Job Description

Essential Duties and Responsibilities:

The Sales Operations Manager ensures that the firm’s business development and account management efforts are supported by strong processes, data, tools, and change management. This role provides the operational backbone of sales. They act as a bridge between consultants who drive business development and account management and the operational infrastructure that supports growth.

Sales Process & Pipeline Management

• Define, document, and refine the firm’s sales process (from lead identification through contract close).
• Standardize proposal templates, pitch decks, and client-facing materials (in partnership with Marketing).
• Support Consultants and Account Managers in preparing for client meetings with data, case studies, and insights.
• Own the operations of the CRM system including- ensuring accurate data entry, hygiene, and reporting. Additionally, responsible for the development of the system’s functionality and training to support and reinforce system adoption.
• Provide weekly/monthly reporting on pipeline health, win/loss analysis, and revenue forecasting.
• Track progress against revenue goals, highlighting risks and opportunities.

Data Analytics & Insights

• Develop dashboards to monitor KPIs such as win rate, average deal size, sales cycle length, and client acquisition cost
• Conduct market and competitive research to support business development
• Analyze pricing and discounting trends, supporting leadership in margin optimization.

Operational Support & Collaboration

• Partner with Account Managers to ensure account plans are up-to-date and measurable.
• Identify opportunities for cross-selling and help track relationship development.
• Support client satisfaction surveys and capture of testimonials/case studies.
• Partner with Finance on revenue recognition, billing accuracy, and forecasting alignment.
• Collaborate with Marketing on lead generation campaigns, thought leadership distribution, and event tracking.
• Continuously improve tools, processes, and playbooks to make business development more efficient and scalable.
• Perform related duties as assigned by supervisor
• Maintain compliance with all company policies and procedures

Education and/or Work Experience Requirements: 

• Bachelor’s degree required; preferred in Business, Finance, or related discipline.
• 5–7 years of experience in sales operations, preferably in professional services or management consulting.
• Hands-on CRM experience (Dynamics preferred), including reporting, dashboard creation, and process optimization.
• Excellent written and verbal communication skills
• Must be able to work under pressure and meet deadlines, while maintaining a positive attitude and providing exemplary customer service
• Ability to work independently and to carry out assignments to completion within parameters of instructions given, prescribed routines, and standard accepted practices
• Excellent computer proficiency (MS Office – Word, Excel, PowerPoint and Outlook)
• Experience in a consulting or professional services firm environment

Preferred Qualifications:

• Experience with Microsoft Dynamics
• Experience in a fast-paced, startup environment

Physical Requirements: 

• Must be able to commute to the corporate office at least 1 day per week
• Must be able to work independently and with a secure internet connection (when working remotely)
• Ability to safely and successfully perform the essential job functions consistent with the ADA, FMLA and other federal, state and local standards, including meeting qualitative and/or quantitative productivity standards
• Ability to maintain regular, punctual attendance consistent with the ADA, FMLA and other federal, state and local standards
• Must be able to lift and carry up to 25 pounds

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