Sales Operations Manager

We are seeking a highly capable and analytically strong Sales Operations Lead to fully own and operate the global sales operations function including the Sales Desk, which acts as the company’s quotation engine and commercial execution hub.

This role is 100% accountable for the sales operating system—Salesforce, pipeline governance, forecasting, reporting, deal governance, and the Sales Desk—ensuring that pricing, solutioning, approvals, and commercial execution are accurate, timely, and compliant.

This is not a quota-carrying role. The position exists to enable, govern, and scale sales execution by Global

Account Managers (GAMs) through strong operational leadership, data-driven insights, and rigorous process ownership.

The ideal candidate has deep experience in Sales Operations within IT services, strong analytical and Salesforce expertise, and proven capability in running a centralized Sales Desk function supporting complex, multi-country deals.

Key Responsibilities

1. Global Sales Operations & Sales Desk Leadership

• Own and lead the global Sales Operations and Sales Desk functions end-to-end.
• Manage and develop a distributed team of sales operations analysts, sales desk specialists, sales coordinators, and inside sales support roles.
• Position the Sales Desk as the single point of control for quotations, pricing coordination, solutioning inputs, and commercial approvals.
• Define and enforce KPIs across pipeline health, quote turnaround time, pricing accuracy, forecast quality, and operational performance.
• Drive a culture of structure, accountability, data discipline, and continuous improvement.

2. Global Account Manager Enablement (Operational)

• Ensure GAMs receive consistent, high-quality operational and Sales Desk support across all regions.
• Provide structured support for opportunity qualification, pricing requests, solution validation, and proposal execution.
• Own operational cadence for pipeline reviews, account reviews, and forecast submissions.
• Act as the primary operational interface between GAMs and Finance, Pricing, Solutioning, Legal, and Delivery.

3. Sales Desk Ownership (Quotation, Pricing & Solutioning Hub)

• Own the Sales Desk as the quotation engine of the company.
• Ensure all commercial quotes flow through a standardized, governed Sales Desk process.
• Coordinate pricing inputs, margin validation, solution design inputs, and commercial assumptions.
• Enforce pricing governance, approval thresholds, discount rules, and margin discipline.
• Drive consistent quote structures, assumptions, and commercial clarity across all deals.
• Optimize quote turnaround times without compromising quality or governance.

4. Sales Operations, Process & Governance Ownership

• Fully own global sales processes, governance models, and operational standards.
• Design, document, and maintain end-to-end workflows from lead qualification through quote creation, approvals, and handover to delivery.
• Establish and run the global forecasting cadence with clear accountability and data integrity.
• Define and enforce deal governance, approval matrices, and commercial compliance.
• Build and maintain sales operations and Sales Desk playbooks, policies, and documentation.

5. Salesforce Ownership & Commercial Workflow Integrity

• Act as business owner for Salesforce across Sales Operations and the Sales Desk.
• Ensure Salesforce supports quoting workflows, pricing approvals, and deal governance.
• Own Salesforce data hygiene, pipeline accuracy, stage discipline, and reporting standards.
• Design dashboards covering pipeline health, quote conversion, pricing exceptions, and forecast accuracy.
• Partner with IT and external partners on Salesforce automation, CPQ-related enhancements, and workflow optimization.

6. Pipeline Analytics, Forecasting & Commercial Insights

• Deliver accurate weekly, monthly, and quarterly forecasts with clear assumptions.
• Analyze pipeline health, win rates, deal velocity, quote-to-close ratios, and pricing effectiveness.
• Identify structural issues in qualification, pricing, or solutioning and drive corrective actions.
• Provide data-driven insights and recommendations to the SVP Global Sales & Marketing and executive leadership.

7. Cross-Functional Alignment

• Work closely with Finance on pricing governance, margin control, forecasting, and revenue readiness.
• Coordinate with Solutioning and Delivery to ensure quotes are operationally viable and scalable.
• Partner with Legal to ensure contractual and commercial compliance.
• Align with Marketing on lead quality, attribution, and pipeline contribution analysis.

Onboarding & Ramp-Up Plan

Month 1 – Assessment & Control

• Review Salesforce, sales processes, Sales Desk workflows, and governance gaps.

• Assess quote quality, pricing consistency, and approval discipline.

• Meet GAMs, Finance, Pricing, Solutioning, Delivery, and Marketing leadership.Month 2 – Standardization & Governance

• Standardize Sales Desk workflows, quote templates, pricing approval paths, and SLAs.
• Clean up Salesforce data, dashboards, and commercial workflows.
• Establish forecasting cadence and executive reporting rhythm.

Month 3–4 – Full Ownership & Optimization

• Independently run global Sales Operations and Sales Desk.
• Deliver trusted forecasts, pricing discipline, and predictable commercial execution.
• Drive measurable improvements in pipeline quality, quote turnaround, and margin governance.

Qualifications

Education

• Bachelor’s or Master’s degree in Business, Analytics, IT, Economics, Engineering, or related fields.
• MBA or advanced analytics education is a plus but not required.

Experience

• 10–15 years in Sales Operations, Revenue Operations, or Commercial Operations within IT services.
• Proven experience running a Sales Desk or centralized quotation function.
• Strong hands-on Salesforce experience supporting pricing, approvals, and deal governance.
• Experience supporting complex, multi-country enterprise sales environments.

Capabilities

• Exceptional analytical and problem-solving skills.
• Deep understanding of pricing models, margin structures, and commercial governance.
• Strong Salesforce expertise (dashboards, workflows, approvals, reporting).
• Ability to balance speed and control in quotation and deal execution.
• Clear, structured communicator with executive-level presence.
• High ownership, discipline, and intolerance for data or pricing ambiguity.

Success Profile (12–36 Months Horizon)

• A single, trusted Sales Desk acting as AVASO’s commercial execution engine.
• Salesforce operating as a clean, reliable system supporting quoting and governance.
• Predictable, well-governed pipeline with disciplined pricing and margins.
• Improved quote turnaround times and higher deal quality.
• Strong forecast accuracy and commercial confidence at executive level.
• Recognition as a key enabler of AVASO’s global commercial scalability.