Sales Operations Manager - Strategic Accounts

About This Role

Description

The Sales Operations Manager is a member of the Revenue Operations team, responsible for driving operational excellence for the Strategic Accounts segment. Revenue Operations sets the global strategy, standards, and process governance that apply across the organization.

This role is accountable for the operating cadence, pipeline quality, forecasting inputs, quoting support, and insight generation that help the Strategic Accounts team identify, pursue, and expand complex customer relationships with consistency and speed. The role is centered on sales operations support for Strategic Accounts and partners closely with segment leadership, Finance, Marketing Operations, and the central RevOps function to improve execution and decision\-making.

Top Priorities and Outcomes

• The Improve pipeline accuracy and inspection discipline across the Strategic Accounts team.
• Increase forecast quality by strengthening opportunity hygiene, stage integrity, and risk visibility.
• Reduce speed\-to\-quote friction through clearer processes, better intake management, and disciplined exception handling.
• Create consistent visibility into seller productivity, funnel performance, and whitespace\-based expansion opportunities.
• Standardize core operating rhythms, reporting, and process adherence for Strategic Accounts within the broader RevOps framework.

Responsibilities

Operational Support and Execution

• Own the day\-to\-day sales operations support model for Strategic Accounts, including operating cadence, process adherence, issue resolution, and inspection readiness.
• Identify and remove bottlenecks that slow speed to quote, opportunity progression, or forecast visibility within the Strategic Accounts team.
• Build and maintain intake and support processes for deal support requests, custom opportunities, and quoting\-related needs.
• Train new hires on systems, processes, and operating standards to accelerate ramp\-up and drive consistent adoption.

Data Analysis and Performance Reporting

• Analyze Strategic Accounts seller performance, conversion rates, deal cycle times, pipeline coverage, and seller\-level productivity, providing clear reporting and actionable insight to segment leadership and the central RevOps team.
• Conduct whitespace and penetration analysis across existing and target accounts to identify opportunities to expand into additional Halo solutions and service lines.
• Build and maintain standardized dashboards and reporting that improve visibility into seller productivity, account penetration, expansion potential, and overall funnel performance.
• Contribute to monthly, quarterly, and annual reporting packages using shared RevOps reporting frameworks.
• Identify process, structural, or inspection improvements based on data and escalate broader organizational opportunities to RevOps leadership.

Pipeline Management and Forecasting

• Partner with Strategic Accounts leadership to run a disciplined weekly pipeline review process, with a strong focus on opportunity quality, stage integrity, and pipeline hygiene.
• Build and manage dashboards that provide leadership with real\-time visibility into pipeline health, funnel movement, win/loss trends, forecast risk, and performance against revenue targets.
• Improve forecast quality by analyzing movement patterns, slippage, conversion behavior, and historical trends, and by ensuring reliable inputs into the company\-wide forecast.
• Surface key deal risks, gaps, and inspection findings early so leadership can take timely action.

Sales Process and Infrastructure

• Implement and continuously improve core sales processes for Strategic Accounts, including lead intake, qualification, opportunity management, quoting workflows, and handoff standards.
• Maintain operational playbooks, workflow documentation, and standardized procedures that support consistency, scalability, and clear role accountability.
• Monitor adherence to company\-wide sales process standards, flagging deviations and working collaboratively to resolve them.

Pricing, Quoting, and Deal Support

• Apply company pricing guidelines, margin targets, and quote templates to Strategic Accounts pursuits, ensuring quotes are accurate, competitive, and aligned with profitability expectations.
• Track quoting turnaround, escalation points, and recurring friction themes in order to improve speed to quote and decision quality.
• Escalate pricing exceptions and non\-standard deal structures through the appropriate governance channels.

Cross\-Functional Collaboration

• Partner with central RevOps on systems, reporting standards, process governance, and inspection practices that should scale across the organization.
• Work with Finance to support forecast alignment, revenue tracking, and planning inputs tied to the Strategic Accounts segment.
• Collaborate with Marketing Operations and segment leadership on account segmentation, whitespace analysis, and expansion\-oriented insight generation.

Success Measures Year 1

• Pipeline reviews are more consistent, data\-driven, and trusted by leadership.
• Forecast quality improves through better hygiene, clearer inspection, and fewer late\-stage surprises.
• Quote turnaround becomes faster and bottlenecks are more visible and manageable.
• Leadership has regular visibility into seller productivity, funnel health, and whitespace\-based expansion opportunities.
• Strategic Accounts operates with clearer process discipline and stronger alignment with the central RevOps model.

