Reporting to the Sr. Director, Strategic Finance & Operations and partnering closely with sales leadership, the Manager, Sales Operations owns the systems, processes, and analytics that keep our sales organization running efficiently. You'll lead a small but might team and own the roadmap for Salesforce, Gong, DealHub, and ZoomInfo.
You'll also run the forecasting and capacity planning cadence; manage territories, quotas, and commission operations; and turn pipeline and deal data into clear recommendations for sales leaders. This is a player-coach role for someone who can develop a small team while staying hands-on, and who is as comfortable building a Salesforce flow as walking a sales leader through a capacity model.
Essential Duties/Responsibilities:Team leadership:- Directly manage a Salesforce Administrator and a Sales Operations Specialist: set goals, assign and prioritize work, and hold regular one-on-ones with coaching and feedback.
- Run intake and prioritization for sales systems and operations requests, balancing quick fixes for reps with longer-term roadmap projects.
- Develop each team member's skills and career path, conduct performance reviews, and participate in hiring as the team grows.
- Make sure processes, system changes, and reports are documented so that no critical work depends on a single person.
Sales systems administration:- Oversee the configuration, maintenance, and continuous improvement of Salesforce, Gong, DealHub, and ZoomInfo, directing the Salesforce Administrator's work on flows, validation rules, page layouts, and integrations, and stepping in hands-on for complex builds.
- Partner with Marketing Operations on the HubSpot-Salesforce sync, inbound lead routing (including Chili Piper), and the handoff from marketing to sales.
- Manage user access, licensing, and system documentation, and evaluate new sales tools as needs evolve.
Sales process and data integrity:- Define and maintain opportunity stages, exit criteria, and required fields so pipeline data is consistent and forecast-ready.
- Map the opportunity-to-close and quote-to-cash process, remove bottlenecks, and work with Finance to build automated guardrails that keep bookings data accurate and audit-ready.
Forecasting and capacity planning:- Run the weekly forecasting cadence in Gong and Salesforce, combining bottom-up rep commits with top-down pipeline analysis, and reconcile bookings and ARR with FP&A.
- Build and maintain the sales capacity model, covering rep ramp time, productivity, attrition, and quota coverage, so leadership knows whether headcount and pipeline are ahead of or behind plan and when to hire.
- Track pipeline generation and coverage against targets by segment, region, and rep.
Territory, quota, and compensation:- Design and balance territories and account assignments, and maintain clear rules of engagement.
- Support Finance and sales leadership in translating annual targets into quotas and commission plans, providing the analysis and modeling behind plan decisions.
Deal desk:- Own quoting and approval workflows in DealHub, including discount approvals and non-standard terms, balancing deal velocity with margin discipline.
Sales analytics and reporting:- Build and maintain dashboards for pipeline health, stage conversion, sales cycle length, and deal slippage.
- Lead win/loss and competitive analysis to identify patterns in pricing, product, and positioning.
- Analyze pricing and discounting trends, and identify whitespace and expansion opportunities within existing accounts and territories.
Sales leadership support and enablement:- Prepare materials for pipeline reviews, QBRs, and executive updates, and present findings and recommendations to sales leadership.
- Partner with Sales Enablement to onboard new reps into systems and processes and drive adoption of new tools and workflows.
- Other duties as assigned.
Knowledge, Skills and Abilities Required:- 5+ years in Sales Operations or Revenue Operations in B2B SaaS, with hands-on experience in forecasting, capacity planning, and territory and quota processes.
- Salesforce administrator-level expertise (flows, validation rules, reports, and dashboards); Salesforce Administrator certification preferred.
- Hands-on experience with Gong, ZoomInfo, and a CPQ tool (DealHub preferred).
- Proven experience building sales capacity models, pipeline coverage analysis, and quota and commission plans.
- Strong analytical skills with advanced Excel or Google Sheets; experience with a BI tool and SQL preferred.
- Clear communicator who can turn data into recommendations for sales leaders and build trust with reps and managers.
- 1+ years of people-management or formal team-lead experience, ideally with Salesforce administrators or Sales Operations analysts, including coaching others and prioritizing a shared workload.
Education and/or Experience:- Bachelor's degree or equivalent work experience preferred.
- Disclaimer-The above statements are neither intended to be an all-inclusive list of the duties and responsibilities of the job described, nor are they intended to be a listing of all of the skills and abilities required to do the job. Rather, they are intended only to describe the general nature of the job. This job description is not a contract of employment, either express or implied. Employment with Cofense will be voluntarily entered into and your employment is considered at will. Cofense reserves the right to alter the job description at any time without notice.
Cofense is committed to equal employment opportunity. We will not discriminate against employees or applicants for employment on any legally recognized basis including, but not limited to: veteran status, uniform service member status, race, color, religion, sex (including pregnancy), gender identity, sexual orientation, national origin, age, physical or mental disability, marital status, genetic information or any other status or characteristic protected by applicable national, federal, state or local laws and ordinances. We adhere to these commitments in all aspects of employment, including recruitment, hiring, training, compensation, promotion, benefits, and discipline.
Qualifications
BehaviorsDetail Oriented: Capable of carrying out a given task with all details necessary to get the task done well
MotivationsAbility to Make an Impact: Inspired to perform well by the ability to contribute to the success of a project or the organization
EducationLicenses & CertificationsSalesforce Certification
SkillsExcel Skills: Novice
Experience2-3 Strong analytical skills with advanced Excel or Google Sheets; experience with a BI tool and SQL preferred.
2-3 Salesforce administrator-level expertise (flows, validation rules, reports, and dashboards); Salesforce Administrator certification preferred.
5-8 5+ years in Sales Operations or Revenue Operations in B2B SaaS, with hands-on experience in forecasting, capacity planning, and territory and quota processes.
