Note: The job is a remote job and is open to candidates in USA. TELUS Agriculture & Consumer Goods provides enterprise SaaS solutions for the consumer goods industry. The Sales Operations Manager will optimize sales processes, analytics, CRM governance, forecasting, territory management, enablement, and cross-functional workflows to improve pipeline integrity and revenue growth across the North America sales organization.
Responsibilities
- Develop and maintain the reporting infrastructure that drives leadership decision-making across the North America sales organization, including MTD/QTD forecasts, product-line funnel analysis, opportunity stage tracking by account and category, and regional performance metrics
- Conduct diagnostic sales performance analysis to identify conversion bottlenecks, forecast accuracy gaps, and sales cycle inefficiencies; translate findings into actionable recommendations for leadership
- Build and own rolling forecasts and quota models tied to TELUS CG's product portfolio (Retail Execution, TPM, RGM, Sales Enablement, Shopper Insights) and regional targets
- Partner with Marketing and Customer Success on reporting that bridges sales pipeline health with downstream operational performance and customer outcomes
- Provide ad hoc analytical support to cross-functional stakeholders on topics including product roadmap resourcing, engineering pipeline forecasts, and territory capacity planning
- Partner with sales leadership to design and refine the enterprise CPG sales process, accounting for the complexity of longer, multi-stakeholder buying cycles involving manufacturers, brands, retailers, and category management teams; establish best practices in lead management, opportunity tracking, and pipeline optimization specific to CPG/retail buying dynamics
- Own funnel hygiene practices and controls: ensure closed-won opportunities are reassigned to correct quota-bearing personnel prior to close; audit and monitor this as an ongoing governance function
- Manage territory assignments and rebalancing across the North America sales team, incorporating new customer and prospect lists from Finance while maintaining equitable territory design
- Oversee account and prospect ownership in cases of cross-segment overlap; execute account reassignment workflows during rep transitions with impact analysis and seamless handoffs
- Represent Sales in Salesforce administration and CRM governance: manage renewal/auto-renewal workflows, opportunity team permissions, BDR access controls, and account ownership rules
- Ensure consistent, accurate CRM data entry and adoption across the sales team; audit and close churn records to maintain data integrity
- Maintain and audit account trading name/ownership rules to correctly route out-of-scope or misclassified accounts to appropriate placeholders or owners
- Partner with the CRM platform team on system enhancements, troubleshooting, and support ticket resolution
- Identify and implement process improvements to increase conversion rates and reduce sales cycle times across the North America region
- Own and improve the structure and accessibility of the sales content ecosystem (Google Drive, HighSpot, or similar platforms) to ensure materials are current, organized, and discoverable
- Coordinate creation of sales collateral tailored to CPG buyer personas: pitch decks, ROI case studies, competitive battle cards, proposal templates, and messaging frameworks
- Collaborate with Marketing to align value proposition messaging across channels, ensuring consistency in how TELUS CG's solutions are positioned to the North America CPG market
- Manage CRM integrations with TELUS CG platforms and adjacent sales tools (marketing automation, customer success, product usage data) to streamline workflows and data flow
- Support opportunity creation workflows, including automated opportunity-owner and opportunity-team assignment logic
- Maintain a central contract repository and support contract-related data needs for sales and cross-functional teams
- Partner with Customer Success on account health tracking, CS coverage models, and related reporting
- Partner with Marketing Ops to define and execute BDR and business development campaign processes, including event follow-up administration and lead-routing transitions; troubleshoot lead-to-MQL scoring and conversion discrepancies
- Relay sales team feedback and customer insights to Product and Marketing to inform go-to-market strategy and roadmap priorities
Skills
- 4+ years of experience in sales operations, sales strategy, sales management, or related operations roles in SaaS, CPG/retail tech, or B2B enterprise software environments (this background is essential to success in this role)
- Expert-level Salesforce proficiency, including reporting, workflow automation, opportunity and account management, data administration, and CRM governance best practices
- Strong analytical and problem-solving skills with the ability to translate complex data into actionable insights for sales and executive stakeholders; proficiency with SQL, Python, or advanced spreadsheet tools
- Demonstrated expertise in process design and ownership: you can take ambiguous, cross-functional problems and design end-to-end solutions with minimal direction
- Excellent written and verbal communication skills, with the ability to present data-driven recommendations to sales leadership and executive audiences; strong documentation and dashboard design capabilities
- Detail-oriented and proactive mindset: you anticipate needs, identify process improvements independently, and take ownership of problems without prompting
- Ability to thrive in matrixed environments where you partner across Sales, Product, Marketing, and Customer Success teams
- Experience with sales forecasting, quota setting, territory management, and compensation management in regional or multi-account enterprise sales structures
- Familiarity with sales engagement platforms (Outreach, SalesLoft) and content management platforms (HighSpot, Seismic)
- Understanding of SaaS business metrics (CAC, LTV, churn) and CPG/retail industry dynamics (trade spend, category management, retail execution)
- Experience managing complex Salesforce renewal/auto-renewal workflows and sophisticated account/opportunity ownership models
- Bachelor's degree in Business, Marketing, Analytics, or related field
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