Head of Sales Operations, US&C SMB

About the Role:

We are looking for a senior Sales Operations leader to partner with the Heads of SMB Acquisition in US & Canada, supporting her in leading approximately 400 Account Executives and Sales Managers responsible for driving new SMB acquisition and growth.

As the Head of Sales Operations, SMB Acquisition US&C, you will partner closely with the Head of SMB Acquisition to implement and run their rhythm of business, drive predictability in reporting, analyze business trends, land sales planning processes, devise local GTM strategies and unlock & lead growth initiatives. You deeply understand the unique needs of the commercial teams and drive the design of improvements to organizational tooling and processes and remove operational friction.

This is a high-visibility leadership role at the intersection of sales, strategy, and operations. You will work directly with senior executives across sales, finance, marketing, and operations. You will lead a team of 3 to begin (our Sales Ops Acquisition pod) with room for growth longer term. The ideal candidate has deep sales operations expertise, broad technical skills, strong financial acumen and analytical background. If you are passionate about solving complex problems, enabling sales leaders, and driving lasting impact, this is an opportunity to do work that truly moves the business.

What You'll Do:

• Manage the Sales Ops Acquisition pod - a team of 3 with room to grow
• Lead the operating rhythm for SMB Acquisition, including forecasting, pipeline reviews, and monthly and quarterly business reviews
• Partner closely with senior sales leaders to align on business goals, provide insights, and support their engagement with top accounts
• Bring data-driven clarity to executive forums, influencing decisions on strategy, investments, and growth priorities
• Build forecast models and performance metrics that improve accuracy and resource allocation
• Refine segmentation, territory design, and go-to-market strategies in partnership with leadership
• Define business requirements for process and tooling improvements that streamline how sellers work; influence roadmaps and collaborate other teams on improvement implementation
• Analyze sales performance and translate insights into clear recommendations
• Build strong cross-functional partnerships across Sales, Finance, Strategy and Planning, HR, and Deal Desk
• Lead high-impact projects that extend beyond your immediate segment

• 6+ years' experience in Sales Operations, GTM Strategy, Revenue Operations, Operations or similar functions
• 2+ years' management experience (leading direct reports)
• Proven ability to define, refine, and implement sales processes, procedures, and policies to enhance operational efficiency
• Strong analytical skills with the ability to interpret complex data and translate insights into actionable recommendations, reports, and presentations. Will require intermediate proficiency in: Excel, SQL (or similar program) and Salesforce CRM
• Bachelor's degree

• 10+ years' experience in Sales Operations
• 5+ years' experience leading a direct team within Sales Operations
• Strong collaboration and stakeholder management skills - building deep, trust-based relationships with business and cross-functional partners
• Strong analytical skills with the ability to interpret complex data and translate insights into actionable recommendations, reports, and presentations
• Prior experience working in Sales Operations functions, such as variable compensation, sales forecasting, quota setting, market segmentation, business development, and GTM strategy
• Excellent verbal and written communication skills, including the ability to deliver engaging presentations to stakeholders at all levels
• Ability to operate in a fast-paced environment and lead through ambiguity
• Master's degree