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Sales Operations Manager

Denver, Colorado

About Workato

Workato transforms technology complexity into business opportunity. As the leader in enterprise orchestration, Workato helps businesses globally streamline operations by connecting data, processes, applications, and experiences. Its AI-powered platform enables teams to navigate complex workflows in real-time, driving efficiency and agility.

Trusted by a community of 400,000 global customers, Workato empowers organizations of every size to unlock new value and lead in today’s fast-changing world. Learn how Workato helps businesses of all sizes achieve more at workato.com.

Why join us?

Ultimately, Workato believes in fostering a flexible, trust-oriented culture that empowers everyone to take full ownership of their roles. We are driven by innovation and looking for team players who want to actively build our company. 

But, we also believe in balancing productivity with self-care. That’s why we offer all of our employees a vibrant and dynamic work environment along with a multitude of benefits they can enjoy inside and outside of their work lives. 

If this sounds right up your alley, please submit an application. We look forward to getting to know you!

Also, feel free to check out why:

  • Business Insider named us an “enterprise startup to bet your career on”

  • Forbes’ Cloud 100 recognized us as one of the top 100 private cloud companies in the world

  • Deloitte Tech Fast 500 ranked us as the 17th fastest growing tech company in the Bay Area, and 96th in North America

  • Quartz ranked us the #1 best company for remote workers

Responsibilities

Own the operating rhythm, analytics, and tooling that help our Enterprise and Embedded Business Units hit and exceed revenue targets. You’ll translate strategy into execution, design scalable processes with the seller in mind, and partner cross-functionally (Sales, Partners, Marketing, Product, Data Science, Finance/Comp) to drive efficiency, predictability, and growth.

In this role, you will also be responsible to:

  • Operations Strategy & Execution

    • Define a cohesive Field Operations strategy that improves seller productivity, pipeline health, and forecast accuracy.

    • Rapidly move from high-level objectives into detailed operating plans, playbooks, and cadences.

    • Lead strategic projects that “sharpen the saw” (upsell/cross-sell motions, ROE updates, coverage models).

  • GTM Design & Territory/Account Strategy

    • Co-own territory design and optimization (tiering, account scoring, balance of customers vs. prospects, secondary territories for ramping reps).

    • Support new geo/industry expansion through TAM assessment, segmentation modeling, and channel strategy recommendations.

  • Forecasting, Pipeline & Performance Analytics

    • Run weekly forecast and pipeline cadences; drive create-and-close predictability.

    • Build dashboards for current & next-quarter forecast, coverage, conversion by stage, linearity, deal size/length, rep attainment, and productivity.

    • Identify performance/leverage points and partner with leaders to action them.

  • Process Excellence, Tools & Systems

    • Design seller-first processes that scale 

    • Guide roadmap and adoption for the GTM tech stack; ensure data integrity and usable governance.

    • Serve as the data counterpart to BU leaders; turn insights into decisions and outcomes.

  • Incentives, SPIFFs & Governance

    • Co-own SPIFF programs with Sales Compensation to ensure incentive alignment and guardrails against gaming.

    • Liaise with Payroll to ensure accurate, timely payouts; maintain clear ROE and deal-split arbitration processes.

  • Planning & Org Effectiveness

    • Drive annual/long-range planning: bottoms-up capacity, quota setting/load, hiring & attrition modeling.

    • Partner on sales org design; identify key hires and build a high-performing, learning-oriented culture.

    • Support change management, proactive talent planning, and conflict resolution across Field teams.

  • Executive Partnership

    • Act as confidant/advisor to Enterprise & Embedded VPs; track top priorities and drive action-item closure.

    • Assist with decision briefs, program management, and cross-functional alignment to deliver BU priorities.

    • Lead preparation and execution of Sales QBRs and Executive presentations, ensuring alignment on performance metrics, strategic priorities and operational initiatives

Requirements

Qualifications / Experience / Technical Skills

  • 5–7+ years in Sales/Revenue Operations in B2B SaaS 

  • Expert in Salesforce (admin-level proficiency), forecasting frameworks, and GTM analytics; strong Excel/Sheets; familiarity with BI (e.g., Sigma, Tableau, Looker).

  • Demonstrated success designing territories/coverage, running forecast cadences, and operationalizing change at scale.

Soft Skills / Personal Characteristics

  • Strong executive presence; able to distill complex analysis into crisp recommendations and drive cross-functional alignment.

  • Curiosity and problem solving mindset

  • Bias to action, systems thinking, and a seller-obsessed mindset.

The pay for this role may range between $120,000 - $150,000 plus variable, benefits, perks, and equity.

#LI-NJ1

(REQ ID: 2388)

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