Sales Operations Leader

About the Role

This Sales Operations Leader will be responsible for managing and scaling phData's Sales Operations function within the broader Revenue Operations ecosystem — acting as the trusted partner for Sales Leadership. This role is suited for high performers who thrive in environments of change, ambiguity, and strategic complexity. What makes this role uniquely challenging and rewarding:

• phData is evolving quickly—we are about to kick off a large system migration which will help us scale overlapping sales and delivery processes for long-term sustainability (i.e. a very high impact and high visibility initiative)
• Leadership must balance numerous concurrent strategic initiatives, so this role must operate with autonomy, proactively identifying critical issues, asking the right questions, and using sound judgment to build scalable solutions.
• The landscape is not routine–candidates must embrace fast-paced change, thrive in ambiguous environments, and be committed to both short-term execution and long-term vision.
• Success demands creative problem-solving, operational rigor, and the capacity to connect the dots between sales, technology, and business impact.
• The company sets a high bar—clients expect the best, and this Sales Operations leader is central to making our Sales Operations a true strategic advantage to our sales team so they can best support our clients.
• Growth opportunities abound, but only for those willing to step into challenging situations and drive measurable impact.

About You

• You seek to learn new skills and stay current with best practices in sales operations.
• You jump in and solve problems beyond the strict confines of your role.
• You can balance technical and business knowledge. You can act as the voice of sales leadership and understand both strategic priorities and day-to-day tactical sales needs.
• You embrace and seek detail - you think through every angle of a problem, validate business scenarios, and possess strong documentation skills.
• You articulate effectively to both technical teams and company leadership.
• You can work cross-functionally across Sales, Delivery, Project Management, and Marketing Operations.
• You thrive in fast-paced, quickly changing environments and deliver results.
• You take initiative and you demonstrate accountability for both team and business outcomes.
• You are excited about opportunities for advancement, working with top talent, learning new tools, and shaping scalable processes.

Roles & Responsibilities

Territory, Quota & Business Planning

• Partner with sales leadership to support territory planning, quota setting, business plan recommendation, and execution
• Develop and maintain models to set monthly, quarterly, and annual targets, accounting for territory ramp time and historical performance.
• Maintain Salesforce quotas and targets, including account, AE, and delivery practice segments.
• Oversee territory and quota adjustments for headcount changes, ensuring comprehensive quota coverage and timely communication with the commissions team.

Forecasting & Analytics

• Lead operational cadence for pipeline forecasting and hygiene, ensuring accurate, up-to-date reporting and dashboards for leadership.
• Monitor pipeline quality, drive Account Executive engagement, and create action plans to address gaps or opportunities.
• Track key performance metrics and KPIs, partnering with leadership to align targets and ensure consistent application.
• Collaborate with Delivery and Project Management to enhance revenue forecasting accuracy.

Sales Process Optimization

• ​​Serve as the primary contact for evolving and clarifying sales process activities.
• Design, implement, and operationalize standardized processes for greater efficiency and scalability.
• Maintain process documentation and oversee improvements to the Glean Sales Operations Agent for quick reference to process questions.

Sales Data Management

• Oversee the design, processes, and quality of data within sales technologies (e.g., Salesforce, Gong).
• Ensure CRM data enrichment and audit practices, holding teams accountable for data accuracy and process adherence.
• Maintain CRM hygiene and enforce consistent data attribution, including preparation and validation of large data imports.

Sales Training & Enablement 

• Develop and maintain onboarding and training materials; ensure information is regularly updated, archived, and organized 
• Manage sales information access (e.g., Google Groups) and lead onboarding for new sellers, providing training on processes, tools, and technologies.
• Continuously improve the onboarding program to accelerate ramp-up time and equip teams for success.

System Management

• Collaborate on the implementation and improvement of sales systems and tools with internal teams.
• Prioritize and manage continuous CRM enhancements in conjunction with the Salesforce Administrator and related teams.
• Conduct or delegate user acceptance testing (UAT) to validate and approve changes.
• Oversee license management and resolve issues for sales systems.
• Design and deliver tool training and feature updates to the sales team.

AI & Automation Enablement

• • Identify and implement opportunities to leverage AI and automation for increased efficiency and error reduction in sales operations.
  • Pilot new AI and automation use cases for sellers, drive adoption, and provide ongoing training on best practices.

Qualifications

• 8+ years in sales operations, enablement, revenue operations, or a related field with exposure to enterprise sales (consulting/professional services preferred).
• Demonstrated success designing and implementing impactful sales processes and methodologies.
• Exceptional documentation and presentation abilities for senior leadership.
• Advanced spreadsheet and data management skills.
• Ability to lead change and manage complex, competing priorities in a dynamic environment.
• Ability to travel on an as-needed basis for internal meetings
• Experience using the following technology platforms:
• Salesforce, Microsoft Excel/Google Sheets, Google Drive
• Nice to have: Sigma, Gong, Glean, Slack, Sales Navigator, ZoomInfo, Hubspot, Certinia