Manager - Sales Operations

This role owns execution across the core sales operations disciplines including, territory and comp administration, forecasting process support, KPI reporting, Salesforce enhancement coordination and revenue operations.  This is a hands-on execution role, turning strategic decisions and roadmaps into clean, reliable, repeatable operational execution.  This is a remote role. 

Responsibilities

Territory, Quota & Compensation Administration

• Execute territory carve builds and scenario modeling from approved criteria and data sources
• Field and resolve rep-level compensation questions and disputes; escalate plan design questions or exceptions affecting take-home pay
• Maintain plan documentation and quota records as the single source of truth

Salesforce Enhancement Coordination & CRM Data Governance

• Scope and prioritize smaller-scale Salesforce enhancement requests from sales and commercial teams; write clear requirements for development
• Test and roll out approved changes to the sales team, including training and adoption follow-up
• Own ongoing CRM data hygiene: deduplication, account/entity mapping, and pipeline data integrity monitoring
• Maintain and enforce a sales process documentation playbook (stage definitions, pipeline classification rules, exclusion criteria) as the org's reference standard

Sales Training & Pipeline Hygiene

• Train the sales team on Salesforce process and mechanics (data entry standards, stage progression, required fields), tied to the process documentation playbook
• Train the sales team on forecasting process and mechanics: submission cadence, what's expected each cycle, and how updates flow into the model
• Own pipeline hygiene monitoring: identify stale, incomplete, or misclassified opportunities and drive resolution directly with reps and managers

Forecasting Process Support

• Support the forecasting cadence: help facilitate bottom up forecast process, including territory level flux analysis and key drivers. Assist with region and global level reviews and exec readouts

Performance & KPI Reporting

• Build and maintain recurring KPI dashboards and scorecards: quota attainment, pipeline coverage, pull-through, rep and territory performance
• Deliver a consistent reporting cadence to sales leadership
• Monitor key KPIs at territory level, identifying variances and driving awareness to regional sales leaders
• Track discounting trends and flag exceptions or patterns worth leadership attention

Regional Sales Support

• Partner with local teams on process adoption and operational issue resolution

Order & Backlog Management

• Coordinate with Manufacturing, Logistics, and Finance to resolve order issues and keep backlog status current and accurate in Salesforce
• Build and manage tooling, including AI-supported tracking and status communication, to monitor order health across the backlog and proactively flag delays or issues

Revenue Reconciliation & Contract Tracking

• Own recurring reconciliation of Salesforce bookings/revenue data against Finance records; resolve and document discrepancies
• Coordinate renewal and service contract tracking (services and warranty) to prevent lapses

Team Onboarding & Systems Provisioning

• Manage new sales hire setup: Salesforce access, forecasting tools, and territory assignment, as the team scales through planned headcount growth

Qualifications

• 5-8 years in sales operations, revenue operations, or a related commercial function, ideally in B2B life sciences, medical device, diagnostics, or complex technical sales
• Strong Salesforce power-user proficiency (reports, dashboards, list views)
• Advanced Excel skills; comfort building and maintaining structured, auditable models
• Experience with sales compensation administration (calculation, plan communication, dispute resolution)
• Strong cross-functional and cross-regional communication skills; comfortable partnering with sales leaders across AMR, EMEA, and APAC
• High accuracy bar
• Comfortable operating in a scaling, still-forming environment. Process gaps are normal and this person builds structure rather than waiting for it
• Interest and some fluency in applying automation or AI tools to streamline recurring operational workflows (order tracking, status communication, reporting)

The base salary range for this full-time position is $150,000 - $175,000 + bonus + equity + benefits. Our salary ranges are determined by work location, job-related skills, experience, and relevant education or training. The ranges displayed on each job posting reflect the minimum and maximum target for new hire salaries but are subject to change if the leveling of the role is adjusted. Your recruiter can share more about the specific salary range during the hiring process.