Note: The job is a remote job and is open to candidates in USA. Outreach is an agentic AI platform for revenue teams, helping organizations automate workflows and improve revenue performance. The Senior Sales Operations Manager will own Sales Operations for the Enterprise segment and SDR organization, leading territory design, forecasting, KPI reporting, process optimization, and AI-enabled GTM workflows.
Responsibilities
- Territory Design Strategy: Own Enterprise account territory design and ownership strategy
- Define key performance metrics, create reports and dashboards to derive insights into the health of the business, identify areas of weakness, and present improvement recommendations to the Enterprise segment leader
- Conduct in-depth business analysis of the Enterprise segment and identify growth opportunities. Develop key insights to drive critical business decisions
- Drive forecast management excellence to ensure sustained, predictable growth across all business units, and own weekly forecast calls
- Demonstrated ability to drive continuous improvement in scalable sales/business processes and deliver results
- Strong stakeholder management skills – able to manage upwards effectively and demonstrate confidence in presenting ideas with executive audiences
- Own end-to-end SDR operations: process design, workflow optimization, and continuous improvement across prospecting, outbound, and pipeline hand-off motions
- Define and manage SDR KPIs and reporting – activity metrics, conversion rates, meetings set/held, pipeline sourced, and quota attainment – with dashboards that give SDR leadership real-time visibility into team health
- Partner with SDR leadership to design and launch AI GTM agents and agentic AI workflows that automate prospecting, lead scoring, sequencing, and follow-up, improving rep productivity and pipeline velocity
- Identify opportunities to apply AI and automation across the broader GTM motion (segmentation, routing, forecasting, coaching) and drive adoption in partnership with Enablement and RevTech teams
- Bring a data-first approach to every conversation with sales leadership: use data to surface insights, test hypotheses, and make recommendations rather than relying on anecdote or intuition
- Build scalable processes and playbooks that support a growing SDR org, and partner cross-functionally to ensure SDR-to-AE hand-offs are seamless and measurable
Skills
- 7–8+ years of sales operations experience
- Sales Ops experience supporting enterprise or global segments. Experience supporting SDR/BDR organizations
- A data-first mindset – genuinely believes in using data for insight generation, and is comfortable challenging sales leadership with data-backed recommendations
- Excellent problem solving and analytical skills with the ability to translate complex ideas/data into consumable insights
- Pipeline management and forecasting experience
- Experience defining and reporting on SDR/BDR KPIs and activity metrics
- Strong communication and presentation skills
- Solid understanding of the tech industry and the SaaS world and demonstrable knowledge and understanding of sales disciplines
- Solid functional understanding of salesforce.com CRM; strong experience with creating and maintaining reports and dashboards
- Strong sense of urgency, to take initiative and commitment to see things through toward actionable outcomes and results
- Flexible team player, with a bias for action
- Ability to balance sharp focus on measurable outcomes with deep and genuine empathy for people, customers, and the business
- This is a hands-on position; the ideal candidate must be willing to “roll up their sleeves”
- Bachelor's degree in business, Finance, or relevant field
- Advanced Excel knowledge
- Demonstrated experience (or strong interest and aptitude) launching or scaling AI agents, agentic AI, or automation tools within a GTM or revenue operations context
- Knowledge of Outreach, ZoomInfo, LinkedIn Navigator and various AI LLM tool (Claude preferably) is a plus
- MBA is a plus
Benefits
- Flexible time off
- 401k to help you save for the future
- Generous medical, dental, and vision coverage for full-time employees and their dependents
- A parental leave program that includes options for a paid night nurse, and a gradual return to work
- Infertility/ assisted reproductive services benefit
- Employee referral bonuses to encourage the addition of great new people to the team
- Snacks and beverages in the Office, along with fun events to celebrate
- Diversity and inclusion programs that promote employee resource groups like Outreach Women's Network, Latinx community, Outreach Black Connection, AAPI community, Pride/LGBTQIA+, Gender+, Disability Community, and Veterans/Military
- Remote work within the U.S.
Company Overview