Sales Operations Manager

About This Role

Sales Operations Manager

IEEPA Tariff Refund Initiative · Figure Financial

We are hiring a sales operations builder to stand up the engine behind our tariff refund practice. You will own the systems, data, and process that turn a promising pilot into a motion we can run at scale across a full team. This is a build role, not a maintenance role.

The opportunity

Figure Financial recovers money the government owes to U.S. businesses. We built the company on Employee Retention Credit work, serving more than 8,000 businesses and identifying over $800M in benefits for them. We are now running the same playbook on a larger opportunity: IEEPA tariff refunds, where roughly $175 billion in duties became refundable after the Supreme Court struck down the 2025 tariff program.

The work is technical, time\-bounded, and outside what most firms can handle. Our edge is the complex cases, the refunds that brokers and importers cannot easily file themselves. To win that market at scale, we need someone who can build the sales operation that finds the right targets, reaches them efficiently, and hands a clean, repeatable motion to a growing team.

What you will do

• Own the CRM. Configure and run NetSuite for this initiative: lead loading, dispositions, pipeline hygiene, and the reporting leadership relies on.
• Build the target lists. Use trade data and sourcing tools to identify and prioritize licensed customs brokers and importers with real refund exposure, weighted toward the complex transaction types below rather than the straightforward filings most brokers already handle. Estimate duty exposure from manifest data so we reach the highest\-value prospects first.
• Run the outreach machine. Manage multi\-channel cadences and deliverability across our sending tools, and keep the booking flow clean from first touch to scheduled consultation.
• Turn the pitch into a system. Convert our messaging and our specialty qualification logic into repeatable scripts, sequences, and playbooks a new rep can pick up and run.
• Own the numbers. Build the dashboards and the single source of truth for pipeline and conversion metrics, so everyone reads the same figures.
• Learn the domain. Get under the hood of the CAPE refund process and the specialty cases well enough to make targeting and messaging genuinely smart, not generic.
• Enable scale. Design the operational pathway that lets us deploy multiple reps against this opportunity without the wheels coming off.

Your first 90 days

• Document the current pilot motion into a repeatable, written playbook.
• Stand up clean targeting: prioritized broker and importer lists with an exposure\-based ranking.
• Deliver one source\-of\-truth dashboard the team trusts.
• Name the two or three biggest bottlenecks to scale and fix the first one.

The transaction types you should recognize

Our edge is the entries a broker's easy\-button process cannot touch. Most licensed customs brokers have straightforward CAPE filings handled in\-house. The money sits in the complex cases, so we need someone who can hear a broker or importer describe their operation and immediately know whether it fits one of ours. If you have worked around any of the following, you already speak the client's language:

• Bonded warehouse withdrawals. Goods stored duty\-deferred and released in stages, where each withdrawal is its own duty event on its own clock, so a single account can need several different refund paths at once.
• Foreign Trade Zone (FTZ) admissions and weekly entries. Goods that lock in a classification and rate at admission, then get released later, where a single weekly filing blends several different rates into one number.
• Reconciliation entries. An importer files provisionally and fixes the final value, classification, or origin later on a separate reconciliation filing, so the refund clock and the reconciliation clock run on two different tracks.
• Liquidation timing and protest deadlines. Knowing which entries are still open, which have closed, and which are approaching a hard filing deadline, since a missed date is money lost permanently.
• Duty drawback. An importer recovers duty on goods later exported or destroyed, which can overlap with a tariff refund on the same goods if the two are not sequenced correctly.
• Importer\-of\-record changes. A merger or acquisition that shifts who is legally the importer, which changes who has the right to claim a refund on entries filed before and after the change.
• Country\-of\-origin disputes. Goods assembled in one country from components made in another, where the refund depends on a legal origin determination, not just where the box shipped from.

You do not need to be able to file any of this yourself. Our analyst team owns that. You need enough working familiarity to build smarter target lists, write qualifying questions that actually separate a real opportunity from a broker who has it handled, and train a growing rep team to hear the difference on a call.

What we are looking for

• Three or more years in sales operations or revenue operations, ideally in a high\-volume outbound or services environment.
• Strong CRM administration skills. NetSuite is a plus, and Salesforce or HubSpot experience translates.
• Fluency with sales engagement and prospecting tools such as Instantly, Smartlead, Outreach, Apollo, or Clay, or close equivalents.
• Real data chops. You can build enrichment workflows, clean messy lists, and stand up dashboards. Strong Excel required, SQL a plus.
• A builder, not just an operator. You create repeatable motions rather than only running someone else's.
• Comfort with ambiguity. This is an early initiative, and you will build the plane while flying it.
• Curiosity to learn a technical regulatory domain fast.

Bonus points

• Direct experience with one or more of the transaction types above, whether from a customs brokerage, an importer's trade compliance team, or a specialty tax or refund practice.
• Familiarity with trade data platforms such as Panjiva, Descartes Datamyne, or ImportGenius.
• Experience scaling an outbound motion from pilot to a multi\-rep team.
• Background in a similar refund or incentive services play, such as ERC, R\&D credits, or specialty tax.

Who you will work with

You will report to Director of Sales Operations and partner daily with our CRO and the analysts who deliver the refund work. This is a high\-visibility role with a direct line of sight to the people building the initiative.

Details

• Location: Remote, or hybrid in Orem, UT
• Type: Full time
• Compensation: $115,000 to $130,000 base, plus a 20% performance variable at plan, putting total compensation in the $140,000 to $155,000 range.
• Title and level flex to experience, from Analyst to Senior Manager.

Pay: $115,000\.00 \- $155,000\.00 per year

Benefits

• 401(k)
• 401(k) matching
• Dental insurance
• Health insurance
• Health savings account
• Paid time off
• Vision insurance

Work Location: Remote