This is a remote position.
Basic Function:
The Sales Manager, Operations owns the sales operating system and is responsible for the day-to-day management of ETS's sales organization — not a direct seller, but accountable for $20M in team revenue production across inside sales, junior sales directors, sales directors, and senior sales directors. This includes people management, forecasting discipline, pipeline health, CRM hygiene, and cross‑functional coordination.
Principal Responsibilities:
People Management
Conduct regular 1:1s with all direct reports and own the full performance management lifecycle — reviews, PIPs, and terminations — in partnership with HR.
Manage PTO approvals, staffing coverage, and new hire ramp plans to ensure the team is consistently structured to support revenue targets.
Sales Forecasting & Pipeline Management
Own the weekly revenue forecast and activity metrics, delivering a consistent reporting cadence to the executive team.
Maintain pipeline health, ensure opportunities are accurately staged and progressed toward close, and identify conversion bottlenecks (lead → meeting → close) to drive corrective action with leadership.
Own CRM hygiene standards and enforce consistent tracking of leads, accounts, and opportunities across the full sales org.
Sales Operating Cadence & Process
Own the sales operating cadence, SOPs, and playbooks — ensuring processes are documented, consistently followed, and scalable as ETS grows
Own sales intake standards (SQLs) and handoff readiness to ensure deals are operations-ready at close, reducing downstream friction and rework
Cross-Functional Coordination
Serve as the operational point of contact between sales, marketing, and operations to ensure qualified lead flow and alignment on pipeline and capacity.
Requirements
- Strong expertise in sales operations, CRM management, and process optimization.
- Proven ability to analyze sales data and deliver actionable performance insights.
- Ability to manage multiple priorities in a fast-paced, deadline-driven environment.
- Highly organized with strong project management capabilities.
- Skilled at identifying inefficiencies and driving process improvements.
- Able to work independently while supporting cross-functional stakeholders.
- Promotes teamwork, accountability, and transparency across teams.
Education / Certification:
- Associate's degree (A.A.) or equivalent from two-year college or technical school; or
- Five (5) to Seven (7) years related experience in sales operations, business operations, sales support, or a related field; or an equivalent combination of education and experience.
- Strong written communication skills, including reports, business correspondence, and operational documentation.
- Ability to present information clearly and communicate with stakeholders at all levels.
- Effective cross-functional collaboration and communication.
- Strong problem-solving skills with the ability to analyze data and drive performance improvements.
- Ability to interpret and execute across written, verbal and operational instructions.
- Critical thinker with strong forecasting and analytical capabilities.
- Knowledge of CRM software (ZOHO preferred), MS Office (Excel, Word, Teams, Outlook), and various sales reporting tools.
Benefits
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