Sales Operations Manager

Sales Operations Manager

We are seeking a hands-on sales operations professional who can turn our sales strategy into consistent daily execution. This person will strengthen the systems, data, reporting, and training that help our fabric concierges build lasting customer relationships and grow revenue across Greenhouse Fabrics and Anna Elisabeth.

Based in High Point, North Carolina, Greenhouse Fabrics supplies cut fabric to the trade through two distinct brands. Greenhouse Fabrics serves upholstery shops and workrooms that value dependable inventory, responsive service, and fast shipping. Anna Elisabeth serves interior design firms that value curated collections, thoughtful sampling, and dedicated support for their projects.

Our business depends on repeat relationships. Sales operations helps our team understand each customer, identify the right opportunities, follow through reliably, and deliver the service that earns the next order. Our core values are Abundance, Ownership, and Joy.

The Sales Operations Manager owns the operating discipline behind the sales organization. The role makes HubSpot useful and reliable, coordinates accurate customer data with FACTS, produces timely performance reporting, and equips the team to follow our sales process. Success means the sales team spends more time having meaningful customer conversations and leadership can make decisions using information it trusts.

Location: High Point, North Carolina. Work arrangement: onsite.

Reports to: Vice President, Sales.

Primary partners: Sales, Customer Service, Marketing, Finance, Warehouse, and technology providers.

Base salary: $75,000.

Variable compensation or bonus: 2027 Sales Incentive Quarterly Bonus based on Goal achievement.

Total 2027 target compensation: $100,000.

5 weeks of paid personal time off, prorated the first year

10 to 14 days of Holidays (as per GHF schedule)

8 weeks of paid maternity leave should you need it, available after 1 year of service.

BCBS Medical Insurance

$500 in Dental or Vision reimbursement

Flexible Spending Account for medical and dependent care

$25,000 of Life Insurance company-paid, with option to increase coverage.

Aflac Insurance

Allstate Accident Insurance

Educational Assistance up to $1,000 per year

Retirement plan and employer contribution: Simple IRA with a 3% match by the company

CRM Ownership and Data Quality

Own day-to-day sales operations administration in HubSpot, including account ownership, contact and company associations, lead routing, pipeline structure, required fields, tasks, and reporting. Coordinate CRM changes with Marketing and technology providers so shared processes remain consistent. Maintain accurate customer records, account rankings, assigned owners, and sales or customer service handoffs. Coordinate corrections in HubSpot and FACTS with the appropriate system owners. Identify duplicates, missing information, conflicting records, and recurring data errors. Correct root causes, document standards, and monitor whether problems recur. Manage access and change requests within approved authority. Validate workflow and integration changes before rollout and protect confidential customer and company information.

Lead and Quote System Coordination

Ensure incoming leads and quotes reach the right person and are correctly tagged within one business day. Monitor compliance with the 48-hour follow-up standard, flag missed deadlines, and track exceptions through resolution. Maintain clear definitions for leads, qualified opportunities, quotes, and orders so activity and pipeline reports remain meaningful. Establish visibility into overdue follow-up, unassigned records, stalled opportunities, and incomplete next steps; escalate exceptions to the Vice President, Sales. Track memo and sampling activity through the approved workflow and measure progression into qualified opportunities and orders. Audit deal stages, values, expected close dates, owners, and documented next steps. Identify gaps and coordinate corrections with the responsible sellers, who remain accountable for the accuracy of their opportunity information.

Sales Reporting and Forecast Support

Deliver a consistent weekly view of revenue pacing, pipeline health, quote conversion, follow-up compliance, customer retention, and account growth. Reconcile booked revenue to the designated financial or ERP source and explain material differences. Show performance by rep, brand, account segment, and commercial channel where reliable data is available. Highlight the drivers behind changes and recommended action. Maintain metric definitions, calculation methods, reporting schedules, and data ownership. Distinguish sales activity, quoted value, forecast revenue, and actual revenue. Prepare forecast inputs and flag missing or unrealistic assumptions. Support the Vice President, Sales in reviewing forecasts and assigning corrective action.

Sales Process Execution

Translate the approved sales process into practical CRM steps, templates, checklists, and training. Reinforce discovery, probing questions, customer fit, buying criteria, and clear next steps before sampling or quoting. Support account planning and customer tiering so attention follows account potential and relationship needs.

Training and Onboarding

Deliver at least one useful training session each month and verify that the team applies it. Build clear onboarding resources covering the brands, customer segments, sales process, HubSpot, FACTS workflows, and reporting expectations. Use practice, job aids, and follow-up checks to improve execution.

Marketing and Customer Service Coordination

Work with Marketing to preserve lead-source information, improve handoffs, and connect campaigns and sampling activity to sales outcomes. Coordinate account activation and routing between new partner development, sales, and customer service. Distinguish inbound service activity from proactive selling when evaluating results.

Commercial Sales Support

Support commercial sales through account research, CRM segmentation, routing, pipeline reporting, and revenue pacing analysis. Coordinate ownership and handoffs with account managers and traveling reps. This role does not carry a book of business or a personal revenue quota; sellers own prospect qualification, customer relationships, and closing activity.

Continuous Improvement

Find recurring bottlenecks, simplify unnecessary work, and implement improvements that the team can sustain with approval. Document the process, name the owner, test the change, train users, and measure results. Support quarterly Rocks and bring unresolved obstacles forward early.

Sales Operations owns data standards, reporting preparation, workflow coordination, and training delivery within approved policies. Account managers own their customer relationships, discovery, next steps, and selling activity. The Vice President, Sales owns sales strategy, team coaching and performance management, final forecast approval, and account allocation decisions.

Sales Operations makes execution gaps visible and recommends action. Changes to sales policy, pricing authority, staffing, compensation, or shared technology require approval from the appropriate leader. System changes affecting Marketing, FACTS, or financial reporting must be coordinated with those owners.

Ideal Candidate Requirements

The strongest candidate combines analytical ability with practical sales judgment. They can find an error in a report, explain why it matters, fix the underlying process, and help the team adopt the change. They are comfortable doing the work themselves and earning cooperation across departments.

Nonnegotiable Qualifications

Demonstrated success in sales operations, CRM administration, sales enablement, or a closely related role supporting a business-to-business sales organization.

Hands-on experience maintaining a CRM beyond entering activity, including data quality, pipelines, ownership, dashboards, and workflows. Ability to become proficient in HubSpot is essential.

Strong Excel skills, including pivot tables, lookups, data validation, and reconciliation. Can build a report, check its accuracy, and explain its conclusions.

Understands the sales cycle from lead and qualification through quote, order, repeat purchase, and account growth. Can distinguish pipeline volume from qualified opportunity value.

Proven ability to document processes, train colleagues, and drive consistent adoption without relying solely on formal authority.

Excellent written and verbal communication. Explains technical or numerical issues in plain language and adapts training to the learner.

Organized, reliable follow-through with the judgment to prioritize urgent customer needs, recurring reporting deadlines, and improvement projects.

High ethical standards, discretion with customer and employee information, and willingness to surface mistakes promptly.

Preferred Background

Approximately five or more years of relevant experience, with responsibility for improving a sales operating system and evidence of measurable results.

Direct HubSpot administration and reporting experience; experience coordinating a CRM with an ERP, preferably FACTS.

Experience in fabrics, furnishings, interior design, upholstery, wholesale distribution, or another business with repeat trade accounts and sample-to-order workflows.

Experience supporting multiple brands, commercial accounts, and account segmentation; familiarity with EOS scorecards, Rocks, and Right Person, Right Seat.

Bachelor's degree in business, analytics, operations, or a related field, or equivalent practical experience.