Sales Operations Manager

About the role

You will own the end to end operational strategy for the global Sales Development organization at Instructure. In this capacity you will design the capacity models and territory frameworks that determine how our teams engage with the market. You will establish the governance standards and data hygiene practices that ensure our pipeline generation processes are predictable and scalable. You will serve as the primary technical partner for Sales Development, translating business requirements into solutions within our modern sales technology stack. You will act as the critical liaison between Sales Development leadership and Revenue Operations, Marketing Operations, and Business Intelligence to align incentives and execution. You will leverage financial modeling and predictive forecasting to support data driven decision making and transparent goal setting. You will optimize the performance of our sales engagement platforms and B2B data tools to maximize the efficiency of every sales rep.

Key facts

What you'll do

Design and execute headcount capacity models, annual target allocations, and quota setting frameworks that define how our global pipeline generation team scales.

Partner with Finance and Compensation teams to model, design, and execute monthly and quarterly commission plans and incentive structures that directly align representative behaviors with corporate pipeline goals.

Provide predictive forecasting and analysis on pipeline generation targets, analyzing performance against historical benchmarks to guide strategic resource deployment.

Establish robust system tracking for the entire customer lifecycle, ensuring accurate date and time capture for every stage transition from lead creation to won deal in collaboration with Enterprise Systems and Data Operations.

Own and optimize the automated routing frameworks and account segmentation models within Salesforce to ensure rapid and accurate inbound lead distribution.

Audit and consolidate CRM workflows, standardizing lead dispositioning, stage progressions, and call outcomes to reduce database complexity and improve reporting accuracy.

Lead strategic system consolidation projects, including platform merges, routing logic synchronization, and testing or UAT cycles to minimize operational friction.

Serve as the strategic bridge between Sales Development, Marketing Operations, and Field Marketing to establish automated feedback loops regarding lead quality, campaign performance, and service level agreements.

Collaborate closely with Salesforce Administrators, Data Engineering, and BI teams to prioritize system requirements, build pipeline dashboards, and translate business requirements into technical solutions.

Oversee the administration, user provisioning, and performance tracking of core sales enablement tools, including Sales Engagement Platforms, Account Based Marketing engines, and B2B data enrichment providers.

Manage software license allocation and vendor relationships, optimizing usage to support headcount growth and operational budget guidelines without compromising coverage.

Champion data hygiene and standardization initiatives that simplify the CRM and improve the reliability of executive reporting and pipeline insights.

Coordinate cross functional working sessions to align Sales Development with field marketing on lead acceptance criteria, service level expectations, and campaign feedback.

Translate complex system and process constraints into clear recommendations for leadership, enabling informed trade offs between speed, quality, and scalability in sales operations.

Drive continuous improvement programs that refine the modern sales technology stack, automate manual steps, and increase the productivity of revenue operations teams.

Requirements

You must bring 5 or more years of demonstrated success in Revenue Operations, Sales Operations, or GTM Strategy with specific expertise supporting outbound and inbound sales development functions.

You possess deep hands on experience in territory carving, capacity modeling, quota setting, and process governance that underpins predictable pipeline generation.

You show advanced proficiency in Salesforce reporting, workflow mechanics, and lead routing tools, and you have a proven track record of collaborating on system architecture changes.

You have experience working with modern business intelligence platforms such as Tableau, Sigma, or PowerBI, and you are comfortable using data driven enablement tools to inform decisions.

You are an analytical problem solver who can translate messy disparate pipeline data into structured actionable insights for senior executive presentation.

You communicate with excellence and serve as a change management champion, with a track record of driving cross functional alignment, managing system rollouts, and training sales teams on process governance.

You are able to work in a fully remote environment with US time zone alignment, demonstrating strong written communication and disciplined execution without direct supervision.

You have a history of meeting high standards for accuracy, ownership, and follow through in complex operational environments where data integrity directly impacts revenue outcomes.

Nice to have

Prior experience operating in an enterprise SaaS or high growth B2B technology environment.

Direct experience managing integrations, database merges, or system consolidation projects that involve cross platform validation and testing.