Head of Sales & Business Operations

Sales Operations Manager

The Sales Operations Manager plays a pivotal role in supporting and optimizing the core processes that drive sales success at Gartner Conferences. Working closely with Sales Leadership and Planning and Performance, this role manages the full lifecycle of key SalesOps workstreams—including territory management, quota setting, and commission reconciliation. This position is also integral to critical business cycles such as mid-year changes and the Year End Turn, supporting territory and quota design, approvals, and implementation. Manage, optimize, and maintain key SalesOps workstreams, related to territory, quota and commission.

Provide sales leadership with timely and actionable insights into team performance, risks, and opportunities by building and maintaining reporting tools, especially in Excel.

Support mid-year team changes and compensation adjustments as needed to drive business growth and maintain operational accuracy.

Develop and maintain SOPs for all workstreams, including territory management, onboarding and offboarding, mid-year quotas, and commissions, to ensure business continuity.

Identify and implement opportunities to enhance and automate processes related to territory management, organizational charts, quota and commission administration, leveraging AI and automation where possible.

Preparing and support monthly reporting for Exhibitor Sales as it relates to people, commission and quota.

Serve as a key member of the Year End Turn process helping with territory design, build and rollout. You will play a key role in the start of year quota setting process assisting with analysis, working with leaders on approvals and interfacing with VC on quota approvals.

Continuously seek opportunities to optimize and streamline sales operations processes, tools, and reporting, adapting to changing business needs.

5-7 years of business experience, with 2-4 years of experience in sales operations, preferably with a focus on reporting, process optimization, training, and dashboard management.

• Bachelor's degree required; technical or business-related field preferred.
• Ability to understand high-level sales strategies, translate them into system and process requirements, and ensure effective execution.
• Strong excel skills and experience with modeling are a must.
• Advanced communication skills, with proficiency in Microsoft Office; familiarity with PowerBI and Salesforce systems is a plus.
• Strong attention to detail, organization, and project management skills.
• Experience working cross-functionally to drive outcomes with sales, operations, and analytics teams.
• Ability to thrive in a fast-paced, changing environment and manage multiple priorities.