About the job
About the Role
Mirantis is on the lookout for a talented Sales Operations Manager to architect, oversee, and expand our global sales operations framework. In this critical leadership position, you will play a key role in driving predictable revenue growth by laying down robust operational foundations, leveraging data-driven insights, and ensuring alignment across various functions.
Your collaboration will extend across Sales Leadership, Finance, Legal, Marketing, Product, and Operations to guarantee that our sales organization operates efficiently, scales effectively, and prioritizes correctly. This position encompasses managing the complete quote-to-cash ecosystem, sales planning and forecasting, pipeline health, Salesforce strategy, and operational governance, while mentoring and developing the Sales Operations team.
What You’ll Do
Sales Strategy & Planning
- Collaborate with Sales and Executive Leadership to convert company strategy into scalable sales operational plans.
- Oversee annual and quarterly sales planning processes, which include capacity modeling, territory design, quota setting, and forecasting cadence.
- Enhance forecasting rigor, accuracy, and accountability throughout the sales organization.
- Deliver executive-level insights regarding pipeline health, coverage, conversion rates, and growth risks.
Quote-to-Cash & Deal Governance
- Lead and continuously refine the end-to-end quote-to-cash process for both direct and partner sales.
- Establish and enforce deal approval frameworks for pricing, discounting, and non-standard commercial terms.
- Collaborate with Finance and Legal to ensure accurate bookings, compliant contracts, and seamless invoicing.
- Guarantee accuracy in subscription entitlements, readiness for revenue recognition, and audit compliance.
Systems, Data & Tooling
- Oversee the strategy for Salesforce and adjacent sales tools, focusing on data integrity and reporting standards.
- Define and uphold core sales KPIs, dashboards, and executive reporting metrics.
- Promote automation and simplification of sales processes to minimize friction and reduce manual efforts.
- Lead cross-functional initiatives concerning CRM, CPQ, billing, and revenue systems.
Operational Excellence & Enablement
- Standardize and document sales processes, policies, and operating rhythms.
- Work in conjunction with Sales Enablement to ensure operational processes are well understood and implemented.
- Guide change management efforts for new tools, processes, and go-to-market strategies.
- Act as a point of escalation for complex operational issues that may impact deals or customer relations.
Leadership & Cross-Functional Partnership
- Build, lead, and nurture a high-performing Sales Operations team.
- Serve as the primary operational partner and trusted advisor to Sales Leadership.
- Collaborate closely with Finance, Legal, Marketing Ops, Product Ops, and others to ensure operational efficiency.