Sales Operations Manager, Otter - Los Angeles

Otter • Los Angeles, CA

49d

About The Position

At Otter, we’re on a mission to help restaurants thrive in the digital delivery era. From order management to POS integration and analytics, we build software that empowers restaurants—from local favorites to global brands like Chick-fil-A, Ben & Jerry’s, and KFC—to grow efficiently across every delivery channel. We believe in the joy of serving others, and we’re building tools that let restaurants focus on what they do best: creating great food and experiences. About the Role We’re looking for an experienced Sales Operations Manager II to lead our regional Sales Operations and Enablement function, supporting high-growth sales teams across the U.S. and Canada. This role is ideal for a strategic operator who thrives at the intersection of data, process, and people—someone who can turn insights into scalable systems that drive revenue performance and operational excellence. You’ll oversee a team of Sales Ops Leads, Specialists, and Enablement Managers, guiding everything from forecasting and quota design to sales compensation, territory planning, and execution.

Requirements

• 10–15 years of relevant experience, with 7–10 years in Sales Operations, Revenue Operations, or Enablement.
• 5–7 years of people management experience, leading multi-disciplinary or cross-regional teams.
• Proven track record in scaling operational frameworks and driving data-driven decision-making in high-growth SaaS or tech environments.
• Deep understanding of Salesforce, analytics tools (e.g., Tableau, Looker), and forecasting systems.
• Strong business acumen and ability to translate strategy into execution.
• Excellent communication, collaboration, and leadership skills.
• Bachelor’s degree preferred.

Responsibilities

• Lead and mentor a high-performing team of operations, enablement, and analytics professionals.
• Drive business insights and operational excellence to increase revenue, productivity, and efficiency across the GTM organization.
• Own sales compensation design, incentive planning, and territory modeling to align with business strategy.
• Manage pricing governance, ensuring consistency and clarity around deal structures and exceptions.
• Oversee full-funnel metrics—lead scoring, qualification, routing, and funnel optimization through Salesforce.
• Design and maintain tools, dashboards, and automation to streamline lead management and forecasting.
• Run the monthly and quarterly sales operating cadence, including forecast calls, KPI reviews, and performance reporting.
• Lead enablement initiatives, such as sales training, content management, and process adoption.
• Partner cross-functionally with Sales, Marketing, Customer Success, Finance, and Product to align strategy and execution.
• Forecast and plan for revenue growth, setting key performance goals and ensuring targets are met across regions.

Benefits

• Join a fast-growing, mission-driven company shaping the future of restaurant technology.
• Collaborate with a global team backed by CloudKitchens, founded by Travis Kalanick (Co-Founder of Uber).
• Competitive compensation, growth opportunities, and the chance to make an impact on thousands of restaurants worldwide.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Number of Employees: 1-10 employees