Sales Operations Manager

Our client are looking for a Sales Operations Manager who will be responsible for reporting, optimising and driving the effectiveness of my their sales operations across both direct and indirect sales channels. Reporting to the Chief Revenue Officer (CRO), this role will focus on ensuring that sales processes, KPIs, and operations align with the company’s objectives. The SOM will also play a key role in supporting both the in-house direct sales team and the partner-driven channel sales team to ensure they meet targets and ensure accurate date and forecasting.

Key Responsibilities:Sales Operations Management:

• Oversee sales processes, pipeline management, and performance analysis

• Collaborate closely with the CRO to develop sales forecasts and sales planning reports.

• Implement and maintain systems (SalesForce/Hubspot) to track sales performance, sales activities, and partner engagement in real-time.

• Lead the execution of operational sales strategies that enhance the efficiency and effectiveness of both the direct and channel sales teams.

• Ensure accurate reporting of sales KPIs and provide insights into revenue growth trends, customer acquisition costs, and gross margins.

• Work closely with the direct sales team reporting and optimising lead generation, customer acquisition, and upselling/cross-selling strategies.

• Support the channel team in engaging and growing the partner network, assisting with reporting and evaluating partner acquisition, onboarding, and ongoing relationship management.

• Help manage key sales KPIs to ensure alignment across direct and indirect sales functions.

• Use data analytics to inform the business with decision-making and identify trends or areas for improvement in department, individual and partner performance.

• Develop and refine KPIs to track success in sales and partner engagement, and recommend adjustments to strategies based on performance data.

• Collaborate with the CRO to support business-wide commercial initiatives and provide insight on market trends, customer behaviour, and partner performance.

• Communicate regularly with the CRO and senior leadership to provide updates on sales performance, partner activities, and key metrics.

• Work with marketing to ensure alignment on lead generation, partner engagement strategies, and sales campaigns.

Process Improvement:

• Continuously assess and optimize sales processes and systems to ensure they are scalable and can support the company’s growth trajectory.

• Lead initiatives to streamline sales operations and reduce inefficiencies.

• Implement and maintain best practices in CRM usage, sales reporting, and partner management.

• Collaborate with other business units to integrate sales systems with finance, marketing, and customer support systems where necessary.

• Quota attainment

• Renewal rate

• Cost of customer acquisition in Direct (per client by client type)

• Active partner volume and value

• Sales team productivity

• Sales pipeline coverage

• CRM data accuracy

• Sales forecast accuracy

• Training completion

• Onboarding time partner and new starter

• KPI reporting accuracy

• Team alignment on strategy

• Proven experience in sales operations or a similar role.

• Strong understanding of both direct and channel sales models.

• Ability to manage complex sales processes and work effectively with multiple teams across different functions.

• Experience in using data to inform decisions and drive sales strategy.

• Excellent communication skills, with the ability to present data-driven insights to senior leadership.

• Experience with CRM systems (Salesforce, HubSpot, etc.) and sales reporting tools.

• Ability to lead and mentor a high-performing team in a fast-paced, growing company.