Sr. Manager - Sales Operations

Summary
The Senior Manager of Sales Operations is the strategic architect of revenue performance for a Salesforce-focused systems integrator. This highly visible individual contributor role partners directly with the CRO and executive leadership to drive forecasting rigor, pipeline governance, compensation strategy, and data-driven go-to-market optimization across new logo, expansion, and co-sell motions.
Operating in a services-led environment, this role requires a deep understanding of the intersection between bookings, revenue recognition, utilization, and partner-influenced sales. The Director of Sales Operations will translate growth strategy into scalable operating discipline across Sales, Finance, Delivery, and Executive Leadership.
Responsibilities

Forecasting & Revenue Intelligence
Own weekly, monthly, and quarterly forecasting processes
Drive forecast accuracy and visibility into bookings, backlog, revenue, and utilization
Develop predictive pipeline models including stage weighting, velocity, and win rates
Partner with Finance to align bookings forecasts with revenue recognition planning
Deliver executive dashboards and board-ready reporting
Salesforce CRM & Data Governance
Own Salesforce CRM architecture, hygiene, reporting standards, and pipeline integrity
Define opportunity stage criteria and enforce sales methodology (e.g., MEDDPICC)
Standardize pipeline reviews, forecasting cadence, and reporting rhythms
Integrate CRM with PSA / ERP systems for services forecasting visibility
Drive automation across pipeline management and account planning
Compensation & Incentives
Design and administer sales compensation plans aligned to bookings and revenue realization
Model quota allocation and attainment scenarios
Manage SPIFF programs and incentive structures
Oversee partner-influenced crediting logic
Ensure data accuracy for commission reporting and auditability
Salesforce Partner Ecosystem Operations
Align co-sell motion with Salesforce AEs and RVPs
Track partner-sourced and partner-influenced pipeline
Support AppExchange / Industry Cloud reporting requirements
Manage MDF tracking and ROI reporting
Support partner tier advancement strategies such as Crest or Summit
GTM Optimization & Capacity Planning
Model sales capacity, ramp time, and territory design
Analyze vertical performance across key Salesforce solutions (e.g., Financial Services Cloud, Data Cloud)
Align resource planning with bookings targets
Identify whitespace opportunities across accounts and industries
Process Excellence
Lead QBR preparation and territory performance reviews
Standardize pricing approval workflows
Improve proposal-to-close cycle time
Establish scalable operating cadence across regions
Qualifications

8+ years of experience in Sales Operations, Revenue Operations, or GTM Strategy
5+ years experience within a Salesforce systems integrator or professional services firm strongly preferred
5+ years experience with services bookings vs revenue recognition dynamics
5+ years experience modeling utilization, backlog, and services revenue forecasting
5+ years experience designing and managing compensation plans in professional services environments
5+ years financial modeling and forecasting skills (Excel proficiency required)
Preferred Qualifications

Experience navigating Salesforce Partner Program tiers
Advanced Salesforce CRM expertise; Salesforce certification
Strong knowledge of Salesforce co-sell motions and partner ecosystem dynamics
Familiarity with PSA tools such as FinancialForce, Certinia, or Kantata
Board-level reporting experience
Experience supporting M&A integration in PE-backed environments
Bachelor's degree in Business, Finance, Economics, or related field or equivalent experience
Key Metrics This Role Owns

Forecast accuracy (±5%)
Pipeline coverage ratio (3–4x target)
CRM data hygiene compliance
Sales cycle duration
Quota attainment distribution
Partner-influenced pipeline percentage
To be considered for this position, candidates must reside in one of the following U.S. states: AL, AR, AZ, CA, CO, CT, DE, FL, GA, IA, ID, IL, IN, KS, MA, MD, MI, MN, MO, NC, NH, NJ, NV, NY, OH, OK, OR, PA, TN, TX, VA, WI, and Washington DC. Candidates residing outside these states are not eligible for consideration currently.
Applicants must be authorized to work for ANY employer in the U.S. We are unable to sponsor or take over sponsorship of an employment visa currently.
We are committed to pay equity and transparency. The compensation range for this position represents our good faith estimate of the range we reasonably expect to pay for this role at the time of posting. The actual compensation offered will be determined based on factors such as the candidate's experience, skills, education, work location, and internal equity.
In addition to base pay, employees may be eligible for discretionary bonuses, commissions, or other incentive programs, as well as a comprehensive benefits package that includes medical, dental, vision, 401(k), paid time off, etc.
Estimated Compensation Range:
$125,000—$150,000 USD
FormativGroup operates within the critical middle layer of business technology, where applications and systems connect infrastructure to business processes. We are specialists who help the middle market take full advantage of their technology investments with deep, industry-centric expertise, all in one place, to unify fragmented systems. With deep technical expertise across cloud architecture, system integration, AI, and data strategy, we bridge the gap between business goals and modern platforms.
FormativGroup is an equal opportunity employer providing opportunities to applicants and employees without regard to race, color, religion, age, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.
ADA Specifications: Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of this position.
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