The Senior Manager, Sales Operations will play a pivotal role in driving the efficiency and effectiveness of our sales organization. The role is responsible for spearheading our sales planning and budgeting efforts, designing and optimizing sales processes and methodologies, and developing and leveraging sales performance data &amp; analytics to inform critical business decisions. This role will be instrumental in creating the sales compensation &amp; incentive plans, managing territory &amp; quota assignments, and developing forecasting &amp; pipeline management processes. Additionally, the Sr. Manager, Sales Operations will uphold our commitment to excellence through strong Sales Operations governance &amp; compliance, ensuring our sales function operates with precision and contributes significantly to our growth objectives.   What Youll Do: Sales Planning and Budgeting <ul> <li>Develop and manage the annual sales budget, working closely with finance and sales leadership to ensure alignment with overall company financial goals.</li> <li>Conduct sales capacity planning based on executive-driven sales targets, determining the optimal number of sales employees needed to achieve revenue objectives.</li> <li>Create and maintain the annual sales hiring plan, outlining recruitment timelines and talent needs in partnership with HR and sales leadership.</li> <li>Analyze historical performance and market data to inform resource allocation and support strategic workforce planning initiatives.</li> </ul> Sales Process &amp; Methodology <ul> <li>Design, document, and continuously optimize the end-to-end sales process, from lead qualification to deal closure, ensuring efficiency and scalability.</li> <li>Identify bottlenecks or inefficiencies in the sales cycle and propose solutions to improve conversion rates and sales velocity.</li> <li>Ensure consistent adoption and adherence to defined sales processes and methodologies by the sales org.</li> </ul> Sales Performance Reporting &amp; Analytics <ul> <li>Develop and maintain comprehensive sales dashboards, reports, and key performance indicators (KPIs) to track sales performance at individual, team, and organizational levels.</li> <li>Conduct in-depth analysis of sales data to identify trends, diagnose performance issues, and uncover opportunities for improvement.</li> <li>Provide actionable insights and recommendations to sales leadership based on performance data to drive strategic decision-making.</li> <li>Manage the integrity and accuracy of sales data used for reporting and analysis.</li> </ul> Sales Compensation &amp; Incentive Design <ul> <li>Design, model, and administer effective sales compensation plans that motivate desired sales behaviors and align with company goals.</li> <li>Collaborate with finance and HR to ensure compensation plans are fair, competitive, and fiscally responsible.</li> <li>Manage the sales commission process, including calculations, reporting, and dispute resolution.</li> <li>Continuously evaluate the effectiveness of compensation plans and recommend adjustments as needed to optimize sales performance.</li> </ul> Territory &amp; Quota Management <ul> <li>Develop sales territory design, ensuring equitable opportunity distribution and market coverage.</li> <li>Consult with Sales Leadership and Finance on the annual quota setting process, collaborating to establish challenging yet achievable individual and team sales targets.</li> <li>Analyze territory performance and propose adjustments to maximize sales productivity and minimize channel conflict.</li> <li>Manage exceptions and adjustments to territories and quotas throughout the fiscal year.</li> </ul> Sales Forecasting &amp; Pipeline Management <ul> <li>Develop and implement robust sales forecasting methodologies and models to accurately predict future revenue.</li> <li>Support the weekly/monthly sales forecast cadences, consolidating inputs and providing a reliable company-wide revenue outlook.</li> <li>Monitor and analyze sales pipeline health, identifying potential risks, opportunities, and areas for improvement in pipeline generation and progression.</li> <li>Provide insights into pipeline coverage, velocity, and quality to sales leadership to inform resource allocation and strategic adjustments.</li> </ul> Sales Operations Governance &amp; Compliance <ul> <li>Establish and enforce policies, procedures, and best practices to ensure data integrity within sales systems.</li> <li>Develop and maintain documentation for key sales operations processes and workflows, including a 13-week operational cadence.  </li> <li>Ensure compliance with internal sales policies, data privacy regulations, and other relevant compliance standards.</li> <li>Conduct regular audits to ensure adherence to established processes and data quality standards.</li> </ul>   <h3>What we are looking for:</h3> <ul> <li>Bachelors degree in Business Administration, Finance, Economics, or a quantitative field. </li> <li>A Masters degree (e.g., MBA) is a plus, particularly with a focus on operations or data analytics.</li> <li>5-7+ years of progressive experience in Sales Operations, Business Operations, or a similar analytical role.