Sales Operations Manager
About Us
HSP Group is the premier provider of global expansion services, helping companies simplify the complex challenges of operating internationally. We deliver a seamless experience across legal entity setup, global HR, payroll, compliance, tax, and advisory, enabling our clients to scale faster, stay compliant, and reduce risk in every market they enter.
With scale-up organizations and innovative technology firms expanding at unprecedented speed, HSP is uniquely positioned to become their trusted global partner.
We are seeking a Sales Operations Manager who will drive operational excellence across our go‑to‑market organization. This candidate maintains pipeline and forecast hygiene in Salesforce, oversees sales performance analytics, develops seller scorecards, and manages commissions. The ideal candidate serves as the operational backbone for our sellers and leaders—ensuring data accuracy, delivering timely insights, maintaining a disciplined forecast cadence, and enabling frictionless deal execution. They partner closely with Sales, Finance, Technology, Marketing, and Customer Success teams to improve conversion, shorten sales cycles, enhance forecast predictability, and ensure our CRM remains the single source of truth.
Job Description
This is a remote role.
The ideal candidate serves as the primary liaison across Sales Leadership, Pricing, Finance, Marketing, Technology, and Customer Success to ensure end‑to‑end pipeline and forecast visibility. They govern Salesforce hygiene, including leading the weekly pulse‑check call with clear commit (≤15 days) and upside (≤30 days) discipline, while proactively surfacing risks and ensuring seller follow‑ups are captured in CRM.
This candidate builds and automates sales performance reporting in partnership with Technology—covering Targets vs. Actuals, seller scorecards, commission statements, and leadership/seller insights—delivered through Salesforce dashboards. They also maintain SOPs, ensure operational consistency, and support training across the sales organization.
A global understanding of the sales funnel, forecasting discipline, incentive compensation, and revenue governance—supported by hands‑on proficiency in Salesforce and sales analytics—is essential for success in this role.
Responsibilities:
Pipeline, Forecast & Core CRM Governance
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Own the weekly pipeline review process in Salesforce: validate stages, close dates, probabilities, and next steps.
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Drive forecast discipline using a commit/upside/best‑case methodology (commit ≈ likely to sign in 15 days; upside ≈ 30 days) with deal‑level callouts and risks.
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Flag at‑risk opportunities, stalled deals, and inconsistent stage progression; drive follow‑ups with sellers and line management.
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Track terminations/cancellations, churn drivers, and contraction risk; ensure reasons and notes are accurately captured.
Sales Performance Reporting & Analytics
- Maintain monthly, quarterly, and annual Goals vs. Actuals dashboards at seller, team, and region levels.
- Build, publish, and socialize seller scorecards (quota attainment, pipeline coverage, win rates, ACV, discounting, cycle time, activity hygiene).
- Conduct win/loss and conversion funnel analysis; generate insights to improve stage progression and forecast accuracy.
Incentive Compensation (ICM) & Commissions
- Administer monthly/quarterly commissions in partnership with Finance, including crediting rules, splits, SPIFFs, clawbacks, and recovery logic.
- Support annual comp plan rollout: scenario modeling, drafting plan documentation, seller training, and change communications.
- Provide back‑office support for partner referrals; coordinate with Sales Leadership/Head of Channel Partners to maintain agreement source‑of‑truth. Ensure Finance is informed of required accruals.
Sales Process & Data Quality
- Enforce CRM hygiene: required fields, next‑step documentation, stage discipline, and data completeness.
- Manage change requests, UAT, and enablement for CRM or process updates; maintain current SOPs and playbooks.
- Partner with Marketing Ops on lead routing, SLAs, and account assignments to reduce lead latency and ensure fairness.
Tooling, Automation & Self‑Serve Insights
- Own Salesforce reporting and dashboards; promote adoption and data literacy across the field.
- Maintain a scalable reporting layer (e.g., Power BI, Tableau) for GTM leadership and Finance.
- Identify automation opportunities (flows, validations, scheduled jobs) to improve data integrity and reduce manual work.
- Ensure SOPs are maintained, including a centralized directory of definitions and processes supporting the sales function.
Compliance, Risk & Audit Readiness
- Maintain data governance standards; ensure privacy and security requirements are upheld.
- Prepare audit trails for commissions, approvals, and forecast changes.
- Document processes with clear ownership, RACI, and version control.
Cross‑Functional Alignment & Enablement
- Serve as the operational bridge across Sales, Finance, Marketing Ops, and Customer Success.
- Lead training and refreshers on CRM usage, forecasting discipline, and reporting tools.
- Drive continuous improvement initiatives to reduce friction and increase revenue predictability.
Qualifications:
Must‑Haves
- 4–8 years in Sales Ops, RevOps, Deal Desk, or GTM Operations supporting B2B sales (SaaS or services preferred).
- Strong Salesforce reporting and dashboard capabilities with deep familiarity in opportunity stages, forecasting, and data governance.
- Advanced Excel/Google Sheets skills (pivot tables, lookups, nested logic) with comfort building operational models.
- Experience developing executive‑ready reports and running forecast cadences with sales leadership.
- Demonstrated ownership of commissions processes or strong exposure to incentive compensation workflows.
- Excellent stakeholder management, written communication, and the ability to drive accountability across teams.
Nice-to-Have
- Basic SQL or experience working with data models that support GTM analytics.
- Basic AI knowledge to leverage alongside CRM tools or within Salesforce.
- Familiarity with pricing governance, discount guardrails, and legal/finance approval workflows.
- Experience supporting or working within global teams, including US/EU time‑zone collaboration.
Skills and Competencies:
- Dependable, proactive, and consistent performer with a positive attitude who collaborates effectively across teams and functions.
- Communicates clearly and credibly with senior stakeholders, sellers, and cross‑functional partners.
- Assertive yet tactful; able to manage multiple business relationships and drive follow‑through.
- Self‑motivated and detail‑oriented, excelling at prioritization and meeting tight quarter‑end deadlines in a fast‑paced environment.
- Able to juggle multiple opportunities and tasks, context‑switching without sacrificing accuracy.
- Skilled at making complex topics (forecast, commissions, approvals) simple and transparent for stakeholders.
- Strong analytical skills with the ability to interpret data and extract meaningful insights.
- Process‑oriented mindset: designs SOPs, validation rules, and automations to improve data quality and cycle time.
- Demonstrates high integrity and discretion when handling compensation and performance data.
Join our #HSPGlobalSolutionTeam and help us power the next wave of global growth.