Sales Operations Leader

Title: Sales Operations Leader
Location: Laurel, MD (On-site)
Reports To: Chief Growth Officer
Industry: Technology Manufacturing
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Ideal Candidate:

The ideal candidate will have 5+ YOE in a Sales Operations role with a growth focused company. Sales Performance Reporting, KPI tracking, CRM integration and Data Analysis are required. B2G is highly preferred.

Lead Responsibilities:

Sales Performance & KPI Management

  • Define, track, and report on core sales metrics (e.g., pipeline velocity, win rates, quota attainment).
  • Build and maintain executive dashboards and regular reporting cadence.
  • Identify trends and provide actionable insights to improve sales outcomes.

CRM and System Integration

  • Oversee administration, integration, and optimization of the CRM platform
  • Ensure clean data management and system adoption across sales and marketing teams.
  • Evaluate and integrate tools for prospecting, automation, quoting, and customer success alignment.

Sales Forecasting & Pipeline Analysis

  • Lead forecasting process in coordination with leadership and finance.
  • Analyze deal pipeline for risks, opportunities, and strategic prioritization.
  • Recommend changes to improve forecast accuracy and sales process effectiveness.

Incentive Compensation & Territory Planning

  • Design, manage, and analyze commission and incentive plans to drive behavior and performance.
  • Align sales territory structures to business goals and resource allocation strategies.
  • Conduct territory coverage analysis and recommend optimization strategies.

Process Optimization & Enablemen

  • Develop and document sales processes, playbooks, and standard operating procedures.
  • Improve lead handoff, deal progression, and post-sale transitions through system and process alignment.
  • Coordinate with enablement teams to onboard new hires and provide training on tools and processes.

Data Governance & Sales Intelligence

  • Maintain data hygiene and ensure consistency across sales and marketing platforms.
  • Enable strategic decision-making through segmentation analysis, customer profiling, and market research.
  • Conduct ROI analysis on campaigns, sales programs, and rep productivity.

Cross-Functional Collaboration

  • Act as the sales team’s operational liaison with Marketing, Finance, Product, and Customer Success.
  • Partner with Finance for bookings, revenue recognition, and quota setting alignment.
  • Collaborate with IT and RevOps to support ongoing tech stack enhancements and integrations.
      HIDDEN
      Desired Skills and Experience:
      • Bachelor’s degree in Business, Finance, Marketing, Analytics, or related field; MBA is a plus.
      • 5+ years of progressive experience in Sales Operations, Business Operations, or Revenue Operations.
      • Experience in a B2G technology or manufacturing environment strongly preferred.
      • Expert-level proficiency in CRM systems and BI tools (e.g., Tableau, Power BI, Excel).
      • Proven success in leading sales performance programs, CRM automation, and forecasting models.
      • Strong project management, problem-solving, and process improvement skills.
      • Analytical mindset with attention to detail and data integrity.
      • Excellent communication and interpersonal skills with a proactive and collaborative mindset.

        Compensation

        • Highly competitive salary + aggressive bonus STI
        • Full benefits; Medical, Dental, Life, 401K Matching, Vision
        • Outstanding company culture and vertical career mobility.