Sales Operations Manager

Sales Operations Manager

Remote, work from home

Flexible location, near an airport, ideally in the "greater Midwest", but not required.

(Ex. Atlanta, Dallas, Des Moines, Denver, Chicago, Indianapolis, KC, Louisville, Minneapolis, OKC, Omaha, St. Louis, etc.)

This opportunity is with a first-to-market, crop field robotics manufacturer specializing in state-of-the-art, one-of-a-kind autonomous farming solutions. They sit at the unique crossroads of agronomy, engineering, manufacturing, robotics and AI implementation.

With a mission to revolutionize agriculture, their solutions are paving the way with real results. Their equipment substantially reduces costs as well as chemical use for both organic and conventional growers up to a whopping 99% and labor costs up to 85%. That phenomenal success rate allows customers to experience rapid cost-savings, creating a return on investment typically within 1-2 years. Most importantly, it's way healthier.

Pioneering technology with a mission to transform agricultural efficiency, the company delivers tangible value to growers while addressing critical industry challenges including labor shortages, rising input costs, and sustainability demands. With a commitment to innovation and grower success, our client is improving operations for growers across conventional, organic, and regenerative farming systems with the goal of building a more sustainable and profitable future for agriculture through intelligent technology.

This opportunity builds an essential operational foundation for the company. Those well versed in CRM structures, pipeline forecasting, along with equipment financing for large farming equipment, automated machinery, robotics, and OEMs will flourish in this role. This opportunity is modern and well-timed for the motivated and inspired sales professional. Here are a few questions to consider:

Are you highly engaged as a sales or revenue operations professional with a track record of success and project leadership?

Do you have a background working within agriculture, OEM ecosystems (e.g., John Deere, AGCO), and/or dealer distribution channels?

Are you interested in the strategic challenge of helping build a foundational sales operations infrastructure, from the ground up, for a revolutionary company?

Are you adept in administering a CRM and managing sales tech stacks?

Are you passionate about agriculture, food, and the farms that make it all happen?

Are you capable and excited about sales enablement, working with a field sales team of agricultural professionals in the realm of robotic farm implements?

The Role Specifics:

Sales Operations Manager (SOM)

As the Sales Operations Manager, you will build and own the operational infrastructure that enables the sales organization to continue scaling. You will be responsible for CRM management, pipeline analytics, deal desk operations, sales process design, and cross-functional coordination between company departments. This is a foundational hire — you will stand up the Sales Ops function from the ground up and serve as the connective tissue between field execution and strategic decision-making.

Serving as the connective tissue between field execution and strategic decision making, working closely with Sales, Marketing, Leadership and Finance. One of the primary goals is providing clean pipeline data and accurate forecasting, coupled with a process oriented approach helping the company capture opportunities across their growing field sales team and dealer channels.

We're searching for a commercial partner who understands agricultural buyer behavior and ideally dealer financing. By building out the operational infrastructure and automating lead generation, you will take the administrative burden off the sales team, allowing them to stay focused on relational, face-to-face selling with dealer networks. As the commercial division continues to scale rapidly, this role offers a clear trajectory to build and lead a team.

Travel expectations are 25% to 35% (approx. 5-7 business days a month) to meet with the team at various customer and prospecting events as well as occasional industry tradeshows.

Work-from-home office from just about anywhere in the country, near an airport. Loads of calendar flexibility, competitive compensation, and the upside of equity ownership–all while helping your customers improve chemical input efficiencies and human health. The sky is the limit as this role grows and expands.

Key Responsibilities:

CRM Management & Data Integrity:

• Own and administer the Zoho CRM platform, including system configuration, user management, workflow automation, and data quality enforcement.
• Define and maintain standardized pipeline stages, deal fields, and reporting taxonomies to ensure consistent, reliable data across the sales organization.
• Conduct regular data audits and implement governance processes to maintain CRM accuracy and completeness.

Pipeline & Forecast Management:

• Build and maintain pipeline reporting and forecasting models that provide sales leadership and the executive team with reliable, actionable outputs.
• Track and analyze deal velocity, conversion rates, and stage progression to identify pipeline risks and opportunities.
• Deliver weekly and monthly pipeline reviews with variance analysis against the plan.

Deal Desk & Pricing Operations:

• Manage deal structuring workflows, discount approval processes, and pricing compliance in coordination with the VP of Commercial Sales and Finance.
• Monitor discount rate trends and gross margin impacts across the deal book; flag deviations and recommend corrective action.
• Develop and maintain deal review documentation, approval matrices, and pricing guardrails.

Sales Process & Methodology:

• Design, document, and enforce a repeatable, stage-gated sales process from lead qualification through contract execution.
• Identify process bottlenecks and implement improvements to reduce cycle time and increase win rates.
• Ensure sales team adherence to defined processes and standards.

Quota & Compensation Administration:

• Manage quota assignment, tracking, and attainment reporting for the sales team.
• Administer commission calculations and compensation plan mechanics in partnership with Finance.
• Provide reps with clear, timely visibility into performance against targets.

Reporting & Analytics:

• Build and maintain dashboards and reports on key sales KPIs including win rate, average selling price, cycle time, and territory performance.
• Provide data-driven insights and recommendations to sales leadership and the executive team to inform strategy and resource allocation.
• Support investor reporting and board-level sales analytics as needed.

Sales Technology & Tool Management:

• Evaluate, implement, and maintain the sales technology stack including CPQ, prospecting tools, lead routing, and integrations with Zoho CRM.
• Drive adoption of tools across the sales team through training and ongoing support.
• Manage vendor relationships and renewals for sales technology platforms.

Cross-Functional Coordination:

• Serve as the operational bridge between Sales, Finance, and Marketing on lead handoffs, revenue attribution, campaign ROI, and planning alignment.
• Coordinate with Finance on deal-level economics, revenue recognition, and financing workflows (dealer financing programs).
• Support go-to-market planning and territory design in partnership with sales leadership.

Onboarding & Sales Enablement:

• Build onboarding infrastructure for new sales hires including playbooks, training programs, and collateral libraries.
• Maintain and organize sales enablement materials in coordination with Marketing and Product teams.
• Support dealer onboarding processes and dealer-facing sales enablement as the channel scales.

Qualifications and Requirements:

• 7+ years of experience in sales operations, revenue operations, or a closely related function, with at least 3 years as a leader or sole-contributor.
• A strong background in agriculture, ag-tech, or heavy equipment—with deep exposure to OEM ecosystems (e.g., John Deere, AGCO, CNH) or independent dealer distribution channels.
• Deep understanding of agricultural buyer behaviors and relational field sales over transactional SaaS/consumer models.
• Hands-on experience with Zoho CRM or Salesforce, and familiarity with broader sales tech stacks (CPQ tools, BI tools like Tableau/Looker, Advanced Excel).
• Familiarity with agricultural equipment financing structures (e.g., dealer floor planning, equipment leasing) is highly preferred though not required.
• Bachelor's degree in Business, Finance, Agriculture, or a related field.
• Proficiency with BI tools (Advanced Excel/Google Sheets; Tableau or Looker is a plus).
• A Bachelor's degree in Business, Finance, Agriculture, or a related field (MBA preferred)
• Ability to travel moderately (25-35%), primarily domestically, to support regional sales teams and attend industry events.

Compensation