Manager, Sales Operations & Excellence

The Opportunity

The Manager, Sales Operations & Excellence is a people and program leader within the Enterprise Sales organization responsible for governing, reinforcing, and continuously improving disciplined selling behaviors, execution standards, and governance across the full sales lifecycle.

This role operates as a peer to other Sales Operations & Excellence Managers, each owning distinct but complementary domains, and leads individual contributors responsible for execution, adoption, reinforcement, and insight delivery. Reporting and Analytics resources align to and report into this role, ensuring dashboards, reporting, and insights are directly connected to execution standards, governance expectations, and desired seller behaviors.

The Manager partners closely with sales leadership and cross‑functional teams to translate enterprise strategy into well‑governed processes, operating rhythms, incentives reinforcement, and data‑driven insights. Success in this role is defined by consistent execution discipline, trusted reporting, strong adoption, and sustained behavior change across the seller community.

Key Responsibilities

• Own and execute the Behaviors & Governance domain within Sales Operations & Excellence, ensuring disciplined execution standards are clearly defined, reinforced, and consistently applied across the sales lifecycle.
• Lead, coach, and develop individual contributors supporting governance, execution discipline, and reporting, including Business Analysts and Reporting & Analytics resources.
• Ensure dashboards, reports, and insights are accurate, trusted, and aligned to defined execution standards, governance expectations, and leadership operating rhythms.
• Translate data and insights into clear, actionable guidance related to pipeline health, forecast confidence, execution quality, and performance trends.
• Serve as a key operational partner to sales leadership, reinforcing execution expectations, governance standards, and accountability through data and insights.
• Act as an escalation point within the Behaviors & Governance domain, partnering with the Director as needed to resolve complex or cross‑functional execution issues.
• Oversee governance and execution support for key sales programs, including: 
  
  • Sales Incentive Plans (SIP)
  • Sales approvals and inspection frameworks
  • QMS documentation related to sales execution
  • Proposal and third‑party qualification platform governance
  • Execution‑aligned reporting and analytics
• Ensure governance programs are executed with consistency, clarity, and a strong service mindset, minimizing friction for sellers while maintaining discipline.
• Partner laterally with peer Sales Operations & Excellence Managers to ensure alignment, sequencing, and clear ownership across domains.
• Partner with Sales Enablement, Commercial Platform Management, Sales Operations, Finance, and HR to ensure governance, incentives, systems, and reporting operate cohesively.
• Support change management execution for governance‑related initiatives, using adoption signals and feedback to drive continuous improvement.

Key Interfaces

• Director, Sales Operations & Excellence – Direction, prioritization, and escalation support.
• Peer Sales Operations & Excellence Managers – Lateral coordination and alignment across domains.
• Sales Leadership – Execution discipline, governance reinforcement, and insight delivery.
• Reporting & Analytics Resources – Data accuracy, dashboard delivery, and insight quality.
• Sales Enablement – Reinforcement, communications, and execution gap support.
• Commercial Platform Management & D&IT – Alignment on workflows, data standards, and system governance.
• Finance & Human Resources – SIP governance, data validation, and incentives alignment.

Management Responsibilities

Supervises work of others. Responsible for hiring, discipline, and pay administration of their subordinates.

Preferred Qualifications

• Experience supporting Sales Incentive Plans (SIP), sales approvals, or execution governance frameworks.
• Experience partnering with reporting and analytics teams to support leadership readouts and insights.
• Familiarity with the full sales lifecycle, including pipeline management, forecasting, execution, renewals, retention, and CSAT.
• Demonstrated ability to balance governance and accountability with seller enablement and a strong service mindset.
• Prior experience in a quota‑carrying or client‑facing commercial role.

Minimum Qualifications

• Bachelor’s degree in business, sales, operations, analytics, finance, or related field.
• 7–10+ years of experience in sales operations, sales excellence, analytics, or related commercial support roles, with scope appropriate for a manager‑level role
• Demonstrated experience leading individual contributors, including prioritization,
  coaching, and performance management.
• Experience supporting or governing sales execution standards, seller‑facing programs, or operational frameworks.
• Experience overseeing reporting or analytics outputs and translating data into actionable insights.
• Strong written and verbal communication skills, with the ability to clearly reinforce expectations and governance standards.

Work Environment/Physical Demands

Hybrid or flexible work options may be offered after the first 90 days of employment based upon manager discretion, job performance and work assignments.