The Sales Operations Manager leads B2C sales operations, optimizing processes, managing CRM integrity, and collaborating across departments to enhance revenue performance.
At Colibri, culture is a critical part of our collective success, and we live our values everyday: Love, Joy,
Boldness, Teamwork and Curiosity. These values guide our interactions with each other, our customers,
and the community as a whole.
We have a rich and storied history. Colibri is one of the pioneers of online professional education,
introducing some of the first web-based professional education courses in 2001. Today, the company’s
family of brands are the leading online professional education platforms in their respective end-markets.
We proudly serve >1 million customers annually and employ more than 1,500 mission-aligned
professionals. To learn more, please visit: www.colibrigroup.com
Position Overview:
The Manager, Sales Operations (B2C) provides strategic and operational leadership for frontline B2C sales operations, with ownership of execution, optimization, and governance of sales processes that drive revenue performance and scalability. This role is accountable for performance management, operational standards, CRM integrity, workforce planning, and cross-functional alignment.
This position serves as a key partner to Sales Leadership, Finance, HR, and Systems teams, translating business objectives into effective operational execution while ensuring consistent performance, compliance, and data accuracy across the organization.
What You'll Do:
- Own and optimize day-to-day B2C sales operations to align with revenue targets, service levels, and business priorities.
- Establish and enforce operational standards, workflows, and best practices to drive consistency, efficiency, and scalability.
- Analyze performance trends, pipeline health, and operational metrics to support leadership decision-making and continuous improvement initiatives.
- Lead, coach, and develop frontline sales teams through structured one-on-ones, performance reviews, and targeted development plans.
- Facilitate weekly team meetings focused on performance outcomes, execution priorities, and operational alignment.
- Conduct quality assurance reviews, including call evaluations and deal audits, to ensure adherence to sales standards and compliance requirements.
- Partner with Sales Leadership and HR on hiring decisions, onboarding strategy, and workforce planning.
- Approve PTO and manage staffing coverage to maintain operational continuity and productivity targets.
- Serve as the primary owner of CRM (HubSpot) operational integrity, including pipeline structure, deal governance, data accuracy, and reporting standards.
- Oversee deal crediting, compensation inputs, and data validation in partnership with Finance and Compensation teams to ensure accurate and timely reporting.
- Develop, maintain, and scale onboarding materials, training documentation, and operational playbooks.
- Ensure consistent and compliant CRM usage through audits, coaching, and continuous process improvements.
- Cross-Functional Partnership & Communication
- Partner cross-functionally with Sales Leadership, Finance, HR, Marketing, and Site Managers to align operational execution with company initiatives.
- Act as a liaison between frontline teams and leadership, translating strategic priorities into actionable operational plans.
- Communicate performance insights, risks, and improvement opportunities with clarity, accountability, and data-driven recommendations.
What You'll Need to be Successful:
- 4–7+ years of experience in sales operations or sales leadership, preferably within a B2C environment
- Proven experience leading teams and driving operational performance
- Strong CRM expertise (HubSpot preferred) with a data-driven approach to decision-making
- Excellent communication, organizational, and cross-functional leadership skills
Colibri Group welcomes applicants from all backgrounds and experiences, and we understand that not every candidate will meet every requirement listed in the job description. Research has shown that women and people of color may be less likely to apply to jobs unless they feel they meet every qualification, and we want to actively combat this bias in our hiring process. If you're excited about the role and believe you have the skills and experience to contribute to our team, we encourage you to apply, even if your background doesn't align perfectly with every qualification listed. We are committed to building a diverse and inclusive workplace, and we believe that diversity of perspectives and experiences is essential to our success. You may be just the right candidate for this role or another position within our organization. Don't hesitate to take the leap and apply today!
Top Skills
Hubspot
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