Chainguard - Staff Sales Operations Manager
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Requirements
• 6–10+ years of progressive experience in Sales Operations, Revenue Operations, or GTM Strategy, with at least 2 years in a people management role, ideally in Enterprise B2B SaaS. • Demonstrated ability to lead and develop high-performing teams in fast-paced, high-growth environments. • Deep expertise in territory planning, pipeline governance, forecasting methodologies, and sales process design. • Advanced Salesforce proficiency (admin-level understanding preferred); experience designing scalable workflows and automation. • Strong analytical toolkit—advanced Excel/Sheets, SQL, and experience with BI platforms (e.g., Sigma, Tableau, Looker). • Proven track record of building, documenting, and scaling operational processes from scratch. • Exceptional communication and executive presence—comfortable presenting to C-level stakeholders and driving alignment across functions. • Strategic thinker who thrives in ambiguity and can balance long-term vision with near-term execution. • Willingness to travel for QBRs and team offsites (~1x per quarter).
Responsibilities
• Sales Partnership & Strategic Advisory • Serve as a Business Partner to Enterprise Sales Leadership • Own the operational rhythm of the business—forecast calls, pipeline reviews—ensuring leaders have the analytics and frameworks to make high-quality decisions. • Translate executive priorities into operational roadmaps, aligning Sales Operations initiatives with company-wide revenue goals. • Proactively identify performance gaps and growth opportunities across segments, presenting recommendations to senior leadership. • Territory Strategy & Design • Own the end-to-end territory strategy—design, optimization, balancing, and realignment—across AMER private sector segments • Define and enforce the account assignment framework, ensuring equitable and efficient coverage that maximizes market opportunity. • Architect and implement automation solutions to streamline >90% of the territory management lifecycle, reducing manual effort and increasing accuracy. • Maintain territory data integrity across Salesforce and connected systems; establish governance processes to prevent data drift. • Pipeline & Forecasting Operations • Define and enforce pipeline management standards, stage definitions, and forecasting methodologies in partnership with Sales Leadership. • Own pipeline health reporting and analytics—monitor conversion rates, stage velocity, and hygiene to drive forecast accuracy and consistency. • Design and implement pipeline inspection frameworks that enable frontline managers to coach effectively. • Partner with Finance and FP&A on forecast models, ensuring alignment between bottom-up pipeline signals and top-down targets. • Process Architecture & Policy Governance • Design, document, and continuously improve scalable SOPs and workflows for all core Sales Operations functions. • Co-own the internal Rules of Engagement (ROE)—define policy, drive cross-functional alignment, adjudicate disputes, and manage escalations. • Lead change management efforts when introducing new processes or tools, ensuring adoption across the sales organization. • Build and deliver enablement programs to educate sales teams on policies, territory definitions, system usage, and operational best practices. • Systems, Tools & Cross-Functional Programs • Partner with GTM Systems to define requirements and drive enhancements to Salesforce and the broader revenue tech stack. • Lead cross-functional strategic programs that span Sales, Marketing, Customer Success, and Finance—owning project plans, stakeholder alignment, and delivery. • Evaluate and recommend new tools and technologies that improve operational efficiency and data quality.
Benefits
• $174,000—$205,000 USD • We live and breathe our company values: • We are customer obsessed — We focus on delivering solutions to our customers that create value and make their lives better. • We have a bias for intentional action — We prioritize, plan, try things, and fail fast. • We don't take ourselves too seriously (but we do serious work) — We are solving an important problem which takes focus, but we also like to enjoy the journey. • We trust each other and assume good intentions — We're transparent with decisions to empower team members to make well informed decisions. • Flexible & Remote-First Culture: Work remotely with team meetup opportunities, bi-annual destination summits, and a monthly stipend for coworking spaces, phone and internet costs. • Flexible & Remote-First Culture: • Our Approach to Equity: Receive stock options upon hire and promotion. Plus, you can participate in secondary offerings and have 10 years to exercise your options (yes, you read that correctly: 10 years!). • Our Approach to Equity: • 100% Covered Health Insurance: We cover 100% of your health, vision and dental insurance premiums for you and your dependents. Nothing comes out of your paycheck. • 100% Covered Health Insurance: • ∞ Flexible Time Off: Take the time you need – to do our best work, we need to recharge and reset. • ∞ Flexible Time Off: • 18 Weeks Paid Parental Leave: We offer 18 weeks for birthing parents and 12 weeks for non-birthing parents, with the option to use it all at once or throughout your child's first year. • 18 Weeks Paid Parental Leave: • If your experience is close but doesn't fulfill all requirements, please apply. We're building the best team in technology and are focused on hiring "Chainguardians" with unique backgrounds, perspectives, and experiences.
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