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Manages the operational backbone of a B2B SaaS sales organization using PLG and Sales-Assist models. Leads Sales Operations staff, Salesforce administration, reporting, automation, data quality, lead routing, attribution, forecasting, and system integrations. Partners with BDR and AE teams to improve pipeline quality, conversion, and productivity. Builds scalable workflows, SOPs, dashboards, and enablement programs while translating sales data into recommendations for leadership.
𝗧𝗵𝗶𝘀 𝗿𝗼𝗹𝗲 𝗶𝘀 𝗳𝗼𝗿 𝗼𝗻𝗲 𝗼𝗳 𝘁𝗵𝗲 𝗪𝗲𝗲𝗸𝗱𝗮𝘆'𝘀 𝗰𝗹𝗶𝗲𝗻𝘁𝘀
𝗦𝗮𝗹𝗮𝗿𝘆 𝗿𝗮𝗻𝗴𝗲: 𝗥𝘀 𝟭𝟮𝟬𝟬𝟬𝟬𝟬 - 𝗥𝘀 𝟮𝟬𝟬𝟬𝟬𝟬𝟬 (𝗶𝗲 𝗜𝗡𝗥 𝟭𝟮-𝟮𝟬 𝗟𝗣𝗔)
Experience: 2+ yrs
Location: Remote (India), India
Job Type: Full-time
We are looking for a high-ownership Manager – Sales Operations to manage the operational backbone of a B2B SaaS sales organisation operating with a Product-Led Growth (PLG) and Sales-Assist model.
This is a hands-on, player-coach role focused on building scalable sales operations processes, improving sales productivity, strengthening data quality, and enabling consistent execution across BDR and Account Executive teams. The ideal candidate will combine strong Salesforce expertise, sales operations knowledge, automation skills, data discipline, and people leadership.
Requirements
Key Responsibilities
- Lead and coach a small Sales Operations pod responsible for Salesforce administration, reporting, automation, and operational support.
- Manage and develop BDR operations, including workflow standards, prioritisation, discovery processes, and objection-handling playbooks.
- Own the operational backbone of the PLG and Sales-Assist GTM motion.
- Manage workflows for hot leads, inbound lead routing, Product Qualified Accounts, and sales-assist opportunities.
- Build and maintain reporting infrastructure to monitor Pro-to-Enterprise conversion and identify coverage or process gaps.
- Own day-to-day Salesforce operations, including data hygiene, ownership management, workflows, reports, dashboards, and process flows.
- Develop attribution logic and maintain a reliable Salesforce account and opportunity data foundation.
- Execute large-scale data operations including bulk ownership changes, routing, deduplication, and data remediation.
- Maintain reliable data synchronisation across Salesforce, HubSpot, Gong, billing platforms, and Snowflake.
- Build lightweight automation using Salesforce Flows, scripts, CLI tools, scheduled jobs, and API-level integrations.
- Maintain weekly sales reporting, pipeline reviews, performance tracking, and forecasting inputs.
- Translate sales data into actionable insights and recommendations for Sales Leadership.
- Identify operational bottlenecks and implement scalable solutions to improve sales productivity and consistency.
- Develop and maintain SOPs, documentation, workflow standards, and operational playbooks.
- Build and deliver enablement for new sales workflows, systems, processes, and tools.
- Partner closely with BDR and AE teams to improve sales execution, pipeline quality, and conversion.
- Monitor operational performance and proactively identify data, process, and system issues.
- Continuously improve sales processes through automation, standardisation, and data-driven decision-making.
What Makes You a Great Fit
- 4–7 years of experience in Sales Operations, preferably within a B2B SaaS organisation.
- Strong hands-on expertise with Salesforce, including reports, dashboards, data models, account ownership, workflows, and process automation.
- Strong understanding of Salesforce data structures, CRM hygiene, attribution, routing, and large-scale data management.
- Direct experience partnering with BDR/SDR and Account Executive teams and understanding sales cycles, quotas, pipeline, and conversion processes.
- Experience working with PLG and Sales-Assist GTM models is highly desirable.
- Proven experience in a player-coach role, managing teams, offshore resources, or contractors while remaining hands-on.
- Strong ability to build lightweight automation using Salesforce Flows, scripts, CLI tools, scheduled jobs, or APIs.
- Experience integrating or working across Salesforce and other business systems such as HubSpot, Gong, billing platforms, and data warehouses.
- Strong understanding of sales reporting, forecasting, pipeline management, and performance analytics.
- Excellent problem-solving skills with a strong root-cause-oriented approach.
- Ability to work with large datasets and maintain high standards of data accuracy and integrity.
- Strong process-building mindset with the ability to turn manual activities into scalable, repeatable workflows.
- Excellent communication and stakeholder-management skills with the ability to present insights to sales leadership and senior executives.
- Strong organisational skills and ability to manage multiple operational priorities in a fast-paced SaaS environment.
- Salesforce Administrator certification is a plus.
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