Sr. Sales Operations Manager - GTM

Backblaze External Website

15d • $160,000 - $185,000

About The Position

The Sr. Manager, Sales Operations – GTM Systems is a senior individual contributor role responsible for leading GTM systems optimization and change execution in support of full-funnel sales operations.

Sales Operations owns GTM systems strategy and governance; this role leads the operational management, optimization, and adoption of those systems to enable scalable, efficient sales execution from prospecting through close, with downstream visibility into renewals and expansion.

This role requires a seasoned Sales Operations professional with deep systems expertise, strong operational judgment, and a proven ability to drive change through enablement, communications, and cross-functional influence.

Requirements

• 8–10+ years of experience in Sales Operations or Revenue Operations within a SaaS or recurring-revenue environment.
• Strong background in traditional Sales Operations, including pipeline management, forecasting, sales process design, and reporting.
• Deep hands-on expertise with Salesforce.com (required).
• Proven production experience with Outreach and Gong (required).
• Senior-level operational judgment with the ability to balance speed, scalability, and governance.
• Systems thinker who understands how tools, data, and process drive sales outcomes.
• Strong cross-functional influencer and communicator.
• Highly organized with excellent documentation and program management skills.
• Comfortable operating with ownership, accountability, and executive visibility.

Nice To Haves

• Experience supporting or integrating with Customer Success platforms (highly valued).
• Exposure to AI-enabled sales tools such as Clay and Qualified is a plus.

Responsibilities

• Act as a senior partner to the Senior Director of Sales Operations, translating Sales Ops strategy into systems-driven execution.
• Lead optimization of end-to-end sales processes, including:
• Prospecting and outbound execution
• Lead and top-of-funnel management
• Opportunity stages, pipeline progression, and forecasting
• Quoting and deal execution
• Visibility into post-sale handoffs, renewals, and expansions
• Identify systemic friction in the sales funnel and drive durable, scalable improvements that increase rep productivity, conversion, and forecast reliability.
• Lead the day-to-day optimization and management of GTM systems owned by Sales Operations.
• Serve as the senior operational owner for ZoomInfo, LeanData, Outreach, Gong, and other Sales Tech Stack systems
• Serve as a primary stakeholder for Salesforce.com, partnering with IT
• Partner with Sales & Rev Ops, Marketing, Sales, Customer Success & Support, and Enablement to ensure systems support consistent execution and clean handoffs across teams.
• Drive continuous improvement of prospecting, pipeline generation, and deal & Customer management workflows.
• Evaluate, pilot, and operationalize AI enhancements to the tech stack.
• Own change management execution for GTM systems and sales process initiatives.
• Design and run structured rollouts, including stakeholder alignment, phased launches, success metrics, and post-launch optimization.
• Partner with Enablement to:
• Develop role-based training, SOPs, and playbooks
• Deliver systems and process enablement tied to sales motions
• Lead clear, consistent communications that articulate the “why,” “what,” and “how” of changes to drive adoption and accountability.
• Measure adoption and effectiveness, using data and feedback to iterate.
• Develop Sales Analytics including reporting and dashboards, as well as Tableau models through partnership with BI, that provide leadership visibility into:
• Funnel health and conversion
• Pipeline generation and coverage
• Rep productivity and activity effectiveness
• Support core Sales Operations forecasting processes, including pipeline inspection, deal health reviews, and forecast accuracy.
• Support Sales Operations partnership with Finance and RevOps on capacity planning, territory performance, and revenue modeling.
• Establish and enforce standards for data quality, system usage, and process adherence across Salesforce and integrated GTM tools.
• Lead governance around routing, stage definitions, forecasting inputs, and system changes.
• Ensure documentation, automation, and validation rules support scalable, repeatable execution.

Benefits

• Healthcare for family, including dental and vision
• Competitive compensation and 401K
• RSU grants for full-time employees
• ESPP program
• Flexible vacation policy
• Maternity & paternity leave
• MacBook Pro to use for work, plus a generous stipend to personalize your workstation
• Childcare bonus (human children only)
• Fertility treatment and support
• Learning & development program
• Commuter benefits
• Culture that supports a healthy work-life balance

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed