core of our values. We are committed to fostering a workforce where all employees feel a sense of belonging regardless of race, ethnicity, nationality, gender, sexual orientation, age, religion, socio-economic status, ability, veteran status, and education. We believe that our dedication to cultivating a diverse workspace not only allows us to better serve our customers in over 175 countries but further reinforces our commitment to doing the right thing. We are proud to be an Equal Opportunity Employer.

To understand more about the data we collect and process as part of your application, please view our Backblaze Employee Privacy Notice.