Sales Operations Manager: Facts, Skills, and Next Paths

A Sales Operations Manager drives data-led decision making and spearheads initiatives that enhance the efficiency and quality of sales operations. Day to day, you lead sales analysis efforts, deliver insights on performance related to KPIs and business objectives, and manage disciplined pipeline management and forecasting using both leading and lagging indicators.

Core responsibilities include leading the annual sales target-setting process alongside finance, operations, and sales leadership, allocating targets across technologies and territories. You act as the CRM system (Salesforce.com) expert for the business, performing budgeting, planning, and analysis activities such as revenue forecasting, variance analysis, and margin management. For example, at a company like Sazerac or Coca-Cola, you would evaluate pricing structures, incorporate client delivery schedules into future revenue forecasts, and maintain sales force automation systems. This role typically reports to a VP of Sales or Segment Sales Leadership.

The median salary for Sales Operations Managers is approximately $113,163. The most requested skills in current job postings are Sales Operations (100%), Analytics & Reporting (70%), CRM (60%), and Spreadsheet Modeling (60%).