Senior Manager, Sales Operations

Docker

5d•$128,100 - $183,000•Remote

About The Position

Docker is seeking a Senior Manager, Sales Operations to join their Revenue Operations team. This is a player-coach role for a technical Sales Ops expert who excels in both strategic execution and people development. The role involves architecting territory design, segmentation models, quota models, and annual planning frameworks, while also leading and scaling a team. Initially managing two direct reports with plans for future headcount growth, this position requires balancing executive partnership with technical execution, driving strategic vision, coaching the team, and personally solving complex operational challenges. An ideal candidate will have extensive Sales Operations experience in a high-growth SaaS environment, proficiency with core tooling, and a history of leading transformational operational change. This role reports to the Senior Director of Sales Operations.

Requirements

6+ years of experience in Sales Operations, ideally within a high-growth SaaS or software company
2+ years of people management or team leadership experience, with a demonstrated track record of coaching and developing team members
Hands-on experience of core Sales Ops planning, specifically territory routing, Enterprise Territory Management (ETM), segmentation modeling, and quota allocation
Proven project management skills, with experience owning complex operational initiatives across their entire lifecycle (from business requirements to post-launch optimization)
Technical expertise with core sales technology infrastructure, including Salesforce, Clari, Outreach, and LinkedIn Sales Navigator
Strong analytical and financial acumen required to manage vendor budgets, software roadmaps, and data modeling tasks
Exceptional communication and stakeholder management skills, with the confidence to advise senior sales leadership and collaborate with cross-functional GTM operations peers
Highly organized with an eye for data integrity, process precision, and documentation

Responsibilities

Drive the end-to-end execution of core Sales Operations, translating the overarching GTM strategy into tactical territory designs and segmentation models
Architect and build the operational models for annual and quarterly planning cycles, including territory routing (ETM), segmentation updates, and quota allocation
Own the management, administration, and execution of quota frameworks, and assist with compensation plan design for the direct sales & GTM organization
Take full ownership of complex operational initiatives, managing the lifecycle from scoping and business requirements through to deployment and post-launch optimization
Own and update the Sales Rules of Engagement and account engagement models to ensure seamless, frictionless deal flow and pipeline integrity
Own key tools within the Sales technology stack, managing vendor relationships, budgets, and roadmaps
Serve as the trusted daily operational partner to senior Sales leaders, proactively identifying areas for improvement and executing process enhancements
Collaborate closely with the Senior Director of Sales Operations and GTM ops leaders (CS, SE, Channel, Renewals) to ensure Sales Ops execution aligns seamlessly with the broader revenue ecosystem
Maximize the efficiency and roadmap of the core sales technology stack (Salesforce, Clari, Outreach, etc.) to optimize the sales cadence
Partner with Business Systems to design, test, and deploy scalable tech solutions
Directly manage, mentor, and develop a team of Sales Operations professionals (initially 2 direct reports)
Establish team operating cadences, manage workload capacity, and instill a culture of high ownership, precision, and operational excellence
Coach your team on advanced problem-solving, data integrity, and stakeholder communication, acting as a force multiplier for their career growth