Senior Manager, Sales Operations

Descope • Los Altos, CA

2d

About The Position

We’re at an inflection point. Our GTM motion is maturing — with hundreds of active deals in HubSpot, a growing field sales team, and an established Ops foundation managing renewals, Deal Desk, and pipeline generation strategies. What we need now is a dedicated Sales Operations leader to bring structure, forecasting rigor, and scalable planning to our revenue organization.
This role sits at the center of our Commercial and Enterprise sales segments. You’ll partner directly with Sales leadership to drive forecasting discipline, pipeline health, territory design, quota setting, and CRM governance — the foundational work that turns GTM ambition into predictable revenue execution. You will own the operational layer so AEs, SDRs, and leadership can focus on selling.
This is not a generalist RevOps role. We already have Marketing Ops, CS Ops, Deal Desk, and AI GTM Ops in place. This role is squarely focused on Sales Operations — the coverage model, pipeline integrity, forecast accuracy, and the processes that help our sales team close more deals, faster.

Requirements

• Strategic and analytical mindset with the ability to translate pipeline data into actionable recommendations.
• 5–8+ years of Sales Operations or Revenue Operations experience in B2B SaaS, with direct ownership of forecasting, pipeline management, and CRM governance.
• Deep HubSpot expertise, including system architecture, governance, and reporting optimization.
• Experience with territory design, quota modeling, and capacity planning.
• Strong modeling and reporting skills, with advanced proficiency in Excel or Google Sheets.
• Startup operator mentality with experience building processes in growth-stage environments.
• Clear communicator and strong cross-functional partner capable of influencing Sales leadership and collaborating across GTM, Finance, and Operations teams.

Responsibilities

• Own the operational backbone of the revenue organization, including forecasting discipline, pipeline health, territory planning, quota modeling, CRM governance, and scalable sales processes. Ensure revenue execution is measurable, repeatable, and data-driven.
• Partner closely with Marketing Ops, CS Ops, Deal Desk, Finance, and AI GTM Ops to maintain clean handoffs, accurate reporting, and full-funnel alignment across the GTM organization.
• Own Sales Forecasting & Pipeline Management: Build and lead a structured forecasting cadence, including weekly pipeline reviews, deal inspection frameworks, and executive reporting. Increase forecast confidence through disciplined methodology.
• Lead CRM Governance & Architecture: Own HubSpot as the system of record. Define stage criteria, enforce data standards, and maintain reporting accuracy to support reliable decision-making.
• Drive Sales Planning & Coverage: Lead territory design, quota setting, capacity modeling, and expansion planning in partnership with Sales leadership and Finance.
• Support Sales Compensation & Incentives: Partner cross-functionally to administer compensation plans, ensure commission accuracy, and analyze plan effectiveness against revenue goals.
• Design Scalable Sales Processes: Define clear stages, exit criteria, and workflows from qualification through close. Identify bottlenecks and implement improvements to accelerate deal velocity.
• Deliver GTM Analytics & Executive Reporting: Own recurring sales reporting and translate performance metrics into clear, actionable strategic insights for leadership and board-level visibility.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Education Level: No Education Listed