Sales Operations Manager (Starlink Local Sales)

SpaceX was founded under the belief that a future where humanity is out exploring the stars is fundamentally more exciting than one where we are not. Today SpaceX is actively developing the technologies to make this possible, with the ultimate goal of enabling human life on Mars.

SALES OPERATIONS MANAGER (STARLINK LOCAL SALES)

Starlink is a revolutionary satellite constellation, delivering low-latency broadband internet around the world—bringing an unprecedented opportunity to significantly impact communities, businesses, and governments worldwide. The Local Sales team is seeking a Sales Operations Manager to lead the sales strategy & operations function for Starlink’s national local field sales force across the United States. The local field sales team will be focused on motions including door-to-door sales, community engagement, local events, and more. This person will lead everything from strategy & planning (geo targeting / territory carving), goal setting, workforce planning & deployment, performance management, sales enablement, compensation strategy, sales tooling and more.

The ideal candidate will have a strong background in sales strategy, sales operations, sales analytics, and/or workforce planning, with a proven track record of partnering with sales teams and turning large field datasets into decisions on deployment, hiring, and productivity. This role requires fluency in SQL, sound judgment on metrics, the ability to translate analysis into a plan the field can execute and strong cross-functional collaboration.

This is a unique opportunity to work at the cutting edge of connectivity technologies with a world-class team focused on connecting every household and traveler.

RESPONSIBILITIES:

• Own the analytics on where the US field sales force is working door-to-door and where it should work next, from market and metro down to ZIP, neighborhood, and route
• Build and maintain the metrics that run the field, including doors worked, contacts, sales, activations, activation rate, revenue per rep-day, and sale quality, cut by market, team, and tenure
• Use addressable households, penetration, density, historical yield, and cost per activation to rank markets and recommend where to concentrate, test, or pull back coverage
• Build the workforce plan for a large national field force, including hiring, ramp, attrition, span of control, and how many sellers, leads, and managers each market needs and when
• Track ramp curves by hiring cohort and partner with Recruiting and field leadership so headcount is added where it will produce, and paused where turnover or slow ramp is destroying yield
• Run the operating cadence for local sales, including weekly market reviews and an activation forecast the field can deliver
• Define territory and route assignment, and the scorecard the field manages to, so sellers are measured on quality activations rather than raw activity
• Write SQL against sales, activation, and workforce data, and own the reporting so leaders share one definition of an active rep, a worked door, a sale, and an activation
• Build and iterate compensations plans to ensure optimal incentive structures
• Partner with sales, finance, marketing, and sales systems to keep field activity captured cleanly and to remove bottlenecks between the knock, the sale, the install, and activation
• Optimize sales systems / CRM to track progress & accountability at scale
• Report on field performance and workforce plans, presenting insights and recommendations directly to Starlink leadership

BASIC QUALIFICATIONS:

• Bachelor’s degree in business, economics, engineering, analytics or STEM discipline
• 5+ years of experience in sales operations, sales strategy, sales analytics, business operations, or workforce planning
• 3+ years of experience with SQL and creating/managing dashboards using data visualization tools (e.g. Tableau, Power BI, Looker)

PREFERRED SKILLS AND EXPERIENCE:

• Proficiency in SQL, with demonstrated ability to analyze large datasets and turn them into a decision on where to deploy people and what to change
• Experience supporting a large door-to-door, in-home, or other distributed field sales force, on the order of hundreds to thousands of sellers.
• Hands-on workforce planning, including hiring plans, ramp curves, span of control, attrition, and market capacity
• Strong judgment on field metrics, including which measures predict revenue and which only count activity
• Experience with a BI tool such as Power BI, Metabase and with analysis at the scale of a national field organization
• Experience with routing, territory design, or sales compensation for a field sales organization
• Excellent communication and presentation skills, with a track record of putting a recommendation in front of sales and executive leaders and driving it to a decision
• Comfort operating across many US markets at once, with uneven data quality and a plan that changes weekly

ADDITIONAL REQUIREMENTS:

• Must be available to work extended hours and weekends as needed
• Willingness to travel to US field markets and other SpaceX locations as needed

ITAR REQUIREMENTS:

• To conform to U.S. Government export regulations, applicant must be a (i) U.S. citizen or national, (ii) U.S. lawful, permanent resident (aka green card holder), (iii) Refugee under 8 U.S.C. § 1157, or (iv) Asylee under 8 U.S.C. § 1158, or be eligible to obtain the required authorizations from the U.S. Department of State. Learn more about the ITAR here.  

SpaceX is an Equal Opportunity Employer; employment with SpaceX is governed on the basis of merit, competence and qualifications and will not be influenced in any manner by race, color, religion, gender, national origin/ethnicity, veteran status, disability status, age, sexual orientation, gender identity, marital status, mental or physical disability or any other legally protected status.

Applicants wishing to view a copy of SpaceX’s Affirmative Action Plan for veterans and individuals with disabilities, or applicants requiring reasonable accommodation to the application/interview process should reach out to EEOCompliance@spacex.com.