Manager, Sales Operations Management

ServiceNow•San Diego, CA

About The Position

What you get to do in this role: The Sales Operations Manager is a strategic business partner to Sales Area VP and Managers in the Americas, managing support functions essential to sales force productivity in those Areas. These include planning, reporting, deal structure and quoting, quota setting and management, sales process optimization, sales on-boarding, and sales compensation design and administration. The Sales Operations Manager will lead a team of Sales Operations Specialists in support of explosive sales growth and a quickly expanding sales force. This position may be located in Waltham, MA or Austin, TX.

Requirements

Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI's potential impact on the function or industry.
5+ Years proven experience of Sales Operations in a software sales organization
Proficient in the use of sales methodologies and sales force automation tools
Provided direct sales rep support on deal structuring and understanding of customer contracts guiding upsell and cross-sell opportunities
Worked with sales management on territory planning and the development of quotas and commission rates
Participated in the development and implementation of sales commission plans with an understanding of what drives sales behavior
Organized, with excellent attention to detail and the ability to work in a fast-paced environment
Proficient in PPT, Word and Excel

Responsibilities

Lead a team of Sales Operations Specialists supporting field sales professionals in the Americas
Understand sales go-to-market strategy and identify resourcing initiatives
Support the weekly top-line forecast process including attending sales leadership forecast meetings, performing pipeline analytics, and driving adoption of forecasting tools and dashboards
Manage the annual planning, territory and quota setting process
Provide input to senior leadership in the development of sales incentive compensation programs, and partner with finance on administration to ensure accurate and timely payments to program participants
Assist in deal structuring of customer contracts for new business, upsell/cross-sell, and renewal transactions
Provide weekly, monthly, and quarterly reporting and metrics in support of meeting key sales initiatives and targets
Work cross-functionally to develop campaigns, training programs, and processes that accelerate the sales cycle and arm the sales force to win in the market