Manager, Sales Operations

About the Role

We're hiring a Sales Operations Manager to be the analytical engine behind our GTM organization. This person turns raw sales, pipeline, and revenue data into clear, trusted insight that leadership uses to make decisions. You'll partner closely with the Business Systems team (who maintains our CRM, integrations, and data infrastructure) and focus your energy on analytics, reporting, and forecasting rather than system administration. This is a high-visibility role for someone who loves working with data, is rigorous about accuracy, and can translate messy operational reality into a story leadership can act on.

Responsibilities

• Sales Performance & Pipeline Analysis: Analyze pipeline velocity, conversion rates, and stage progression to identify bottlenecks and improve funnel health.
• Sales Productivity & Capacity: Analyze RSM/AE productivity, territory performance, and time-to-close, and support the creation of sales capacity and resource models for planning.
• Forecasting & Planning Support: Provide analytical support for weekly and monthly sales forecasting and annual planning cycles by building and maintaining forecast models and underlying data sets.
• Expansion & Retention Analysis: Analyze metrics for the installed base (upsell and cross-sell rates, NRR, churn signals) to support account management and renewal teams..
• Data Storytelling & Communication: Collect, synthesize, and translate complex quantitative analysis into clear, actionable insights and compelling presentations tailored to executive, functional, and operational audiences.
• Pricing Analysis Support: Assist in evaluating deal performance and pricing trends, and provide visibility into discounting and pricing effectiveness. Support efforts to improve pricing consistency and profitability.
• Cross-Functional Collaboration: Partner with Business Systems, Marketing Operations, Customer Success Operations, and IT teams to validate data inputs/outputs and ensure cross-system alignment.

Qualifications

• 5+ years in revenue operations, sales operations, business analytics, or a comparable data-focused role.
• Experience in B2B SaaS and familiarity with ARR, renewals, expansion, and churn concepts.
• Prior experience supporting a GTM or Sales organization (sales leaders, AEs, or revenue teams)
• Proficiency in Clari and Salesforce for reporting and forecasting
• Experience building presentations and reports for executive and senior leadership
• Strong hands-on skills in at least one BI/visualization tool (Power BI, Tableau) and advanced Excel/Google Sheets.
• Comfort working with CRM data (Salesforce or similar) and forecasting tools (e.g., Clari, Gong, Salesforce);
• A rigorous, detail-oriented approach to data - you reconcile, validate, and document rather than take numbers at face value.
• Ability to translate complex analysis into clear narratives and recommendations for non-technical stakeholders.
• Strong cross-functional collaboration skills; you'll work across Sales, Finance, Marketing, Customer and Deal Desk.
• Comfort operating with ambiguity and bringing structure to undefined or evolving processes.
• Strong executive presence being comfortable presenting and interacting regularly with the executive leadership team.
• Exposure to territory and quota planning.
• Experience documenting processes and building repeatable reporting frameworks.

How This Role Works With Systems

This role is paired with a dedicated Business Systems team which owns and maintains the CRM, data architecture, integrations, and tooling. The Sales Ops Manager consumes and analyzes that data rather than administering the systems - letting you focus on insight, forecasting, and strategy while relying on a clean, well-governed data foundation.

Why Planful

To foster the best in class work we're so proud of, we've created a best in class culture, including:

• 2 Volunteer days per year, Birthday PTO, and quarterly company Wellness Days
• 3 months supply of diapers and meal deliveries for the first month of your Maternity/Paternity leave and generous parental leave
• Talkspace access and mental health support
• Annual company-wide gatherings held in cities like San Diego, Denver, Palm Springs, and Vegas!
• Office hubs in San Francisco, Toronto, and London. We also offer benefits such as home office setup, and monthly wifi and cell phone reimbursements for all employees, in-office or remote.
• Employee Resource Groups such as Women of Planful, Parents of Planful, and many more. We encourage our teammates to bring their authentic selves to the team, and have full support in creating new ERGs & communities along the way

Pay Transparency Statement

At Planful our top priority is to support our employees and ensure each individual has access to equal growth opportunities. Pay decisions take into consideration the individual's skillset, experience, knowledge, qualifications for the role, and specific work location.

Pay and benefits

Our salary band for this role is $125,000-$145,000 OTE per year, depending on working location and experience.