Job Title: Manager / Senior Manager Sales Operations
Location: Chennai
Role Overview
The Sales Operations Manager will partner closely with Sales Leadership, S&OP, Finance, and GTM teams to drive predictable revenue outcomes through strong pipeline rigor, data-driven insights, and disciplined operating cadence. This role owns end-to-end sales operations executionfrom pipeline health and CRM governance to quota planning, territory design, and deal analyticsensuring high forecast accuracy and scalable growth.
Key Responsibilities
Pipeline & Forecast Management
- Own pipeline management across coverage, velocity, ageing, and probability.
- Drive weekly pipeline health reviews with sales leaders, highlighting risks, gaps, and corrective actions.
- Build and maintain a rolling 46 quarter demand forecast, aligned with S&OP and Finance.
- Improve forecast accuracy through consistent definitions, deal hygiene, and probabilistic modeling.
CRM Governance
- Establish and enforce CRM governance standards (data quality, stage definitions, deal hygiene).
- Ensure CRM is the single source of truth for pipeline, forecasting, and sales performance.
- Partner with IT / RevOps to enhance CRM workflows, automation, and reporting.
Sales Process Optimization
- Continuously assess and optimize end-to-end sales processes to improve conversion, velocity, and win rates.
- Identify friction points across lead-to-close and recommend structural or process improvements.
- Drive adoption of standardized sales motions and best practices.
Territory & Quota Planning
- Design and maintain equitable, data-driven territory models aligned to market potential.
- Lead annual and in-year quota planning, ensuring alignment with growth targets and capacity models.
- Partner with Finance and Sales Leadership on headcount planning and productivity assumptions.
Win/Loss & Deal Analytics
- Conduct structured win/loss analysis to identify patterns, root causes, and actionable insights.
- Own deal analytics for large, strategic, or at-risk dealspricing, discounting, cycle time, and margin impact.
- Provide fact-based recommendations to improve deal quality and conversion.
Insights, Dashboards & Cadence
- Build and publish Market Dashboards and Studio Dashboards for leadership visibility.
- Deliver clear, insight-led reporting on sales conversion metrics and key performance drivers.
- Enable a strong weekly, monthly, and quarterly operating cadence with sales and S&OP leadership.
Key Skills & Experience
- 12+ years of experience in Sales Operations, Revenue Operations, or GTM Analytics.
- Strong understanding of B2B sales motions, pipeline dynamics, and forecasting methodologies.
- Hands-on expertise with CRM platforms (Salesforce preferred) and BI tools.
- Proven ability to translate data into insights and influence senior sales leaders.
- Strong analytical, structured thinking, and stakeholder management skills.
