Sales Operations Manager (Software background required)

About the Role

The Sales Operations Manager owns the systems, data, and processes that power VertexOne’s go-to-market engine. Sitting at the intersection of sales technology, analytics, forecasting, and cross-functional process governance, this is a high-impact, hands-on role for someone who thrives on turning data into decisions and operational complexity into clarity.

You will serve as a key partner to the Chief Revenue Officer (CRO) and sales leadership—maintaining the integrity of our CRM environment, driving forecast discipline, enabling a high-performing SaaS sales team, and helping build the reporting infrastructure that keeps the business aligned from the rep level to the board room.

Key Responsibilities

Time allocations are approximate and reflect general priorities. Actual distribution will vary based on business needs.

1. CRM & Territory Management (~25%)

• Own Salesforce data quality through regular audits, field-level maintenance, and rep-level accountability conversations.
• Administer all core Salesforce functions—licenses, user permissions, page layouts, custom fields, opportunity stages, and validation rules—ensuring consistent adoption across Sales, Marketing, Finance, and Customer Success.
• Troubleshoot CRM issues reported by the sales team; provide hands-on support for report building and pipeline analysis.
• Maintain and optimize integrations between Salesforce and key systems, including HubSpot and the DealHub CPQ tool.
• Administer DealHub CPQ: manage pricing catalogs, discounting rules, and approval workflows; troubleshoot quoting issues; ensure data accuracy through the CPQ → Salesforce → Finance pipeline.
• Partner with Marketing to build and maintain lead tracking rules; report on KPIs for lead creation and follow-up.
• Maintain account and territory assignment rules, including segmentation logic and ownership change protocols.

2. Reporting & Analytics (~20%)

• Review and evolve dashboard content in partnership with the CRO and senior leadership, ensuring dashboards reflect management priorities and drive actionable decisions.
• Produce regular pipeline reports for the CRO and sales leadership, including change commentary and trend analysis. Collaborate with reps so that CRM reporting genuinely supports pipeline execution.
• Support board-level reporting by preparing a consistent, repeatable set of marketing and sales productivity metrics as directed by the CRO and CFO.
• Under CRO direction, support the Revenue Momentum reporting format—working cross-functionally with Marketing, Finance, Operations, and Product to present a full-revenue-engine picture of the business through monthly KPIs.

3. Forecasting & Pipeline Governance (~25%)

• Lead data preparation for bi-weekly forecast calls: update reports, validate opportunity data, and surface risks proactively.
• Track forecast accuracy by rep, region, and product line; identify patterns and recommend corrective actions.
• Maintain forecast status categories (Commit, Best Case, Pipeline) and hold reps accountable for timely, accurate updates.

4. Process Design & Sales Enablement (~15%)

• Document and maintain standard operating procedures for lead handoff, qualification steps, stage definitions, and exit criteria, including MEDDPICC framework alignment.
• Support new-hire onboarding by training reps on Salesforce, reporting workflows, and sales process standards.
• Coordinate with Marketing to ensure alignment on MQL/SQL definitions and campaign attribution rules.

5. Cross-Functional Coordination (~15%)

• Collaborate with Finance and Commercial Operations to ensure bookings, ARR calculations, and contract terms are aligned across systems.
• Partner with Marketing to analyze, track, and report on pipeline generation performance, program effectiveness, and funnel conversion.

Required Qualifications

• 4–6 years of experience in Sales Operations, Revenue Operations, preferably within a B2B SaaS environment.
• Salesforce proficiency is required—including report/dashboard building, field configuration, workflow rules, and user administration.
• Advanced Excel or Google Sheets skills (pivot tables, lookups, modeling); proficiency in Microsoft PowerPoint for executive-level deliverables.
• Demonstrated experience with CPQ tools (DealHub experience a plus) and CRM–adjacent integrations.
• Strong analytical mindset with a strong process discipline, data accuracy, and continuous improvement.
• Excellent communication skills—comfortable presenting to senior leadership and working across Sales, Marketing, Finance, and Customer Success.
• Proven ability to manage multiple priorities in a fast-moving organization.

Preferred Qualifications

• Experience with subscription revenue models and ARR/NRR metrics in a SaaS context.
• Familiarity with lead scoring, MQL/SQL lifecycle management, and demand generation workflows.
• Hands-on experience with BI tools such as Tableau, Power BI, or Looker Studio.
• Exposure to MEDDIC or MEDDPICC sales qualification methodologies.
• Familiarity with AI productivity tools such as Claude, ChatGPT, or Microsoft Copilot.

Why VertexOne

VertexOne is the leading provider of utility CIS and customer engagement software for energy and water utilities across North America. We are in a period of strong growth—expanding our product portfolio, scaling our go-to-market motion, and building the operational infrastructure to support it. This role is a high-visibility opportunity to help shape that foundation from the ground up.

Compensation & Logistics

• Location: Remote
• Benefits: Comprehensive medical, dental, and vision coverage; 401(k) with employer match; flexible PTO; professional development budget.

JobFamily

Sales

JobFunction

Front-line Manager

PayType

Salary

EmploymentIndicator

Regular

HiringMinRate

130000

HiringMaxRate

150000