Senior Manager, Sales Operations

About This Role

Sales Strategy, Planning \& Financial Partnership

• Serve as a strategic partner to Sales, Finance, and HR on annual and long range planning, including headcount modeling, budget development, and P\&L planning
• Own the sales planning inputs that inform revenue targets, quota setting, capacity models, and compensation assumptions
• Ensure sales strategy, headcount, and quota structures are tightly aligned to budget, margin, and growth objectives
• Partner with Finance to translate top down financial targets into executable sales plans
• Partner with HR and Sales Leadership to support role design, capacity planning, and organizational scaling decisions

Strategic Sales Operating Model \& Quota Alignment

• Own analytical support for ACG’s strategic sales operating model for the direct selling organization
• Ensure quota structures, targets, and incentives align with budget, forecast, and growth priorities
• Partner with Finance and HR to ensure compensation plans are financially sound, motivating, and operationally executable
• Validate that changes in sales motions, coverage models, or incentives are reflected accurately in forecasts and financial plans
• Monitor performance against quotas and proactively identify risks or misalignment

Sales Performance \& Trend Analysis

• Own end to end sales performance analytics across channels, categories, and customer segments
• Identify trends, risks, and opportunities through rigorous analysis of revenue, pipeline health, conversion, productivity, and mix
• Build forward looking insights that inform sales strategy, resource allocation, and go to market decisions
• Establish and maintain a consistent operating rhythm for weekly, monthly, and quarterly performance reviews

Forecasting, Budget \& Financial Alignment

• Partner closely with Sales, Finance, and FP\&A to ensure forecast accuracy, budget alignment, and clear visibility to variances
• Serve as a steward of forecasting discipline, ensuring assumptions are sound, risks are surfaced early, and plans are realistic
• Build scenario modeling to support strategic decisions, capacity planning, and growth investments
• Translate financial data into clear implications for sales execution and leadership action

Executive \& Board Reporting

• Own development of executive and board level decks for Sales, including performance updates, forecasts, strategic initiatives, and progress against priorities
• Craft concise, compelling narratives that connect data to business outcomes
• Anticipate questions from executive leadership and the Board and ensure materials are decision ready
• Act as a trusted advisor to the SVP of Sales, providing clarity, perspective, and recommendations

Sales Operations \& Enablement

• Drive operational rigor across sales processes, metrics, and reporting
• Standardize dashboards, scorecards, and KPIs to ensure a single source of truth
• Partner cross functionally with Marketing, Finance, IT, and Sales Leadership to improve tools, workflows, and data quality
• Support go to market initiatives, role design, capacity analysis, and productivity optimization as the business evolves

Tools, Data \& Insights

• Leverage Salesforce, Tableau, Power BI, and related tools to deliver intuitive, actionable insights
• Continuously improve reporting automation and data visualization
• Ensure data integrity and consistency across systems and stakeholders

Equal Opportunity Employer

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