Sales Operations & Business Development Manager

Carbon60

4d•CA$130,000•Hybrid

About The Position

The Sales Operations & Business Development Manager is the operational backbone for the Technology Business Unit within OpsGuru. This team is focused on bridging the gap between Engineering and Sales, and is measured on pipeline. This role occupies a critical space within the organization to build, run, and manage these systems, along with the data, processes, and partner-program machinery that make pipeline generation, qualification, and reporting work at scale. This role owns the plumbing that the GTM motion runs on. Marketing captures demand; Product defines the offers and ICP; and this role builds and runs the machine they all operate through: the CRM and data layer, the pipeline and forecast process, and the full AWS, Azure, and partner program operations stack. You report to the Office of Technology and serve Sales, Alliances, Delivery, Marketing and Finance as the operational connective tissue between them. This role focuses on first building processes and solutions, then driving adoption. Several areas you will own have no defined process today. Your job is to take ad-hoc, manual, or undefined work and turn it into repeatable, instrumented operations before it becomes a bottleneck. A strong willingness to pick up and own initiatives and outcomes will be necessary to work through these challenges. Success will depend on a strong understanding of the mechanics of go-to-market within the context of a professional services organization. Done well, this role doesn’t just support pipeline - it shapes it: the systems, discipline, and data you build directly determine the quality, velocity, and predictability of every deal the business pursues.

Requirements

Experience in revenue operations, sales operations, or alliance operations, ideally in a cloud professional services or AWS or Microsoft partner environment.
A deep understanding of the public cloud ecosystem (AWS preferred)
Hands-on experience with AWS partner programs (ACE, APN and Partner Central, Marketplace, MAP) or Microsoft partner programs (CSP). This is the core of the role and the hardest part to learn on the job.
Strong CRM administration skills (Hubspot/Salesforce or similar), plus comfort with reporting or BI tools and system integrations.
Strong data discipline and the ability to build reports, dashboards, and clear process documentation.
A process-builder's instinct: you can take an undefined, ad-hoc area and stand up operations that scale.
The ability to operate across functions and influence without direct authority.

Nice To Haves

Pipeline reporting is trusted, and the weekly review runs on clean, accurate data.
Visibility and auditability in sales systems and accountability across sales and engineering organizations.
AWS partner operations run without dropped balls: every eligible deal is registered in ACE, and no funding eligibility is missed.
The funding-program machinery (MAP, SAIL, runs on time and stays compliant.
The Azure CSP resale process exists and works end-to-end.
The opportunity management framework is adopted and used across the sales team.
Manual operational work is steadily replaced by instrumented, automated workflows.

Responsibilities

Own pipeline reporting and run the weekly pipeline review: pipeline level against the weekly floor, week-over-week growth, and drop triggers.
Own sales enablement for this role’s systems: onboard new hires into the CRM and pipeline process, maintain playbooks, and assist in coaching the sales team on hygiene standards so adoption keeps pace with the process you build.
Work with marketing to define ROI metrics for events, campaigns, and other go-to-market efforts. Track outcomes and develop tools and processes that hold the sales organization accountable for follow-ups and driving pipeline growth.
Build and enforce the opportunity management framework: stage definitions, exit criteria, and hygiene standards that move the team from relationship-led selling to repeatable rigor.
Own win/loss and closed/lost analysis as a feedback loop into pipeline and opportunity management: track patterns, surface insights to sales leadership, and use findings to refine stage definitions and exit criteria over time.
Attend and contribute to forecast meetings and drive pipeline-call cadence. Produce the data, surface stalled opportunities, and hold the process. Sales leadership owns territory decisions and the bookings number; you own the system and the discipline behind it.
Develop and drive systems that audit and maintain CRM data integrity: hygiene, deduplication, field governance, and reporting accuracy.
Support territory and account planning with structured data and analysis.
Assemble QBR decks and partner reporting from source data, and produce win-wires and other partner-facing operational artifacts.
Stand up and run the Microsoft and Azure CSP resale process, which has no process today: provisioning, billing, and margin tracking for resale.
Own the CRM as the system of record and the data and integration layer that connects the GTM stack.
Own lead-routing rules and the handoff plumbing into the sales and BDR motion. Marketing the demand motion; this role will own the routing logic and the SLAs behind it.
Own the SOW, NDA, and GSA operational workflow: manage document templates and version control, route agreements through the required approval chain, and coordinate execution and delivery to customers on behalf of the sales team - ensuring no deal is blocked or delayed by a contract administration bottleneck.
Administer the marketing-automation platform at the system level, including its CRM integration and data sync. Marketing owns campaign execution inside it; you own the platform, the data, and the pipes.
Own pipeline and revenue attribution as the system of record, traceable by source, partner, offer, ICP, and geography. Marketing owns campaign and channel performance; you own the funnel-to-pipeline view.
Build the workflows, routing, and reporting that make the demand-to-pipeline motion measurable and repeatable, working from the campaigns, lists, and offers owned by Marketing and Product.
Identify inefficient, manual, or error-prone operational processes and automate them, evaluating internal build against third-party tooling where it makes sense.
Serve as the operational connective tissue between the Office of Technology, Sales, Alliances, Delivery, and Finance.
Own the reporting that ties the team's work to its core metric, pipeline, and that rolls up into leadership and ownership reporting.
Manage the Integration Analyst and build out the operations function as the work and the business grow.