Note: The job is a remote job and is open to candidates in USA. Clio is a global legal AI technology company empowering legal professionals and law firms to work smarter, faster, and more securely. The Senior Manager, Sales Operations will lead revenue operations for high-velocity SMB sales, optimizing processes, systems, territories, forecasting, and analytics. The role partners with Sales, Marketing, Customer Success, Finance, and Product to support sustainable growth and operational excellence.
Responsibilities
- Building, leading, and mentoring a high-performing Revenue Operations team specifically focused on supporting high velocity sales in the SMB segment
- Partnering with Senior Sales Leadership on OKR's to develop and operationalize revenue strategies aligned with Clio's growth objectives
- Building tools, frameworks, and processes that support new market entry, expansion motions, and renewals at scale with an AI-Forward approach
- Driving cross-functional alignment and consistency in operational practices between global and regional teams
- Identifying, designing, and implementing improvements to revenue workflows and processes to increase efficiency, scalability, and visibility across regions
- Owning and optimizing the systems Sales Teams interact with such as Salesforce, Gong, Chili Piper, LeanData, Letter AI, Openprise, Salesloft, Scratchpad
- Ensuring processes scale effectively to support expansion, regional nuances, and future product growth
- Ensuring the revenue technology stack adequately supports the unique requirements of various go-to-market channels
- Developing accurate, global sales territories using historical data, pipeline analysis, and market trends
- Partnering with sales leadership and compensation teams to establish realistic targets, quotas, and capacity plans across regions and segments
- Driving rigor and consistency in forecasting and pipeline management
- Owning and enforcing Rules of Engagement (ROE) policy governing account ownership, lead routing, and cross-team crediting across Sales, Marketing, and Partner motions
- Adjudicating ROE disputes and maintaining documented precedent so rulings stay consistent as edge cases recur
- Updating ROE policy as new segments, channels, or partner motions are introduced, and driving Sales Leadership sign-off on changes
- Owning the design and delivery of Sales Leadership's recurring reporting cadence (weekly forecast, monthly business review, QBR), translating raw CRM data into leadership-ready insight
- Building and maintaining live dashboards (Salesforce Analytics) giving Sales Leadership real-time visibility into pipeline, forecast accuracy, and rep/segment performance
- Defining and governing the KPI framework used to evaluate segment and regional performance, ensuring one source of truth across Sales Leadership reviews
- Preparing and presenting recurring reports, dashboards, and insights on sales performance, key metrics, and strategic initiatives
- Delivering clear, actionable insights to Sales Leadership and cross-functional stakeholders to inform decision-making
- Analyzing sales metrics to identify trends, opportunities, and areas for improvement across the funnel that inform strategy, improve execution, and elevate global sales performance
Skills
- Strong analytical skills
- Strong written and verbal communication skills
- Bachelor's degree
- 5+ years of people leadership experience, managing 4+ direct reports
- 10+ years in operations, sales, management consulting, finance, investment banking, or other analytical and strategic roles
- Comfortable in a matrix environment — influencing without direct authority across multiple functional teams
- Roll-up-your-sleeves mentality — this is a builder role, not a manager-only role
- Familiarity with core GTM tools including Salesforce, SalesLoft, Gong, CPQ platforms, Professional Services Automation (PSA) and Customer Success platforms
- Strong project management skills and the ability to mobilize cross-functional teams towards a common goal
- Strong communication skills, including written and verbal communication experience with senior leadership
- Deep interest in analyzing data and the ability to see beyond the numbers to drive sound decision-making
- Comfort using and developing reports, metrics, and dashboards with salesforce.com, Tableau, PowerBI or other relevant sales metric tools and programs
- MBA preferred
- Previous Salesforce experience is a plus
Benefits
- Top-tier health benefits, dental, and vision insurance
- Hybrid work environment, with expectation for local Clions (Vancouver, Calgary, Toronto, Dublin and Sydney) to be in office minimum twice per week.
- Flexible time off policy, with an encouraged 20 days off per year.
- EAP benefits for you and household members, including counseling and online resources
- 401k matching and Child Education Savings
- Clioversary recognition program with special acknowledgement at 3, 5, 7, and 10 years
Company Overview