Requirements

Required

• 5 or more years of experience in Sales Operations, Revenue Operations, or Business Operations
• Experience in promotional products, marketing services, branded merchandise, or a similar industry involving product sourcing and vendor coordination
• Strong knowledge of CRM platforms and reporting and dashboard tools
• Ability to work within a centrally governed operational framework, applying standards consistently while adapting to the needs of a specific sales segment
• Exceptional analytical skills with the ability to translate data into insights and actionable recommendations
• Strong process discipline and the ability to maintain standards consistently while identifying and escalating gaps or improvements
• Excellent communication skills and the ability to influence without authority across organizational layers
• Understanding of pricing structure, margin considerations, and quoting workflows in a complex commercial environment.

Preferred

• Experience embedded within a sales segment as part of a larger, centralized Revenue Operations or Sales Operations organization
• Familiarity with outreach automation, desk operations, or quoting platforms
• Experience contributing to company\-wide pipeline management and forecasting programs

Compensation: The estimated base salary range for this position is between $90,000 and $120,000 annually. Please note that this pay range serves as a general guideline and reflects a broad spectrum of labor markets across the US. While it is uncommon for candidates to be hired at or near the top of the range, compensation decisions are influenced by various factors. At HALO, these include, but are not limited to, the scope and responsibilities of the role, the candidate's work experience, location, education and training, key skills, internal equity, external market data, and broader market and business considerations.

Benefits: At HALO, we offer benefits that support all aspects of your life, helping you find a work\-life balance that’s right for you. Our comprehensive benefits include nationwide coverage for Medical, Dental, Vision, Life, and Disability insurance, along with additional Voluntary Benefits. Prepare for your financial future with our 401(k) Retirement Savings Plan, Health Savings Accounts (HSA), and Flexible Spending Accounts (FSA).

Application Information: To apply to this opportunity, click the APPLY button at the top right or very bottom of the screen to complete our online application. A resume is optional, so you may choose to upload and have the application prefill with your information. There are 5 sections to complete in total, including General information, Work History, Education, Compliance, and optional demographic questions. Once you have successfully submitted your application, you will receive a submission confirmation email from our system.

Application Deadline: Applications are reviewed and processed only when there is a specific need or opportunity, rather than on a fixed schedule or at a set deadline. Because they are reviewed on an as\-needed basis, a job posting will be removed once the position has been filled or is no longer available.

More About HALO: At HALO, we energize our clients' brands and amplify their stories to capture the attention of those who matter most. That’s why over 60,000 small\- and mid\-sized businesses partner with us, making us the global leader in the branded merchandise industry.

• Career Advancement: At HALO, we’re passionate about promoting from within. Internal promotions have been key to our exponential growth over the past few years. With so many industry leaders at HALO, you’ll have the opportunity to accelerate your career by learning from their experience, insights, and skills. Plus, you'll gain access to HALO’s influential global network, leadership opportunities, and diverse perspectives.
• Culture: We love working here, and we’re confident you will too. At HALO, you’ll experience a culture of ingenuity, inclusion, and relentless determination. We push the limits of possibility and imagination by staying curious, humble, and bold breaking through yesterday’s limits. Diversity fuels our creativity, and we thrive when each of us contributes to an inclusive environment based on respect, dignity, and equity. We hold ourselves to a high standard of excellence with a commitment to results and supporting one another with accountability, transparency, and dependability.
• Recognition: At HALO, your success is our success. You can count on us to celebrate your wins. Colleagues across the company will join in recognizing your milestones and nominating you for awards. Over time, you’ll accumulate recognition that can be converted into gift cards, trips, concert tickets, and merchandise from your favorite brands.

HALO is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We insist on an environment of mutual respect where equal employment opportunities are available to all applicants without regard to race, color, religion, sex, pregnancy (including childbirth, lactation and related medical conditions), national origin, age, physical and mental disability, marital status, sexual orientation, gender identity, gender expression, genetic information (including characteristics and testing), military and veteran status, and any other characteristic protected by applicable law. Inclusion is a core value at HALO and we seek to recruit, develop and retain the most talented people.

HALO participates in E\-Verify. Please see the following notices in English and Spanish for important information: E\-Verify Participation and Right to Work.

HALO is committed to working with and providing reasonable accommodations to individuals with disabilities. If you need reasonable accommodation because of a disability for any part of the employment process – including the online application and/or overall selection process – you may email us at hr@halo.com. Please do not use this as an alternative method for general inquiries or status on applications as you will not receive a response. Reasonable requests will be reviewed and responded to on a case\-by\-case basis.