Sales Operations Manager, Direct Sales

Role Overview

This is a manager-level individual contributor role focused on making a Direct Sales organization more efficient, predictable, and scalable. You will partner closely with Sales leadership and cross-functional teams to strengthen pipeline management, forecasting, processes, and seller productivity. The role combines analytical problem-solving with hands-on operational leadership, rather than serving as a reporting-only function. This is an ideal opportunity for an ownership-minded operator who thrives in a remote, fast-moving environment and wants to create measurable business impact.

What You Will Do

You will own pipeline health, stage integrity, inspection frameworks, and forecasting practices across the Direct Sales organization. You will partner with Sales leadership and frontline managers on weekly forecasting, pressure-testing assumptions using deal progression, aging, close-date movement, and historical conversion. You will diagnose forecast and pipeline risks, identify root causes, and recommend practical actions related to process, coverage, deal quality, seller behavior, or market conditions. You will also identify and implement automation and AI-enabled workflows that reduce administrative work, improve data quality, and accelerate decision-making.

Why It Might Be a Fit

This role requires proven experience in Sales Operations or Revenue Operations with a track record of building scalable processes and driving measurable business impact. You should have strong understanding of Direct Sales motions, including lead management, opportunity management, pipeline generation, and forecasting. The role offers compensation of $135,000–$150,000 USD in annual on-target earnings, equity in the form of incentive stock options, comprehensive healthcare, 401(k) matching, flexible paid time off, and remote-first flexibility. It is ideal for a self-starter with an owner’s mindset who focuses on outcomes and is comfortable working in a distributed, remote-first environment.

Requirements

• Proven experience in Sales Operations, Revenue Operations, or a closely related operational role, with a track record of building scalable processes and driving measurable business impact.
• Strong understanding of Direct Sales motions, including lead management, opportunity management, pipeline generation, forecasting, sales stages, handoffs, and performance management.
• Demonstrated ability to act as a consultative partner to Sales leadership by diagnosing business problems, challenging assumptions, and translating analysis into decisions and action.
• Strong analytical and problem-solving capabilities, with experience interpreting funnel performance, conversion rates, sales velocity, win rates, pipeline quality, and forecast trends.
• Experience with CRM systems and sales technology, particularly Salesforce or comparable platforms, and the ability to translate business requirements into practical system improvements.
• Experience partnering with Business Systems, Enablement, Analytics, Finance, Marketing, SDR Operations, or other cross-functional teams to implement operational changes.
• Understanding of territory design, quota setting, capacity planning, account coverage, and scenario modeling is valuable.
• Experience using automation, AI, or workflow technologies to improve seller productivity, data quality, or operational decision-making is highly relevant.
• Strong communication skills, with the ability to create concise executive narratives and communicate effectively with both technical and non-technical stakeholders.
• Highly organized, accountable, and comfortable managing ambiguity, changing priorities, and multiple initiatives simultaneously.
• Self-starter with an owner’s mindset who focuses on outcomes rather than activity and is willing to surface problems early with clear recommendations.
• Collaborative approach and strong stakeholder-management skills, with the ability to build credibility and influence without relying on formal authority.
• Comfortable working in a distributed, remote-first environment and collaborating effectively across teams and time zones.

Benefits

• Compensation: $135,000–$150,000 USD in annual on-target earnings, including base salary and variable incentive compensation tied to performance.
• Equity: Incentive stock options.
• Healthcare: Comprehensive medical, dental, and vision coverage.
• Retirement: 401(k) matching.
• Time off: Flexible paid time off plus volunteer time off.
• Professional development: Dedicated annual time off and resources for learning, career development, and professional growth.
• Employee Resource Groups supporting an inclusive and connected workplace.
• Remote-first flexibility: Position can be based anywhere in the United States.
• Travel: Up to approximately 15 days of travel per year, including company meetings and necessary team travel.
• AI learning: Hands-on exposure and training in practical AI tools, with clear guidelines for responsible experimentation.
• Inclusive culture: A welcoming environment that values diverse perspectives, collaboration, ownership, and continuous improvement.