Sales Operations Manager, Otter - Los Angeles
$155k - $188k USD
Who we are
At Otter, we’re on a mission to help restaurants thrive in the digital delivery era. From order management to POS integration and analytics, we build software that empowers restaurants—from local favorites to global brands like Chick-fil-A, Ben & Jerry’s, and KFC—to grow efficiently across every delivery channel. We believe in the joy of serving others, and we’re building tools that let restaurants focus on what they do best: creating great food and experiences.
About the Role
We’re looking for an experienced Sales Operations Manager II to lead our regional Sales Operations and Enablement function, supporting high-growth sales teams across the U.S. and Canada. This role is ideal for a strategic operator who thrives at the intersection of data, process, and people—someone who can turn insights into scalable systems that drive revenue performance and operational excellence.
You’ll oversee a team of Sales Ops Leads, Specialists, and Enablement Managers, guiding everything from forecasting and quota design to sales compensation, territory planning, and execution.
What You’ll Do
- Lead and mentor a high-performing team of operations, enablement, and analytics professionals.
- Drive business insights and operational excellence to increase revenue, productivity, and efficiency across the GTM organization.
- Own sales compensation design, incentive planning, and territory modeling to align with business strategy.
- Manage pricing governance, ensuring consistency and clarity around deal structures and exceptions.
- Oversee full-funnel metrics—lead scoring, qualification, routing, and funnel optimization through Salesforce.
- Design and maintain tools, dashboards, and automation to streamline lead management and forecasting.
- Run the monthly and quarterly sales operating cadence, including forecast calls, KPI reviews, and performance reporting.
- Lead enablement initiatives, such as sales training, content management, and process adoption.
- Partner cross-functionally with Sales, Marketing, Customer Success, Finance, and Product to align strategy and execution.
- Forecast and plan for revenue growth, setting key performance goals and ensuring targets are met across regions.
What We’re Looking For
- 10–15 years of relevant experience, with 7–10 years in Sales Operations, Revenue Operations, or Enablement.
- 5–7 years of people management experience, leading multi-disciplinary or cross-regional teams.
- Proven track record in scaling operational frameworks and driving data-driven decision-making in high-growth SaaS or tech environments.
- Deep understanding of Salesforce, analytics tools (e.g., Tableau, Looker), and forecasting systems.
- Strong business acumen and ability to translate strategy into execution.
- Excellent communication, collaboration, and leadership skills.
Bachelor’s degree preferred.
Why join us
- Join a fast-growing, mission-driven company shaping the future of restaurant technology.
- Collaborate with a global team backed by CloudKitchens, founded by Travis Kalanick (Co-Founder of Uber).
- Competitive compensation, growth opportunities, and the chance to make an impact on thousands of restaurants worldwide.
What else you need to know
This role is based in our Los Angeles office location. As a company driven by innovation and continuous change, close collaboration is essential. We’re constantly reimagining our industry, creating new products, and refining our processes, and we do our best work together. That’s why all of our office-based teams work onsite, five days a week.
The base salary range for this role is $155,000 - 187,500 per year.
Actual compensation will be determined on an individual basis and may vary depending on experience, skills, and qualifications.
Base salary is just one part of your total rewards package. You may also be eligible for equity awards and an annual performance-based bonus.
Benefits Summary (USA Full-Time Exempt Employees):
- Medical, dental, and vision insurance (multiple plans, incl. HSA options)
- Company-paid life and disability insurance (short- and long-term)
- Voluntary insurance: accident, critical illness, hospital indemnity
- Optional supplemental life insurance for self, spouse, and children
- Pet insurance discount
- 401(k)
- Time Off policies:
- Discretionary vacation days
- 8 paid holidays per year
- Paid sick time
- Paid Bereavement leave
- Paid Parental Leave
- Health Savings Account (HSA)
- Flexible Spending Accounts (Healthcare, Dependent Care, Commuter)
Benefits are subject to change at the company's discretion.
CSS accepts applications on an ongoing basis.
Apply Now
Ready to help restaurants serve better, faster, and smarter?
👉 Apply at tryotter.com/careers