Sales Operations Manager

Sales Operations Manager

We're hiring a Sales Operations Manager based in New York City (hybrid: 3 days/week in-office). Reporting to our Lead Revenue Operations Manager (based in Paris), you will own the US sales operating system end-to-end: from our GTM stack and processes, to territory design and expansion motion. You'll be the go-to person for the Sales teams (especially in the US) and a key partner to leadership to scale a predictable, efficient, and data-driven revenue engine.

This is a highly strategic, hands-on role: you'll both shape the roadmap and ship improvements in Salesforce and our GTM stack that compound over time.

Strategic Partner to Sales & RevOps

• Act as the primary Sales Ops partner for BDRs/AEs/AMs, Leadership in NYC, helping them sell more and better by removing operational friction.
• Partner closely with the Lead Revenue Operations Manager in Paris on:
  • Territory & account planning (design, allocation, coverage models)
  • Process optimization across the revenue funnel (lead → opp → expansion/renewal)
  • Tooling roadmap & vendor decisions: jointly define the GTM tooling roadmap, evaluate new tools, and decide build vs. buy, ensuring global scalability.
  • GTM experimentation & A/B testing: identify, prioritize, and run experiments (new stages, new SLAs, new outreach tactics, pilot tools) and standardize what works.
  • Data model & governance: keep a consistent global data model (objects, fields, picklists), naming conventions, and documentation, and prevent "US-only hacks" that break global reporting.
  • Pricing, packaging & discounting guardrails: operationalize pricing/packaging decisions, approval workflows, and discounting rules inside Salesforce and CPQ/RCA.
• Translate business objectives into clear, scalable operating mechanisms (cadences, SLAs, workflows, governance).
• Challenge the status quo: proactively identify opportunities to increase conversion, velocity, and rep productivity – and turn them into actionable projects.

Systems Ownership: Salesforce & GTM Stack

• Be the owner of the Sales team stack, with a primary focus on Salesforce and its connected tools:
  • Salesforce (core + Revenue workflows)
  • Clay, Surfe, Apollo, Outreach, Slack, Gong, Make, Zapier, Dust, DocuSign (and others as we evolve).
• Design, implement, and maintain scalable architectures in Salesforce (objects, fields, validation, flows) aligned with global RevOps standards.
• Ensure the US instance of our stack is robust, well-governed, and documented, including permissions, roles, and guardrails.
• Own the tooling roadmap for the Sales team: evaluate vendors, build business cases, run pilots, coordinate rollouts, and secure adoption.

Automations, Integrations & Technical Execution

• Own and optimize automations and integrations across the GTM ecosystem using Salesforce, Make, Zapier, APIs, and native connectors.
• Design and maintain Flows, automation rules, and integrations that:
  • Eliminate manual work
  • Keep data in sync and reliable
  • Reduce cycle time and operational risk
• Ensure all critical integrations are monitored, resilient, and version-controlled, with clear rollback paths and incident playbooks.

Process Design & Optimization

• Build, optimize, and scale revenue processes across:
  • SLAs and handoffs (Marketing → BDR, BDR → AE, AE → AM/CS)
  • Opportunity management & stage definitions
  • Renewals, expansions, and upsell workflows
• Run continuous improvement loops: map current flows, identify bottlenecks, run experiments (A/B, pilots), measure impact, and industrialize what works.
• Make sure processes are simple, clear, and documented so new hires ramp quickly and existing reps don't get lost.

Deal Desk Partnership

• Work closely with the Deal Desk Manager to ensure seamless, compliant deal approvals in Salesforce:
  • Align on approval workflows, discounting guardrails, and exception handling.
  • Ensure Salesforce approval processes, RCA/CPQ configuration, and pricing logic support efficient selling without compromising control.

Governance, Change Management & Enablement

• Lead end-to-end change management:
  • Requirements & scoping
  • Design & build
  • UAT & deployment
  • Release notes, training, and enablement
• Ensure changes are communicated clearly, documented in Notion/Jira, and reinforced through guidance in tools (hints, flows, help text, Looms).
• Balance speed and control: move fast where it's low-risk, and implement guardrails where it matters (approvals, pricing, data quality, access).

What We Look For

• 7+ years in Sales Operations / Revenue Operations, including experience in B2B SaaS and working with US sales teams.
• Salesforce expertise is mandatory (admin/config, reporting, automation).
• Salesforce RCA or CPQ experience and hands-on exposure to Revenue/Quote-to-Cash workflows.
• Strong experience across our GTM stack: Salesforce, HubSpot, Clay, Surfe, Outreach, Slack, Gong, Make, Zapier, Dust, DocuSign (or comparable tools).
• Proven track record of:
  • Implementing new tools and processes from selection to rollout and adoption
  • Leading change management in Sales orgs (communications, training, reinforcement)
  • Cleaning up messy orgs and leaving them simpler and more scalable
• Ability to translate ambiguous sales needs into crisp, scalable processes and systems – you're not just taking requests, you're building the GTM engine.
• Comfortable being both strategic and hands-on: you can talk roadmap with leadership and then jump into Salesforce to build.
• Nice to have:
  • AI automation/agent experience
  • ACE pipeline management (AWS) experience
• Excellent communication and enablement skills; you know how to influence AE/AM/BDR leadership and drive adoption across teams and time zones.
• NYC-based, able to work in-office at least 3 days per week and collaborate effectively with a Paris-based RevOps team.

What Success Looks Like

• Sellers spend less time on admin and more time selling; BDRs/AEs hit SLAs without constant chasing.
• US pipeline quality, forecast accuracy, and conversion rates improve measurably (lead → opportunity, stage-to-stage, renewal/expansion).
• Territories, processes, and tools scale as we grow headcount and revenue – without breaking.
• Salesforce and the GTM stack are seen by Sales as a competitive advantage, not a tax.
• You're recognized internally as the owner of core GTM workflows and stack for the US, and a trusted strategic partner to the Lead RevOps and Sales Leadership.

What's in it for you?

• Flex Life: Remote, hybrid, & in-office options, including working from our NY office, located in Soho + $500 stipend to help you set up your ideal workspace.
  • Monthly allowance of 50 dollars for people who regularly (hybrid work set-up) come to the office in NYC (at least 10 days per month).
• Health Benefits: We offer medical, dental, & vision insurance options