National Sales Operations Manager

Human Resources•Irvine, CA

About The Position

The National Sales Operations Manager provides strategic leadership and operational oversight for the National Sales Operations collective. This role is accountable for directing national sales operational strategy, exercising independent judgment on revenue-impacting processes, and supervising a team of Sales Operations Associates who support the National Sales Organization (NSO) team. The position serves as the operational authority for lead merchandising, CRM governance, pipeline management, and cross-functional coordination. By establishing standards, overseeing execution, and managing resources, this role enables NSOs to focus on strategic selling, client relationships, and contract execution while ensuring scalable, compliant, and efficient sales operations.

Requirements

Strong understanding of group sales processes and sales funnel management
High proficiency with CRM systems, particularly Delphi
Strong organizational skills and attention to detail
Ability to exercise sound judgment in prioritization and lead routing
Excellent written communication and cross-functional coordination skills
Ability to manage multiple opportunities simultaneously in a fast-paced environment

Nice To Haves

2-3 Years Experience in High Volume Hotel Sales Office Management
Strong working knowledge of Salesforce, Delphi, Cvent
Analytical and Reporting Skills

Responsibilities

Team Leadership & Management
Directly supervises three (3) Sales Operations Associates, each aligned to support two (2) National Sales Officers (NSOs).
Establishes operational priorities, workflows, service-level expectations, and coverage models for the National Sales Operations team.
Allocates and rebalances Associate workloads based on lead volume, opportunity complexity, NSO capacity, and business priorities.
Provides coaching, performance feedback, and development guidance to Sales Operations Associates.
Serves as the escalation point for complex operational, routing, or client-facing issues requiring management judgment.
Lead Merchandising & Distribution Oversight
Oversees national lead merchandising strategy to ensure inbound opportunities are distributed efficiently, equitably, and strategically across the NSO team.
Exercises independent judgment in evaluating lead complexity, revenue potential, account alignment, urgency, and NSO capacity when determining lead routing.
Establishes and enforces lead distribution standards that align Sales Operations Associate support with the 2:1 NSO coverage model.
Monitors lead flow, response time, and conversion trends to proactively adjust merchandising logic and Associate-to-NSO alignment.
Serves as final decision authority for lead assignment exceptions and high-impact opportunities.
Strategic & Operational Authority
Owns and refines national sales operational processes that directly impact revenue execution and pipeline health.
Partners with National Sales Leadership to optimize NSO productivity through intentional operational design.
Identifies operational risks, inefficiencies, and scalability constraints and implements corrective actions.
Ensures CRM accuracy, pipeline hygiene, and adherence to defined sales processes across the NSO collective.
Sales Director Enablement & Client Introduction
Facilitate professional email introductions connecting clients with the assigned National Sales Director once initial pricing parameters are established.
Remain copied on correspondence to maintain continuity, visibility, and operational support.
Proposal Development & Execution Support
Generate sales proposals based on direction provided by the Sales Director following:
A qualifying discovery call, or
Limited client engagement requiring proposal development with partial information.
Deliver proposal drafts to the Sales Director for review, refinement, and direct client delivery.
Pipeline Oversight & Follow-Up
Conduct weekly reviews of National Sales Directors’ pipelines to identify programs requiring follow-up.
Execute structured follow-up for opportunities with outstanding proposals that are not yet designated as high-priority.
Support consistent pipeline movement and reduce opportunity stagnation.
Lead Escalation & Disposition
Support escalation of qualified opportunities to “hot lead” status, at which point the Sales Director assumes primary responsibility through contract execution.
When programs do not move forward, formally close or decline opportunities in Delphi with appropriate documentation and rationale.