Head of Sales & Business Operations

For 40 years, Entrust has provided account administration services for self-directed retirement accounts and tax-advantaged plans. As a Self-Directed IRA administrator, Entrust assists clients in purchasing alternative investments with their retirement funds that are typically unavailable through banks and brokerage firms. With an Entrust Self-Directed IRA, clients can develop a more resilient and diversified portfolio by investing in assets such as real estate properties, precious metals, and alternative assets.

The Sales Operations Manager is a strategic and highly analytical leader responsible for building the operational foundation that enables the sales organization to scale and deliver revenue growth. This position owns sales performance management, forecasting, reporting, process optimization, CRM governance, and the systems and data that support the sales organization.

The ideal candidate has experience working within a high-performing, fast-paced sales organization and can move seamlessly between strategy and execution. This role requires a strong command of sales and revenue operations, exceptional analytical and forecasting skills, and the ability to translate data into a clear story that drives business decisions. The successful candidate is highly organized, exceptionally detail-oriented, proactive, and comfortable challenging the status quo to improve sales performance and operational effectiveness.

Provide Sales operations support with ad hoc analysis, business insights, and recommendations to support strategic decisions and organizational priorities

Lead cross-functional sales operations projects and initiatives from strategy through implementation, ensuring clear ownership, timelines, communication, and measurable outcomes

Identify opportunities to improve revenue performance through analysis of pipeline health, conversion, sales productivity, retention, account funding, and other leading and lagging indicators

Build and maintain documentation, training, and operating procedures that enable consistent adoption of sales processes, systems, and reporting across the team

Evaluate, implement, and optimize sales and revenue technology, including CRM, sales engagement, reporting, automation, and other tools that improve productivity and visibility

Serve as the primary Sales Operations liaison with Marketing, IT, Finance, Operations, and external technology partners to prioritize system enhancements, troubleshoot issues, and deliver scalable solutions

Develop and manage sales operations reporting and analysis for commission processes, ensuring data accuracy, policy alignment, and timely resolution of discrepancies (note: does not do the monetary calculations - this remains with the Sales Director)

Partner with Marketing and other cross-functional leaders to strengthen lead management, lead routing, campaign tracking, attribution, conversion reporting, and the handoff from marketing to sales

Lead continuous improvement of sales processes by identifying bottlenecks, eliminating inefficiencies, and implementing standardized workflows across the sales organization

Own CRM governance and data integrity, including HubSpot administration, pipeline standards, required fields, lifecycle stages, reporting structures, and data quality processes

Partner with the Sales Director to develop territory plans, account coverage models, capacity plans, segmentation strategies, and performance targets that support growth

Establish and maintain sales performance standards, KPI definitions, data governance, and reporting consistency across the sales organization

Go beyond reporting numbers by analyzing trends, identifying performance drivers and risks, and translating data into a clear business story with actionable recommendations for Sales Leadership

Develop and maintain executive-level dashboards and reporting that provide clear visibility into pipeline, conversion, productivity, bookings, funded accounts, revenue performance, and key sales KPIs

Own the sales operations functions and establish scalable processes, systems, reporting, and operating rhythms that enable the sales organization to achieve revenue and growth objectives

Support Sales Director with Sales forecasting process, including pipeline inspection, forecast methodology, forecast calls, forecast accuracy tracking, and risk identifications

Experience with sales automation, engagement, and productivity tools such as SalesLoft, 8x8, Calendly, and related technologies

Excellent communication and presentation skills, with the ability to translate technical or analytical information into clear business recommendations for executives and sales teams

Strong project management skills with the ability to lead multiple complex initiatives, manage competing priorities, and deliver results on time

Demonstrated ability to design, document, implement, and continuously improve sales processes and operating standards

Advanced HubSpot and CRM expertise, including reporting, dashboards, data governance, workflows, and system administration

Advanced Excel and Microsoft Office Suite skills; strong proficiency with reporting, dashboards, data analysis, and business intelligence tools

Exceptional attention to detail and a strong commitment to data accuracy, consistency, and operational discipline

Strong analytical and business acumen with the ability to interpret complex data, identify patterns, and clearly articulate the story behind the numbers

Exceptional forecasting ability with a demonstrated record of accomplishment of improving forecast accuracy and identifying pipeline risk before it impacts results

Expert-level understanding of sales metrics, pipeline management, forecasting methodologies, funnel performance, conversion rates, productivity metrics, and revenue drivers

Advanced understanding of sales operations and working knowledge of Revenue Operations, including the relationship between Sales, Marketing, Finance, Customer Success, systems, data, and revenue performance

5-7 years of progressive Sales Operations, Revenue Operations, Sales Analytics, or related experience, preferably within a high-performing, fast-paced sales organization

3-5 years of experience with HubSpot or another enterprise CRM and sales technology ecosystem

Experience supporting a high-performing sales organization with responsibility for forecasting, pipeline management, reporting, CRM governance, and sales performance management

5-7 years of progressive experience in Sales Operations, Revenue Operations, Sales Analytics, or a related discipline

Bachelor’s degree in Business Administration, Finance, Business Analytics, or related field

Prolonged periods sitting at a desk and working on a computer

Ability to travel by car, train or air for client meetings, conferences, trade shows, company events

Comfortable standing or walking for extended periods during trade shows, client visits, and field sales work.

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