Sales Operations & Enablement Manager

** In Office Role** The Job- We know what we spend to generate a lead. We do not know, with any consistency, what happens after that lead lands. How fast it gets touched. How many times. What was said. Why it died. Which Private Aviation Expert converts a charter inquiry into a Jet Card owner and which one lets it sit in an inbox for two days.

You are here to turn the sales floor into a measured, repeatable system where every stage has a conversion rate, every rep has a scorecard, and every drop off has an owner. The sales team should be help accountable for how they sell and you will have full governance over that.

WHAT YOU WILL OWN

1. The Scorecard

Build and maintain the single source of truth for sales performance, by rep, by lead source, by product, by week You will own the weekly scorecard that goes to sales leadership and the monthly roll up that goes to ownership.

1. Enforcement

• Define and publish the service level agreements: response time, attempt cadence, disposition requirements, notes standards, stage definitions
• Run the escalation path with the Head of Sales and Revenue Operations when a Private Aviation Expert is repeatedly out of compliance
• Maintain the written record. If we need to make a hard call on a rep, you are the person with the receipts.

1. The Playbook

• Build and maintain call frameworks, discovery structures, objection libraries, and follow up cadences
• Document the end to end sales process, from inquiry through signed contract through first flight through referral
• Own onboarding and ramp for new sales hires, with a defined ramp curve and checkpoints
• Build the objection library for price specifically. Our differentiators are all inclusive pricing, no fuel surcharges, and no expiry. A rep who leads with a discount is a rep who cannot articulate those, and that is a training failure before it is a discipline failure.

1. The Marketing Feedback Loop

• Report lead quality by campaign and source back to growth marketing weekly
• Partner on lead scoring, routing logic, and lifecycle stage definitions in Salesforce and HubSpot

1. Forecasting and Reporting

• Monthly performance narrative for ownership/leadership: what moved, why, and what we are doing about it
• Build/Utilize dashboards in Salesforce and our reporting layer so this stops living in spreadsheets

1. Margin Discipline

• Own margin integrity at the rep level. Every concession has a name, an owner, and a reason code logged at the time it is offered, not reconstructed at month end.

WHO YOU ARE

Required

• 4 or more years in sales operations, sales enablement, revenue operations, or as a sales manager on a team where you personally owned the numbers
• You have built a sales scorecard from scratch. Not inherited one. Built one.
• Fluent in CRM mechanics. Salesforce required, HubSpot strongly preferred. You can build reports, dashboards, and workflows yourself without waiting on an admin.
• Comfortable in spreadsheets at a level most people are not. Pivot tables, joins across exports, cohort analysis.
• You have run call reviews and coached reps against a framework, and you can name the framework
• You are comfortable being the person who says a number out loud that someone does not want to hear, and you can do it without blowing up the relationship
• Strong written communication. Much of this job is a clear weekly document that people actually read.

Strongly Preferred

• Experience in a considered, relationship led sale with a long cycle and a large ticket. Private aviation, luxury travel, private wealth, real estate, luxury automotive, or membership and club businesses.
• You have worked with a tenured, relationship driven sales team and gotten them to adopt process without losing them. Experience professionalizing a floor that ran on autonomy for years is worth more to us than experience running a team that was already structured.
• Experience separating setting and closing functions, or standing up an inbound qualification pod
• Experience analyzing and interpreting spreadsheet data and translating key findings into a clear and actionable dashboard
• Familiarity with call tracking and conversation intelligence tooling

You Will Do Well Here If

• You think in conversion rates instead of anecdotes
• You would rather ship an imperfect scorecard this week than a perfect one next quarter
• You are energized by a company that has real revenue and almost no process, and you see that as opportunity rather than chaos

WHAT THIS ROLE IS NOT

We would rather filter now than six weeks in.

• This is not a quota carrying role. You do not have a book. You do not sell.
• This is not a headcount management role on day one. You may build a setting or qualification pod later. You will not inherit one.
• This is not a role where you delegate the analysis. You will pull the data yourself. There is no analyst sitting underneath you.
• This is not a strategy role. It is roughly 70 percent execution and inspection, 30 percent building the system that makes the inspection repeatable.

Jets.com has been in business since 2008, is privately owned with no outside investors, and is fully solvent. We are in the middle of migrating CRMs. The data is not clean yet. The process is not written down yet. Some of what you build in month one will be a spreadsheet before it becomes a dashboard.

If that sounds like a mess, it is not the job for you. If that sounds like the most leverage you will ever have, it is.

TOOLS YOU WILL LIVE IN

Salesforce, HubSpot, Maverick (our internal trip and booking system), CallRail, Mixpanel, Excel or Google Sheets, and our reporting layer.

Salary depends on location