Senior Manager, Sales Operations

Sales Strategy, Planning & Financial Partnership

Serve as a strategic partner to Sales, Finance, and HR on annual and long range planning, including headcount modeling, budget development, and P&L planning

Own the sales planning inputs that inform revenue targets, quota setting, capacity models, and compensation assumptions

Ensure sales strategy, headcount, and quota structures are tightly aligned to budget, margin, and growth objectives

Partner with Finance to translate top down financial targets into executable sales plans

Partner with HR and Sales Leadership to support role design, capacity planning, and organizational scaling decisions

Strategic Sales Operating Model & Quota Alignment

Own analytical support for ACG’s strategic sales operating model for the direct selling organization

Ensure quota structures, targets, and incentives align with budget, forecast, and growth priorities

Partner with Finance and HR to ensure compensation plans are financially sound, motivating, and operationally executable

Validate that changes in sales motions, coverage models, or incentives are reflected accurately in forecasts and financial plans

Monitor performance against quotas and proactively identify risks or misalignment

Sales Performance & Trend Analysis

Own end to end sales performance analytics across channels, categories, and customer segments

Identify trends, risks, and opportunities through rigorous analysis of revenue, pipeline health, conversion, productivity, and mix

Build forward looking insights that inform sales strategy, resource allocation, and go to market decisions

Establish and maintain a consistent operating rhythm for weekly, monthly, and quarterly performance reviews

Forecasting, Budget & Financial Alignment

Partner closely with Sales, Finance, and FP&A to ensure forecast accuracy, budget alignment, and clear visibility to variances

Serve as a steward of forecasting discipline, ensuring assumptions are sound, risks are surfaced early, and plans are realistic

Build scenario modeling to support strategic decisions, capacity planning, and growth investments

Translate financial data into clear implications for sales execution and leadership action

Executive & Board Reporting

Own development of executive and board level decks for Sales, including performance updates, forecasts, strategic initiatives, and progress against priorities

Craft concise, compelling narratives that connect data to business outcomes

Anticipate questions from executive leadership and the Board and ensure materials are decision ready

Act as a trusted advisor to the SVP of Sales, providing clarity, perspective, and recommendations

Sales Operations & Enablement

Drive operational rigor across sales processes, metrics, and reporting

Standardize dashboards, scorecards, and KPIs to ensure a single source of truth

Partner cross functionally with Marketing, Finance, IT, and Sales Leadership to improve tools, workflows, and data quality

Support go to market initiatives, role design, capacity analysis, and productivity optimization as the business evolves

Tools, Data & Insights

Leverage Salesforce, Tableau, Power BI, and related tools to deliver intuitive, actionable insights

Continuously improve reporting automation and data visualization

Ensure data integrity and consistency across systems and stakeholders