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Sr. Manager - Sales Operations

Remote/United States - Full-Time

Summary

The Senior Manager of Sales Operations is the strategic architect of revenue performance for a Salesforce-focused systems integrator. This highly visible individual contributor role partners directly with the CRO and executive leadership to drive forecasting rigor, pipeline governance, compensation strategy, and data-driven go-to-market optimization across new logo, expansion, and co-sell motions.

Operating in a services-led environment, this role requires a deep understanding of the intersection between bookings, revenue recognition, utilization, and partner-influenced sales. The Director of Sales Operations will translate growth strategy into scalable operating discipline across Sales, Finance, Delivery, and Executive Leadership.

Responsibilities

1. Forecasting & Revenue Intelligence

  • Own weekly, monthly, and quarterly forecasting processes
  • Drive forecast accuracy and visibility into bookings, backlog, revenue, and utilization
  • Develop predictive pipeline models including stage weighting, velocity, and win rates
  • Partner with Finance to align bookings forecasts with revenue recognition planning
  • Deliver executive dashboards and board-ready reporting

2. Salesforce CRM & Data Governance

  • Own Salesforce CRM architecture, hygiene, reporting standards, and pipeline integrity
  • Define opportunity stage criteria and enforce sales methodology (e.g., MEDDPICC)
  • Standardize pipeline reviews, forecasting cadence, and reporting rhythms
  • Integrate CRM with PSA / ERP systems for services forecasting visibility
  • Drive automation across pipeline management and account planning

3. Compensation & Incentives

  • Design and administer sales compensation plans aligned to bookings and revenue realization
  • Model quota allocation and attainment scenarios
  • Manage SPIFF programs and incentive structures
  • Oversee partner-influenced crediting logic
  • Ensure data accuracy for commission reporting and auditability

4. Salesforce Partner Ecosystem Operations

  • Align co-sell motion with Salesforce AEs and RVPs
  • Track partner-sourced and partner-influenced pipeline
  • Support AppExchange / Industry Cloud reporting requirements
  • Manage MDF tracking and ROI reporting
  • Support partner tier advancement strategies such as Crest or Summit

5. GTM Optimization & Capacity Planning

  • Model sales capacity, ramp time, and territory design
  • Analyze vertical performance across key Salesforce solutions (e.g., Financial Services Cloud, Data Cloud) 
  • Align resource planning with bookings targets
  • Identify whitespace opportunities across accounts and industries

6. Process Excellence

  • Lead QBR preparation and territory performance reviews
  • Standardize pricing approval workflows
  • Improve proposal-to-close cycle time
  • Establish scalable operating cadence across regions

Qualifications

  • 8+ years of experience in Sales Operations, Revenue Operations, or GTM Strategy
  • 5+ years experience within a Salesforce systems integrator or professional services firm strongly preferred
  • 5+ years experience with services bookings vs revenue recognition dynamics
  • 5+ years experience modeling utilization, backlog, and services revenue forecasting
  • 5+ years experience designing and managing compensation plans in professional services environments
  • 5+ years financial modeling and forecasting skills (Excel proficiency required)

Preferred Qualifications

  • Experience navigating Salesforce Partner Program tiers
  • Advanced Salesforce CRM expertise; Salesforce certification
  • Strong knowledge of Salesforce co-sell motions and partner ecosystem dynamics
  • Familiarity with PSA tools such as FinancialForce, Certinia, or Kantata
  • Board-level reporting experience
  • Experience supporting M&A integration in PE-backed environments
  • Bachelor’s degree in Business, Finance, Economics, or related field or equivalent experience

Key Metrics This Role Owns

  • Forecast accuracy (±5%)
  • Pipeline coverage ratio (3–4x target)
  • CRM data hygiene compliance
  • Sales cycle duration
  • Quota attainment distribution
  • Partner-influenced pipeline percentage

 

To be considered for this position, candidates must reside in one of the following U.S. states: AL, AR, AZ, CA, CO, CT, DE, FL, GA, IA, ID, IL, IN, KS, MA, MD, MI, MN, MO, NC, NH, NJ, NV, NY, OH, OK, OR, PA, TN, TX, VA, WI, and Washington DC. Candidates residing outside these states are not eligible for consideration currently.  

 

Applicants must be authorized to work for ANY employer in the U.S. We are unable to sponsor or take over sponsorship of an employment visa currently.

We are committed to pay equity and transparency. The compensation range for this position represents our good faith estimate of the range we reasonably expect to pay for this role at the time of posting. The actual compensation offered will be determined based on factors such as the candidate’s experience, skills, education, work location, and internal equity. 

In addition to base pay, employees may be eligible for discretionary bonuses, commissions, or other incentive programs, as well as a comprehensive benefits package that includes medical, dental, vision, 401(k), paid time off, etc. 

Estimated Compensation Range:

$125,000 - $150,000 USD

FormativGroup operates within the critical middle layer of business technology, where applications and systems connect infrastructure to business processes. We are specialists who help the middle market take full advantage of their technology investments with deep, industry-centric expertise, all in one place, to unify fragmented systems. With deep technical expertise across cloud architecture, system integration, AI, and data strategy, we bridge the gap between business goals and modern platforms.  

FormativGroup is an equal opportunity employer providing opportunities to applicants and employees without regard to race, color, religion, age, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.

ADA Specifications: Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of this position. 

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