Sales Operations Manager
| Company | Airtable |
|---|---|
| Location | California, USA, Austin, TX, USA, Remote in USA |
| Salary | $122000 – $159700 |
| Type | Full-Time |
| Degrees | |
| Experience Level | Senior, Expert or higher |
Requirements
- 7+ years of experience leading cross-functional projects within global SaaS sales organizations
- Deep knowledge of Salesforce Sales Cloud
- Proficiency with sales engagement platforms (ZoomInfo, Ringlead, Clearbit, Outreach, Gong, LeanData, etc.)
- Proven experience in data enrichment strategy and implementation
- High EQ communicator who can translate complex business issues into clear, actionable insights
- Track record of successfully implementing systems improvements and process optimization
- Strategic thinker who can transform business needs into operational solutions
- Ability to build trust across organizational boundaries and drive alignment effectively
- ‘Roll up your sleeves’ mentality with meticulous attention to detail
- Thrive in fast-paced, evolving environments with a high degree of adaptability
- Pride in measuring results through quantitative metrics and accountability
- Customer service mindset with commitment to transparent communication and realistic SLAs
Responsibilities
- Own GTM Data Integrity & Enrichment: Lead our account enrichment strategy, defining data quality excellence standards. Maintain clean account hierarchies, ownership rules, and optimize enrichment from sources like ZoomInfo and Clearbit to ensure consistent CRM data integrity.
- Sales Planning & Coverage Design: Partner with Sales Strategy and Revenue Leadership to define and maintain scalable segmentation, territory models, and coverage strategies that reflect our evolving customer base and market opportunity.
- Territory Operations: Manage territory assignments with a focus on equitability, performance optimization, and responsiveness to GTM shifts, ensuring sales resources are allocated for maximum effectiveness.
- Sales Operations Analytics: Build dashboards and reporting frameworks that monitor pipeline health, rep performance, and deal velocity. Deliver actionable insights that accelerate revenue growth, improve forecast accuracy, and identify emerging sales trends.
- Process & Systems Enhancement: Lead major systems enhancements and new tool rollouts to support the lead-to-order process, from documenting business requirements through to UAT, adoption, and hypercare. Streamline existing workflows through automation and reinforce account hygiene best practices.
- Champion Change Management: Act as a key project manager for GTM transformation initiatives — ensuring alignment, adoption, and minimal disruption across systems and teams.
- Partnership Across Functions: Serve as a trusted partner to Sales, Customer Success, Finance, and Enablement teams to maintain operational alignment and business continuity.
Preferred Qualifications
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No preferred qualifications provided.