About the Role
Manager, Sales Operations who will own the operational core of the sales team, focusing on the sales-assist motion layered on top of a PLG model. This is a high-ownership, player-coach role requiring a 'baker' mindset: someone who builds from raw ingredients, produces consistent output at volume, and creates reproducible recipes for a team to follow. The role involves managing a small offshore Sales Ops pod and BDR management to make the sales team more productive, consistent, and data-driven.
Responsibilities
• Lead the Sales Ops Pod (Player-Coach): Direct a small offshore team of Sales Ops builders/admins (SFDC admin, reporting, automation) and set the bar for output quality. • BDR Management: Own BDR management (BDR manager reports here) and define workflow standards, prioritization, and discovery/objection playbooks. • Own the Sales-Assist GTM Motion: Manage the backbone of Netlify’s sales-assist workflows, specifically hot leads (inbound routing) and PQAs (Product Qualified Accounts). • Drive the Pro-to-Enterprise Motion: Own reporting infrastructure for conversion goals (1 per day target), identify coverage gaps, and work with stakeholders to improve conversion rates. • Own the Salesforce Stack: Handle day-to-day operations (hygiene, flows, report maintenance), build attribution logic, and maintain the account data foundation (Account ≠ team). • Data Integrity: Run large-scale data operations (bulk reassignments, LeanData routing, de-duplication) and ensure sync between Salesforce, HubSpot, Gong, billing, and Snowflake. • Support Forecasting and Performance: Maintain weekly sales reporting cadence, pipeline reviews, and forecast inputs; surface insights rather than just charts. • Enablement: Build and deliver enablement for new workflows/tools and maintain SOPs for independent execution by offshore resources.
Must Have
• 4–7 years in Sales Operations at a B2B SaaS company (sales-adjacent ops, not analytics or marketing ops) • Deep Salesforce fluency: building reports/dashboards from scratch, managing account ownership at scale, building process flows, and understanding the SFDC data model • Direct experience partnering with BDR/SDR and AE teams and understanding quota/sales cycles • Experience in a player-coach role managing teams or offshore contractors • Familiarity with PLG + sales-assist GTM models • Hands-on-keyboard builder skills: comfortable building lightweight automation (SFDC flows, CLI, scripts, scheduled jobs, API-level integrations) • Root cause orientation and executive presence to present to sales leadership
Nice to Have
• Salesforce Admin certification is a plus