</li> <li>Proven experience in managing sales budgets, developing financial models, and tracking expenditure.</li> <li>Demonstrated experience with sales capacity planning, including headcount modeling and resource allocation based on revenue targets.</li> <li>Experience in creating and executing hiring plans for sales teams in collaboration with HR and recruiting.</li> <li>Strong background in data analysis, reporting, and building dashboards to monitor sales performance.</li> <li>Experience in optimizing sales processes, preferably within a CRM environment.</li> <li>Prior experience in a management or leadership role within sales operations is highly desirable.</li> </ul> Technical Skills <ul> <li>Advanced proficiency in Salesforce. Must be able to extract, analyze, and report on data, manage configurations, and understand the systems impact on sales processes.</li> <li>Expert-level Excel and Google Sheets skills: Essential for complex data modeling, financial analysis, budgeting, and capacity planning.</li> <li>Proficiency with business intelligence (BI) tools (e.g., Tableau, Power BI, Looker): Ability to create compelling visualizations and derive actionable insights from large datasets.</li> <li>Familiarity with sales forecasting tools and methodologies, particularly Clari.</li> <li>Experience with project management tools (Asana or Monday) is a plus.</li> </ul> Analytical &amp; Problem-Solving Skills <ul> <li>Exceptional analytical and quantitative skills with the ability to interpret complex data, identify trends, and translate findings into practical, actionable recommendations.</li> <li>Strong problem-solving abilities, capable of dissecting operational challenges and designing effective solutions.</li> <li>Detail-oriented with a high degree of accuracy in data analysis and reporting.</li> </ul> Communication &amp; Interpersonal Skills: <ul> <li>Excellent written and verbal communication skills, with the ability to present complex information clearly and concisely to diverse audiences, including senior leadership.</li> <li>Strong interpersonal skills, capable of building effective relationships and collaborating cross-functionally with sales, finance, HR, and other departments.</li> <li>Ability to influence and drive change without direct authority.</li> </ul> Organizational &amp; Project Management Skills <ul> <li>Proven ability to manage multiple projects simultaneously, prioritize tasks effectively, and meet tight deadlines in a fast-paced environment.</li> <li>Strong organizational skills with a methodical approach to process improvement and documentation.</li> </ul> Mindset <ul> <li>Proactive, self-starter with a continuous improvement mindset.</li> <li>Proven ability to work in a fast-paced, start up environment where much of the job function must be created.</li> <li>Committed to data integrity and operational excellence.</li> <li>Adaptable and resilient, comfortable navigating change and ambiguity.</li> <li>High level of emotional intelligence, empathy and a strong sense of humor. </li> </ul>   Culture We believe in cultivating excellence - within ourselves and in the work that we do. Our team of customer-centric, data-driven experts is brought together by the shared passion to create tools for the greater good. Our tribe is determined to make a difference, to positively impact our way of life by securing the technology that is changing the world. We believe in being a trusted and transparent partner to our customers. We are fervent about providing them with high-quality, usable, and dependable software focused on the human experience, built out of a culture of competition and a deep understanding of their needs and goals. We value our people and know that wellness and a healthy work/life balance enable you to thrive and bring us your best. An autonomous schedule, flexible commute, and freedom from punching a clock mean you are empowered to enjoy life, work when inspired, and be available when needed. About AppOmni AppOmni is a leading provider of SaaS Security Management software. The company was founded by a team of security veterans from top SaaS providers and cybersecurity vendors, and its customer base includes global leaders across technology, healthcare, banking, and finance, as well as many of the most well-known cybersecurity providers. AppOmnis patented technology scans APIs, security controls, and configuration settings to compare the current state of enterprise SaaS deployments against best practices and business intent. The solution offers fast deployment and instant visibility and makes it easy for security and IT teams to secure their entire SaaS environment from each vendor to every end user. As SaaS applications evolve, AppOmni stays current with all updates and releases to keep customer environments secure. https://appomni.com/about/ AppOmni is an equal-opportunity employer. Applicants will not be discriminated against because of race, color, creed, sex, sexual orientation, gender identity or expression, age, religion, national origin, citizenship status, disability, ancestry, marital status, veteran status, medical condition, or any protected category prohibited by local, state or federal laws.

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