Sr. Manager - Sales Operations

Summary The Director 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.ResponsibilitiesForecasting & Revenue IntelligenceOwn weekly, monthly, and quarterly forecasting processesDrive forecast accuracy and visibility into bookings, backlog, revenue, and utilizationDevelop predictive pipeline models including stage weighting, velocity, and win ratesPartner with Finance to align bookings forecasts with revenue recognition planningDeliver executive dashboards and board‑ready reportingSalesforce CRM & Data GovernanceOwn Salesforce CRM architecture, hygiene, reporting standards, and pipeline integrityDefine opportunity stage criteria and enforce sales methodology (e.g., MEDDPICC)Standardize pipeline reviews, forecasting cadence, and reporting rhythmsIntegrate CRM with PSA / ERP systems for services forecasting visibilityDrive automation across pipeline management and account planningCompensation & IncentivesDesign and administer sales compensation plans aligned to bookings and revenue realizationModel quota allocation and attainment scenariosManage SPIFF programs and incentive structuresOversee partner‑influenced crediting logicEnsure data accuracy for commission reporting and auditabilitySalesforce Partner Ecosystem OperationsAlign co‑sell motion with Salesforce AEs and RVPsTrack partner‑sourced and partner‑influenced pipelineSupport AppExchange / Industry Cloud reporting requirementsManage MDF tracking and ROI reportingSupport partner tier advancement strategies such as Crest or SummitGTM Optimization & Capacity PlanningModel sales capacity, ramp time, and territory designAnalyze vertical performance across key Salesforce solutions (e.g., Financial Services Cloud, Data Cloud)Align resource planning with bookings targetsIdentify whitespace opportunities across accounts and industriesProcess ExcellenceLead QBR preparation and territory performance reviewsStandardize pricing approval workflowsImprove proposal‑to‑close cycle timeEstablish scalable operating cadence across regionsQualifications8+ years of experience in Sales Operations, Revenue Operations, or GTM Strategy5+ years experience within a Salesforce systems integrator or professional services firm strongly preferred5+ years experience with services bookings vs revenue recognition dynamics5+ years experience modeling utilization, backlog, and services revenue forecasting5+ years experience designing and managing compensation plans in professional services environments5+ years financial modeling and forecasting skills (Excel proficiency required)Preferred QualificationsExperience navigating Salesforce Partner Program tiersAdvanced Salesforce CRM expertise; Salesforce certificationStrong knowledge of Salesforce co‑sell motions and partner ecosystem dynamicsFamiliarity with PSA tools such as FinancialForce, Certinia, or KantataBoard‑level reporting experienceExperience supporting M&A integration in PE‑backed environmentsBachelor's degree in Business, Finance, Economics, or related field or equivalent experienceKey Metrics This Role OwnsForecast accuracy (±5%)Pipeline coverage ratio (3‑4x target)CRM data hygiene complianceSales cycle durationQuota attainment distributionPartner‑influenced pipeline percentageTo 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 USDFormativGroup 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.#J-18808-Ljbffr