Sales Operations Manager

Qodo•New York, NY

About The Position

Qodo is a Series B B2B technology company focused on helping customers ensure quality throughout their agentic software development lifecycle. As the company scales inbound and outbound sales, its high-velocity segment, and its self-serve path alongside enterprise sales, the Sales Operations Manager will join the lean GTM Operations team in a hands-on, builder-mindset role. The role keeps HubSpot, reporting, and the sales technology stack running smoothly while creating processes that let sales representatives focus on selling rather than administration. The Sales Operations Manager partners with sales leadership on forecasting, territory design, and analysis, and with marketing operations on lead routing, attribution, and funnel health. Responsibilities span CRM administration, pipeline and forecast reporting, sales process improvement, territory and quota support, usage and consumption analysis, sales-tool evaluation and integration, and representative onboarding and enablement. The role also handles ad hoc data requests from sales leadership, finance, and the executive team as part of a team rotation.

Requirements

4–7 years of experience in Sales Operations, Revenue Operations, or a closely related role at a B2B SaaS company.
Deep hands-on experience administering HubSpot, including building workflows, custom objects, and automation.
Experience supporting inbound, outbound, and high-velocity or self-serve sales motions, with an understanding of their differing routing, scoring, and reporting needs.
Strong SQL or spreadsheet-modeling skills, including comfort working with product-usage or billing data and independently pulling and interpreting data.
A proven track record building pipeline-pacing, win-rate benchmarking, and risk-adjusted forecast models used by sales leadership for decision-making.
Fluency with a modern sales technology stack, such as Outreach or Salesloft, Gong or Chorus, Clari, ZoomInfo or Clay, and Zapier or similar automation tools.
Comfort using LLMs and automation tools to build analyses, reports, and workflows more efficiently.
A track record of building or significantly improving forecasting, territory, or reporting processes from scratch.
Ability to thrive in a fast-moving environment where priorities shift and processes are still being defined.
Clear communication skills and the ability to translate messy data into actionable decisions for sales leadership.
Bias toward action and willingness to deliver a workable process quickly rather than wait for a perfect one.
Ability to independently analyze data and support business decisions.

Nice To Haves

Experience with usage-based or consumption pricing, including billing and revenue reporting.
Background tracking POV or POC processes in a technical, enterprise sales cycle.
Prior work with developer and engineering buyers, in a sales or partnering capacity.
Hands-on knowledge of CPQ or deal-desk workflows.
Familiarity with marketing attribution models and lead-scoring frameworks.
Prior experience at a company scaling from Series B to Series C.

Responsibilities

Administer and maintain HubSpot with the GTM Operations team, including data hygiene, lead routing, workflow automation, custom objects, and related processes.
Lead the weekly and monthly forecasting cadence with sales leadership, identifying risks, gaps, and trends early.
Help manage territories, target-account lists, account assignments, and capacity planning for new hires as the team scales.
Support scoring logic for inbound, outbound, and product-led signals across enterprise and high-velocity segments.
Support sales compensation plan administration, quota setting, AE pipeline-generation targets, and commission calculations in partnership with finance.
Identify bottlenecks in the deal cycle, including quoting, contract turnaround, deal-desk approvals, and pricing changes, and work with the team to address them.
Maintain sales-stage definitions and exit criteria, auto-close logic, and rules of engagement so pipeline data is consistent across sales and marketing.
Build and maintain dashboards and reports covering pipeline by source, pacing and linearity against target, stage conversion, rep productivity, and forecast accuracy.
Build risk-adjusted pipeline views benchmarked against trailing win rates and showing gaps against target.
Track proof-of-value outcomes, including POV win rate, competitive win rate, and net-new versus expansion ARR.
Analyze usage and consumption data to support expansion forecasting, account health, and pricing decisions as the company moves toward consumption-based pricing.
Partner with marketing operations on attribution and campaign-to-pipeline reporting.
Help evaluate, implement, and integrate sales technology, including sequencing, dialers, intent data, conversation intelligence, and contract or CPQ tools; build AI-assisted workflows and automations to reduce manual work.
Train and enable new representatives on tools, processes, and pricing as part of onboarding.
Handle ad hoc data requests from sales leadership, finance, and the executive team as part of the team's rotation.