The Sales Operations Manager enables revenue growth, operational excellence, and sales effectiveness across the organisation. This role owns core BAU sales operations, supports MergeCo integration, and contributes to ongoing sales transformation. The position partners closely with Sales Leadership, GTM teams, Finance, Marketing, Delivery, and central programme teams to ensure scalable, data-driven, and well-governed sales operations.
Key Responsibilities
Business-as-Usual Sales Operations
Sales Cadence & Governance
Own and optimise the cadence of sales forums, including forecasting reviews, pipeline deep-dives, and sales check-ins.
Establish clear charters, templates, and follow-through to ensure consistent execution and accountability.
Incentives Management
Design, implement, and track monthly and quarterly sales incentives.
Manage Focus Days, partner points, and SPIFFs aligned to revenue priorities and desired behaviours.
Sales Process & Cross-Functional Partnering
Partner with Delivery and Order Management to improve and scale sales processes and workflows.
Collaborate with Marketing, Finance, and other teams to ensure aligned end-to-end revenue processes.
Provide management information on resource availability and utilisation to sales teams.
Operational Sales Enablement
Embed standardised frameworks, ways of working, and collateral aligned to MEDDPICC and other methodologies.
Create and maintain sales documentation, templates, trackers, and reports.
Own a centralised repository for sales collateral, SOPs, and enablement materials.
Sales Forecasting & Pipeline Management
Prepare and manage forecasting cycle materials and calculations.
Facilitate accurate forecasting and support fortnightly forecast reviews with leadership.
Enable strong deal and pipeline management through reporting, coaching, and insights.
Ensure compliance with pricing, margin, and commercial governance frameworks.
Data Hygiene, Systems & Tools
Maintain high standards of CRM data quality, process adherence, and reporting integrity.
Manage and optimise sales systems and dashboards, including HubSpot and Tussell, across GTM functions.
MergeCo Integration
CRM & Reporting Alignment
Drive CRM integration requirements (interim and end-state), including migration, data governance, and training.
Align and embed MergeCo forecasting methodologies and GTM reporting, including Power BI.
Account Strategy & TOM Design
Oversee account overlap resolution, reallocation, and account cycling to maximise gross profit and coverage.
Contribute to GTM Target Operating Model design, including sales operations processes, SOPs, and playbooks.
Delivery & Communication
Manage interdependencies, risks, and escalations in partnership with the Integration Management Office (IMO).
Maintain workstream plans and drive day-to-day delivery against the integration roadmap.
Act as a bridge between sales SMEs and the central programme team.
Sales Transformation
Strategic Sales Planning & Insights
Support revenue strategy through forecasting, cadence, and performance insights.
Embed and report on Sales KPIs across people, pipeline, performance, and customer dimensions.
Support stabilisation of the FY26 sales engine structure and GTM roles.
Data, Analytics & Enablement
Evolve reporting from static dashboards to actionable insights and advanced analytics.
Champion adoption of AI-enabled tools to improve forecasting and pipeline visibility.
Support development of unified pitch and storytelling frameworks aligned to sales propositions and FY26 priorities.
Change, Learning & Development
Lead and support change initiatives to drive adoption of new processes and ways of working.
Maintain and evolve sales playbooks aligned to MEDDPICC and best practice.
Refresh and deliver the Sales Jumpstart onboarding programme with L&D and Sales Leadership.
Support onboarding across new business roles and drive continuous improvement through targeted development initiatives.
