Sr. Manager - Sales Operations

SHI International Corp. • Somerset, NJ

22h • $110,000 - $165,000 • Hybrid

About The Position

SHI International is seeking an Sr. Manager to lead the end-to-end quota management function across our global sales organization. This role sits within the Finance – FP&A and Sales Operations function and is responsible for defining quota methodology, executing quota operations, and ensuring data accuracy and integrity at scale. The role partners closely with Sales leadership, Finance, HR, Compensation, and Data & Analytics teams to deliver fair, rigorous, and repeatable quota frameworks. The successful candidate will also lead and grow a team of analysts and produce executive-level reporting that informs CFO and senior leadership decision-making.

Requirements

• Completed Bachelor's Degree or relevant work experience required
• 5-7 years of experience in Sales Operations, Revenue Operations, or a closely related FP&A function
• 3+ years of experience in a management position required
• Demonstrated ownership of quota-setting or sales planning processes at scale
• Experience producing executive-grade reports for senior Finance or Sales leadership
• Proven experience managing and developing analytical teams
• Consistent track record of delivering accurate outputs under tight deadlines
• Ability to travel to SHI, Partner, and Customer Events
• Ability to travel 25%
• Expert comprehension of the inner workings of a company, including its market positioning, competitive dynamics, and operational processes, to inform decision-making and drive sustainable growth.
• Expert ability to oversee and direct projects to completion, ensuring goals are met, resources are utilized efficiently, and stakeholders are satisfied.
• Expert ability to identify and mitigate risks, aligning with the responsibility of safeguarding the organization’s operations and reputation.
• Proficiency in building and maintaining relationships with internal and external stakeholders to drive strategic initiatives and organizational success.
• Skilled in strategic planning and implementation.
• Skilled in providing guidance and mentorship to teams to enhance their performance and support their professional development.

Nice To Haves

• Experience in an IT value-added reseller, technology distribution, or similar high-volume sales environment
• Familiarity with sales compensation and quota management platforms such as Anaplan, Xactly, Varicent, or equivalent tools
• Experience supporting organizational restructures and complex data realignment initiatives
• Exposure to business intelligence and data visualization tools such as Power BI or Tableau

Responsibilities

• Design and maintain quota-setting methodology across sales segments, tenure bands, and product lines
• Partner with Sales leadership and Finance to develop fair, data-driven quota frameworks during annual and mid-year planning cycles
• Benchmark internal quota methodology against external market practices and propose enhancements to the CFO and Sales Operations Director
• Own documentation and governance of all quota methodology decisions, ensuring auditability and year-over-year consistency
• Manage the end-to-end quota loading and distribution process across all sales segments, including reorganizations and mid-cycle adjustments
• Ensure quota data is accurate, complete, and available in reporting systems within agreed service-level agreements (SLAs)
• Maintain a clean, auditable quota data architecture in partnership with the Data & Analytics team
• Proactively identify and resolve data integrity issues, escalating material exceptions before they impact sellers or leadership reporting
• Manage quota transitions related to organizational changes, including seller transfers, new hires, terminations, and segment changes
• Produce executive-grade quota attainment reporting for CFO and senior leadership, including clear narrative commentary on performance trends
• Build and maintain reporting that supports segment-level, tenure-band, and seller-level quota analysis
• Proactively flag attainment exceptions and concentration risks, supported by analysis and recommended actions
• Partner with the Sales Operations Director on CFO materials and quarterly business review deliverables
• Lead, develop, and performance-manage a team of 3–4 analysts, with expected team growth as the function scales
• Set clear priorities, delivery standards, and development plans for each team member
• Foster a culture of analytical rigor, ownership, and continuous improvement
• Ensure all critical processes are well documented and knowledge is transferable, avoiding single-person dependencies
• Act as the primary Finance contact for Sales leadership on quota-related questions, changes, and disputes
• Partner with HR and Payroll on headcount changes that impact quota allocation
• Work closely with the Compensation team to ensure alignment between quota and commission data
• Collaborate with Data & Analytics teams on system architecture and quota data flows

Benefits

• medical
• vision
• dental
• 401K
• flexible spending
• Continuous professional growth and leadership opportunities.
• Health, wellness, and financial benefits to offer peace of mind to you and your family.
• World-class facilities and the technology you need to thrive – in our offices or yours.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager