Sales Operations Manager- Federal

The Sales Operations Manager will oversee critical aspects of sales strategy and operations, including forecasting, pipeline management, territory planning, quota setting, ongoing business analytics, and go-to-market program execution. This role requires a blend of strategic thinking and collaborative execution, with exceptional analytical skills and the ability to manage and optimize complex processes to ensure sales teams operate at peak performance.

In this role you will...

Forecasting & Pipeline Management

• Manage the end-to-end sales forecasting process, ensuring accuracy and alignment with business goals.
• Monitor pipeline health, identify risks or opportunities, and provide recommendations to support revenue attainment.
• Partner with sales leadership to develop strategies for pipeline coverage and deal prioritization.

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• Design and manage territory plans to ensure equitable distribution of opportunities and maximize market coverage.
• Lead quota-setting processes, balancing top-down and bottom-up approaches to align targets with company objectives.
• Analyze territory performance and recommend adjustments to improve results and balance workloads.

• Implement and maintain operational rhythms, including sales reviews, funnel analysis, and key performance indicator (KPI) tracking.
• Collaborate with cross-functional teams (e.g., marketing, finance) to ensure seamless execution of sales processes.
• Ensure compliance with sales policies, tools, and processes to maintain operational consistency.
• Operationalize the execution of corporate and region-specific go-to-market programs and initiatives.

• Develop and maintain dashboards and reports to track key metrics such as pipeline velocity, win rates, and quota attainment.
• Provide data-driven insights to inform strategic decision-making and identify growth opportunities.
• Conduct deep-dive analyses to understand performance trends and develop actionable recommendations.

• Bachelor's degree in business, analytics, or a related field or experience
• 5+ years of experience in sales operations, revenue operations, or a related role.
• 2+ years of experience in supporting US Federal go-to-market operations and/or initiatives.
• Expertise in forecasting, pipeline analysis, and quota/territory management.
• Advanced proficiency with CRM platforms (e.g., Salesforce) and analytics tools (e.g., Tableau, Excel, Power BI).
• Strong analytical and problem-solving skills with a focus on actionable outcomes.
• Excellent communication and collaboration skills to engage with sales leaders and cross-functional partners.
• Experience in managing run-of-business operations for a high-performing sales team.

• MBA or advanced degree preferred.