Location: Chennai.

Role Overview:

The Sales Operations Manager will partner closely with Sales Leadership, S&OP, Finance, and GTM teams to drive predictable revenue outcomes through strong pipeline rigor, data-driven insights, and disciplined operating cadence.

This role owns end-to-end sales operations executionfrom pipeline health and CRM governance to quota planning, territory design, and deal analyticsensuring high forecast accuracy and scalable growth.

Key Responsibilities:

Pipeline & Forecast Management:

- Own pipeline management across coverage, velocity, ageing, and probability.

- Drive weekly pipeline health reviews with sales leaders, highlighting risks, gaps, and corrective actions.

- Build and maintain a rolling 46 quarter demand forecast, aligned with S&OP and Finance.

- Improve forecast accuracy through consistent definitions, deal hygiene, and probabilistic modeling.

CRM Governance:

- Establish and enforce CRM governance standards (data quality, stage definitions, deal hygiene).

- Ensure CRM is the single source of truth for pipeline, forecasting, and sales performance.

- Partner with IT / RevOps to enhance CRM workflows, automation, and reporting.

Sales Process Optimization:

- Continuously assess and optimize end-to-end sales processes to improve conversion, velocity, and win rates.

- Identify friction points across lead-to-close and recommend structural or process improvements.

- Drive adoption of standardized sales motions and best practices.

Territory & Quota Planning:

- Design and maintain equitable, data-driven territory models aligned to market potential.

- Lead annual and in-year quota planning, ensuring alignment with growth targets and capacity models.

- Partner with Finance and Sales Leadership on headcount planning and productivity assumptions.

Win/Loss & Deal Analytics:

- Conduct structured win/loss analysis to identify patterns, root causes, and actionable insights.

- Own deal analytics for large, strategic, or at-risk dealspricing, discounting, cycle time, and margin impact.

- Provide fact-based recommendations to improve deal quality and conversion.

Insights, Dashboards & Cadence:

- Build and publish Market Dashboards and Studio Dashboards for leadership visibility.

- Deliver clear, insight-led reporting on sales conversion metrics and key performance drivers.

- Enable a strong weekly, monthly, and quarterly operating cadence with sales and S&OP leadership.

Key Skills & Experience:

- 12+ years of experience in Sales Operations, Revenue Operations, or GTM Analytics.

- Strong understanding of B2B sales motions, pipeline dynamics, and forecasting methodologies.

- Hands-on expertise with CRM platforms (Salesforce preferred) and BI tools.

- Proven ability to translate data into insights and influence senior sales leaders.

- Strong analytical, structured thinking, and stakeholder management skills.