Senior Sales Operations Manager

About This Role

About Tantalus Systems (TSX: GRID)

Tantalus is a technology company dedicated to helping utilities modernize their distribution grids by harnessing the power of data across all their devices and systems deployed throughout the entire distribution grid – from the substation to the EV charger located behind the meter. We offer smart grid solutions across multiple levels: intelligent connected devices, communications networks, data management, enterprise applications and analytics. Learn more at http://www.tantalus.com/.

Come join us if you’re interested in being part of an entrepreneurial team, solving complex technical problems and delivering innovative solutions that will directly impact the electrification of everything and the decarbonization of our society.

We have operations throughout the United States and Canada with offices in Burnaby (British Columbia, Canada), Raleigh (North Carolina, USA), and Norwalk (Connecticut, USA).

This position offers a competitive salary plus variable compensation based on performance targets and business objectives. Tantalus also offers generous benefits, including medical, dental and vision plans, healthcare and dependent care flexible spending accounts and paid time off.

The Opportunity

Tantalus Systems is seeking a Senior Sales Operations Manager to own and operate the end\-to\-end sales operations engine. This role is accountable for driving data integrity, pipeline discipline, and operational rigor across the Sales organization, with a direct impact on forecasting accuracy, sales velocity, and revenue performance.

You will serve as the system owner for Salesforce and Altify, ensuring consistent adoption, high\-quality data, and actionable insights that enable confident decision\-making at both the leadership and Board level.

This role requires a hands\-on operator who can enforce standards, challenge assumptions, and drive accountability across the Sales organization, while also building scalable processes and analytics frameworks to support growth.

Location of Position

This is a hybrid position based in our Raleigh, NC office. A remote position may be considered for the right candidate.

Specifically, the Senior Sales Operations Manager is responsible for:

Sales Operations Ownership

• Own the end\-to\-end sales operations function, including CRM governance, pipeline management, forecasting, and reporting
• Establish and enforce standards for data quality, pipeline hygiene, and sales process adherence across all sales motions
• Serve as the single point of accountability for sales data accuracy, system integrity, and reporting consistency
• Drive operational rigor and discipline across the Sales organization in partnership with Sales leadership

Salesforce.com \& Altify System Leadership

• Serve as system owner for Salesforce, including configuration, reporting, dashboards, and ongoing optimization
• Translate sales processes into scalable system workflows, automation, and tools
• Drive adoption and effective use of Altify to support deal qualification, account planning, and opportunity strategy
• Partner with internal teams to manage integrations across the commercial tech stack

Forecasting \& Pipeline Management

• Lead structured pipeline reviews and forecasting cadences with Sales leadership
• Ensure pipeline data accurately reflects deal health, stage progression, and probability
• Identify risks, gaps, and inconsistencies and drive follow\-through to resolution
• Build and continuously improve forecasting models, methodologies, and accuracy across reporting cycles
• Establish pipeline coverage expectations and territory\-level visibility

Sales Performance \& Analytics

• Define, build, and maintain dashboards and reporting that provide clear visibility into performance and trends
• Establish and manage KPI frameworks across Sales, Business Development, and Channel teams
• Track and analyze key metrics including pipeline coverage, conversion rates, sales cycle length, win rates, and retention
• Identify opportunities to improve sales velocity, productivity, and operational efficiency

Process Governance \& Enablement

• Define and maintain sales process standards, including stage definitions, exit criteria, and required data inputs
• Enforce adherence to processes and escalate gaps or non\-compliance with Sales leadership
• Support onboarding and ongoing training of Sales team members on systems, tools, and expectations
• Partner with Sales, Marketing, and Finance to standardize lead management, qualification, and reporting workflows

Strategic \& Cross\-Functional Impact

• Partner with Sales leadership, Finance, and Executive Team on territory planning, target setting, and compensation planning inputs
• Deliver executive\-level reporting and insights to support strategic decision\-making and Board\-level discussions
• Support go\-to\-market strategy through data\-driven insights and operational recommendations
• Contribute to building a scalable, predictable revenue operating model

What you bring

• Education and experience:*

• 8–10\+ years of experience in Sales Operations, Revenue Operations, or Commercial Analytics
• Deep expertise in Salesforce (configuration, reporting, dashboards, data governance, and process design)
• Strong experience with Altify or similar enterprise sales methodologies
• Proven track record of improving forecasting accuracy and enforcing pipeline discipline
• Experience building KPI frameworks and analytics models across multiple sales motions
• Strong analytical capability with the ability to translate data into clear, actionable insights
• Experience supporting B2B enterprise sales teams, ideally in a technology environment
• Proficiency with Excel and business intelligence tools (e.g., Tableau, Power BI)
• Demonstrated ability to influence and hold senior stakeholders accountable

What We’re Looking For

• A systems\-oriented operator who brings structure, rigor, and consistency to sales execution
• High ownership mindset with the confidence to enforce standards and challenge Sales leaders when needed
• Strong balance of technical depth and business acumen
• Ability to operate at both a tactical and strategic level
• Reliable, precise, and execution\-focused with a bias for action

Why This Role Matters

This role is critical to building a scalable and predictable revenue engine at Tantalus. Success will be measured by improved forecasting accuracy, stronger pipeline discipline, increased sales velocity, and the establishment of a high\-integrity sales operating system that enables growth.

If you possess some of the key skills and experiences outlined in the job posting and are genuinely interested in the position, we invite you to take a chance and submit your application. We value diverse perspectives, unique skills, and believe in the power of potential over specific qualifications.

Tantalus is committed to employment equity and building a diverse workforce. We welcome and encourage Indigenous applicants, people of colour, all genders, 2SLGBTQ\+ and persons with disabilities to apply. Accommodations are available on request for candidates taking part in all aspects of the selection process. For a confidential inquiry, simply email us at careers@tantalus.com.