Note: The job is a remote job and is open to candidates in USA. Instructure creates intuitive products that simplify learning and personal development, facilitate meaningful relationships, and inspire people to advance in their education and careers. The Sales Operations Manager will serve as the operational partner for the global Sales Development organization, leading capacity planning, process governance, data management, system integrations, and sales technology optimization. The role will also drive alignment across Sales Development, Marketing Operations, Revenue Operations, Business Intelligence, Finance, and technical teams to support scalable pipeline generation.
Responsibilities
- Capacity & Quota Planning: Design and execute headcount capacity models, annual target allocations, and quota-setting frameworks for the global pipeline generation team
- Incentive Compensation Management: Partner with Finance and Compensation teams to design, model, and execute monthly and quarterly commission plans and incentive structures that align representative behaviors with corporate pipeline goals
- Fiscal Modeling: Provide predictive forecasting and analysis on pipeline generation targets, analyzing performance against historical benchmarks
- Lead Lifecycle Tracking: Partner with Enterprise Systems and Data Operations to establish robust system tracking for the entire customer lifecycle, ensuring accurate date/time capture for every stage transition from lead creation to won deal
- Routing & Segmentation Logic: Own and optimize the automated routing frameworks and account segmentation models within Salesforce to ensure rapid, accurate inbound lead distribution
- Data Hygiene & Standardization: Audit and consolidate CRM workflows, standardizing lead dispositioning, stage progressions, and call outcomes to reduce database complexity and improve reporting accuracy
- System Integration Management: Lead strategic system consolidation projects, including platform merges, routing logic synchronization, and testing/UAT cycles
- Marketing & Sales Alignment: 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 (SLAs)
- Technical Liaison: Collaborate closely with Salesforce Administrators, Data Engineering, and BI teams to prioritize system requirements, build pipeline dashboards, and translate business requirements into technical solutions
- Portfolio Management: Oversee the administration, user provisioning, and performance tracking of core sales enablement tools, including Sales Engagement Platforms, Account-Based Marketing (ABM) engines, and B2B data enrichment providers
- Capacity & Contract Compliance: Manage software license allocation and vendor relationships, optimizing usage to support headcount growth and operational budget guidelines
Skills
- 5+ Years of Experience: Demonstrated success in Revenue Operations, Sales Operations, or GTM Strategy, with specific expertise supporting outbound and inbound sales development functions
- Core RevOps Competencies: Deep hands-on experience in territory carving, capacity modeling, quota setting, and process governance
- System Design & Administration: Advanced proficiency in Salesforce (SFDC) reporting, workflow mechanics, and lead-routing tools. Strong experience collaborating on system architecture changes is required
- Technical Savvy: Experience working with modern business intelligence platforms (e.g., Tableau, Sigma, PowerBI) and data-driven enablement tools
- Analytical Problem Solver: Proven capability to translate messy, disparate pipeline data into structured, actionable insights for senior executive presentation
- Change Management Champion: Excellent communication skills with a track record of driving cross-functional alignment, managing system rollouts, and training sales teams on process governance
- Prior experience operating in an enterprise SaaS or high-growth B2B technology environment
- Direct experience managing integrations, database merges, or system consolidation projects
- Familiarity with lead-routing software, conversational marketing tools, and account-based intelligence platforms
Benefits
- All full-time employees participate in our ownership program
- Flexible work culture; remote, hybrid and in-office collaboration spaces vary by role, team and location
- Generous time off, including local holidays and the annual “Dim the Lights” period in late December, based on departmental needs
- Comprehensive wellness programs and mental health support
- Learning and development resources, including professional development tools and tuition reimbursement
- The technology and tools you need to do your best work
- Motivosity employee recognition program
- A culture rooted in inclusivity, support, and meaningful connection
Company Overview