Sales Operations Manager

Basic Function:

The Sales Manager, Operations owns the sales operating system and is responsible for the day-to-day management of ETS's sales organization — not a direct seller, but accountable for $20M in team revenue production across inside sales, junior sales directors, sales directors, and senior sales directors. This includes people management, forecasting discipline, pipeline health, CRM hygiene, and cross‑functional coordination.

 Principal Responsibilities:

 People Management

Conduct regular 1:1s with all direct reports and own the full performance management lifecycle — reviews, PIPs, and terminations — in partnership with HR.

Manage PTO approvals, staffing coverage, and new hire ramp plans to ensure the team is consistently structured to support revenue targets.

 Sales Forecasting & Pipeline Management

Own the weekly revenue forecast and activity metrics, delivering a consistent reporting cadence to the executive team.

Maintain pipeline health, ensure opportunities are accurately staged and progressed toward close, and identify conversion bottlenecks (lead → meeting → close) to drive corrective action with leadership.

Own CRM hygiene standards and enforce consistent tracking of leads, accounts, and opportunities across the full sales org.

 Sales Operating Cadence & Process

Own the sales operating cadence, SOPs, and playbooks — ensuring processes are documented, consistently followed, and scalable as ETS grows

Own sales intake standards (SQLs) and handoff readiness to ensure deals are operations-ready at close, reducing downstream friction and rework

Cross-Functional Coordination

Serve as the operational point of contact between sales, marketing, and operations to ensure qualified lead flow and alignment on pipeline and capacity.