Roles & Responsibilities

Sales Operations

Maintaining pipeline hygiene, deal progression tracking, and CRM data quality standards across the GTM teams (SDRs, Pre-Sales, Sales and Customer Success Managers)
Own day-to-day SLA monitoring for SDR → Sales Manager → CS handoffs — flagging breaches and driving resolution with relevant stakeholders
Maintain territory and quota tracking frameworks ensuring data is current and accurate at all times
Support weekly and monthly Sales performance reporting packs for leadership

Sales Process & Funnel

Track and monitor MQL-to-SQL-to-opportunity conversion rates — identifying anomalies and working with the Sales Ops Manager to diagnose and resolve
Maintain lead lifecycle management rules — ensuring leads are correctly progressed, recycled, or disqualified in line with defined criteria
Coordinate with Marketing on inbound routing logic and lead assignment rules to ensure a clean handoff from Marketing into Sales

Renewals & CS Ops

Act as the primary RevOps owner for the Renewals pipeline — ensuring all contract renewal dates are tracked in the CRM and flagged to Sales Managers well in advance
Build and maintain a renewal forecasting tracker — monitoring at-risk accounts based on contract timelines, usage signals, and CS health inputs
Coordinate with Customer Success on renewal readiness — supporting renewal pipeline reviews for QBRs and MBRs
Support expansion motion workflows — identifying cross-sell and upsell triggers within the existing customer base and ensuring they are tracked and actioned in the CRM
Work with Deal Desk on renewal-specific commercial terms, discount approvals, and contract amendment workflows

Stakeholder & Cross-functional

Serve as the RevOps point of contact for Marketing — ensuring campaign data, UTM tracking, and attribution inputs flow accurately into the CRM
Partner with Finance on renewal revenue data integrity — ensuring accurate contract and billing information feeds into financial reporting
Contribute to QBR and MBR reporting packs with Renewals and Sales Ops performance data

Qualifications

Experience

4–6 years in Sales Ops, Renewals Ops, or RevOps in a B2B SaaS company
Hands-on CRM experience — Microsoft Dynamics 365 preferred, Salesforce acceptable
Demonstrated experience owning or supporting a sales/renewals pipeline or CS Ops process
Exposure to cross-functional collaboration across Sales, Marketing, and Customer Success
Background in Tax Tech, FinTech, or compliance-driven SaaS is a plus
Familiarity with expansion motion or upsell/cross-sell tracking workflows is a plus

Technical Skills

CRM: D365 or Salesforce · Excel / Google Sheets (advanced) · Basic BI tool exposure (Power BI or equivalent) · Marketing automation (HubSpot or Marketo — working knowledge)

Soft Skills & Competencies

Process-disciplined with strong follow-through · Effective collaborator across Sales, CS, and Marketing · Proactive in flagging risks · Comfortable building structure in ambiguous environments

Education

Bachelor's degree in Engineering, Business, Marketing, Finance, or a related field
CRM (D365, Salesforce, Hubspot) certifications are a plus

Sales Operations Manager