Sales Operations Manager

Accountabilities: Partner with Solutions Engineering and Solutions Architecture leadership to ensure teams have the tools, processes, reporting, and operational support needed to achieve business objectives. Translate leadership priorities into operational plans, process improvements, system requirements, and measurable execution strategies. Serve as the primary operational stakeholder for key go-to-market systems, including Opine and related platforms, developing deep expertise to support implementations, automation, and process enhancements. Own reporting and key performance indicators for Solutions Engineering and Solutions Architecture, including coverage ratios, pipeline engagement, technical win rates, proof-of-concept and proof-of-value conversion rates, cycle times, influenced pipeline, and bookings. Design and manage workflows involving technical sales teams, including opportunity intake, team assignment, capacity-based routing, proof-of-concept tracking, and handoffs to Technical Account Management. Maintain Salesforce data integrity by overseeing technical-stage fields, Solutions Engineer ownership, opportunity team assignments, and technical win/loss reasons. Collaborate with Business Systems to define requirements, prioritize enhancements, test changes, and drive adoption across Salesforce, Gong, Opine, and other go-to-market tools. Support capacity planning, headcount forecasting, and coverage modeling, ensuring alignment with territory design and annual fiscal planning. Coordinate quota, territory, and compensation-related processes applicable to Solutions Engineering and Solutions Architecture roles. Partner with team leadership and Enablement to improve onboarding, monitor ramp progress, and roll out operational playbooks. Collaborate with Marketing Operations, Customer Support Operations, Finance, Analytics, and Business Systems on cross-functional initiatives affecting technical sales workflows. Lead projects from planning through delivery, including project plans, business requirements documentation, stakeholder alignment, testing, and change management. Identify opportunities to streamline workflows and introduce automation, including AI-enabled processes that reduce manual work for sales representatives and technical teams. Provide insights into technical risks, proof-of-concept status, and team engagement during pipeline reviews and forecast calls, while promoting consistent forecasting practices across the broader sales organization. Establish a structured reporting cadence, document scalable processes, and continuously improve operational accuracy and efficiency. Requirements At least 4 years of experience in Sales Operations, Revenue Operations, or a related go-to-market operations function. Experience working in a high-growth software or SaaS company, preferably in a scaling or fast-paced environment. Previous experience supporting Sales Engineering, Solutions Architecture, or another pre-sales technical organization as an operations partner. Strong Salesforce expertise, including report and dashboard creation, opportunity management, data quality, and writing requirements for administrators and developers. Familiarity with Gong, Opine, or comparable sales engagement, conversation intelligence, and go-to-market tools is an advantage. Demonstrated ability to develop KPI frameworks, dashboards, and forecasting inputs for distributed, multi-region teams. Experience designing, documenting, and improving scalable operational processes, including capacity planning, proof-of-concept workflows, team assignments, and cross-functional handoffs. Strong project management skills, including the ability to develop project plans, business requirements documents, and concise business summaries. Proven ability to influence stakeholders across Sales, Solutions Engineering, Product, Finance, Analytics, and Business Systems without direct authority. Excellent written and verbal communication skills, with the confidence to collaborate with both technical and business audiences. Strong analytical thinking and attention to detail, particularly when working with operational data, reporting accuracy, and performance metrics. Ability to work independently, take ownership of complex initiatives, and balance immediate operational needs with long-term scalability. A proactive, improvement-oriented mindset, with an interest in automation and building efficient, repeatable processes. First 90 days — expected milestones: First 30 days: Complete onboarding, establish relationships with Solutions Engineering and Solutions Architecture leadership and cross-functional partners, learn key workflows and systems, and identify reporting gaps and quick wins. First 60 days: Begin leading projects, become the primary stakeholder for relevant technical sales tools, document existing and new processes, and start improving data quality. First 90 days: Establish KPI definitions and recurring reporting with leadership, take ownership of core operational workflows and projects, and build scalable processes for the Sales and go-to-market organization. Benefits Competitive compensation in Canada: CA$150,500–CA$215,000 annually, plus equity. Remote-first work environment: Work remotely from Canada, with opportunities to connect and collaborate through offices in Seattle and Paris. Flexible scheduling: Manage your working hours with autonomy while meeting business and team commitments. Generous time off: Paid time off, designated quarterly wellness days, and an end-of-year wellness break. Home office support: Assistance with setting up a comfortable and productive remote workspace. Technology stipend: The equivalent of US$100 net per month to support technology-related work expenses. Learning and development: An annual stipend for conferences, courses, certifications, and continued professional growth. Paid parental leave: 16 weeks of paid parental leave after six months of employment. Equity participation: Equity opportunities for full-time employees, allowing eligible team members to share in long-term company growth. Comprehensive benefits: Medical coverage, retirement benefits, and paid holidays, with provisions varying by country. Additional perks: Branded company merchandise and a collaborative, globally distributed working environment.