Manager, Sales Operations

Clio; Vancouver, Calgary, Toronto; On-site; CAD 196,000 - 294,000; Full time

Benefits offered by this job

Competitive salary

Hybrid work environment

Health benefits package

RRSP matching and RESP contribution

20 days off per year

Counseling benefit

Job summary

Clio is hiring a Manager, Sales Operations to lead a high-impact Revenue Operations team. You will optimize revenue workflows and align cross-functional processes with Go-To-Market strategy, partnering with Sales, Marketing, Customer Success, Finance, and Product.

You will own Lead-to-Cash systems, develop scalable processes for new markets, expansions, and renewals, and drive data-driven insights for leadership.

Qualifications

• Bachelor's degree required; MBA preferred.
• Experience leading Revenue Operations or similar teams.
• Strong analytical, forecasting, and data-driven decision making.
• Proven ability to scale processes and collaborate across functions.

Responsibilities

• Build, lead, and mentor a Revenue Operations team focused on high velocity SMB sales.
• Partner with Senior Sales Leadership on OKRs to align revenue strategies with growth objectives.
• Create tools and processes for entry, expansion, and renewal motions at scale with an AI-forward approach.
• Drive cross-functional alignment between global and regional teams.
• Identify, design, and implement improvements to revenue workflows to boost efficiency and visibility.
• Own and optimize systems supporting Lead-to-Cash in Salesforce, CPQ, Stripe, Netsuite.
• Develop accurate global sales territories using data and market trends.
• Forecasting rigor and pipeline management across regions.

Skills

People leadership

Analytical skills

Cross-functional collaboration

Communication skills

Project management

GTM tools familiarity

Problem solving

Education

Bachelor's degree

MBA preferred

Tools

Salesforce

SalesLoft

Gong

CPQ platforms

PSA

CS platforms

Tableau

PowerBI

Job description

Clio is the global leader in legal AI technology, empowering legal professionals and law firms of every size to work smarter, faster, and more securely.

We are transforming the legal experience for all by bettering the lives of legal professionals while increasing access to justice.

Summary:

What your team does:

Revenue Operations has one job—to drive growth by accelerating our revenue-generating teams. We directly support Sales, Marketing, and Customer Success by providing insights, reducing friction, and enabling teams to be innovative and self-sufficient.

You will be joining Clio’s Revenue Operations team as a high-impact leader during a pivotal phase of the company’s explosive growth. As Manager, Sales Operations, you will play a critical role in optimizing existing revenue processes to support sustainable growth.

This role is responsible for overseeing and optimizing revenue operations across new business, expansion, and renewal motions, ensuring operational excellence, forecasting accuracy, and strong alignment with Clio’s go-to-market strategy. You will partner closely with Sales, Marketing, Customer Success, Finance, and Product, and report directly to the Director, Revenue Operations.

What you'll work on:

Team Leadership & Scaling

• Build, lead, and mentor a high-performing Revenue Operations team specifically focused on supporting high velocity sales in the SMB segment.

• Partner with Senior Sales Leadership on OKR’s to develop and operationalize revenue strategies aligned with Clio’s growth objectives

• Build tools, frameworks, and processes that support new market entry, expansion motions, and renewals at scale with an AI-Forward approach

• Drive cross-functional alignment and consistency in operational practices between global and regional teams.

Systems & Revenue Operations

• Identify, design, and implement improvements to revenue workflows and processes to increase efficiency, scalability, and visibility across regions

• Own and optimize systems supporting the Lead-to-Cash lifecycle in systems such as Salesforce, CPQ, Stripe, and Netsuite

• Ensure processes scale effectively to support expansion, regional nuances, and future product growth

• Ensure the revenue technology stack adequately supports the unique requirements of various go-to-market channels.

Sales Territories & Planning

• Develop accurate, global sales territories using historical data, pipeline analysis, and market trends

• Partner with sales leadership and compensation teams to establish realistic targets, quotas, and capacity plans across regions and segments

• Drive rigor and consistency in forecasting and pipeline management

Sales Reporting & Executive Communication

• Prepare and present recurring reports, dashboards, and insights on sales performance, key metrics, and strategic initiatives

• Deliver clear, actionable insights to Sales Leadership and cross-functional stakeholders to inform decision-making

Revenue Analytics & Insights

• Conduct historical reviews of account performance, segmentation, prioritization, and win/loss analysis

• Lead predictive and diagnostic analytics to surface growth opportunities and performance risks

• Translate complex data into practical recommendations that drive revenue outcomes

• Analyze sales metrics to identify trends, opportunities, and areas for improvement across the funnel

• Generate insights that inform strategy, improve execution, and elevate global sales performance

Who you are:

• High-impact self-starter: you take initiative to move projects forward and can operate well with little guidance. You’re excited by the possibility of leading cross-functional workstreams and generating buy-in among senior leadership.

• Raw smarts and Hustle: we are looking for people who can look at complex problems and solve them start to finish.

• Strong analytical skills: you nerd out about data, can quickly structure analyses to answer key business questions to drive decision-making, and will also have perspectives on building the right data architecture

• Process and operational thinking: you can tackle a problem independently and quickly iterate to a solution, and then also document it in a way that's easy to understand for all audiences. Previous Salesforce experience is a plus.

• Communication and stakeholder management: you'll need to be able to connect with sales reps and hardware engineers alike to figure out how we build the right processes and workflows to drive efficiency while also giving us the data to measure how we're doing. Strong written and verbal communication skills are a must.

• Flexibility and hustle: you manage change and ambiguity well, and have no problems juggling multiple priorities while executing in a fast-paced environment. You’re comfortable pivoting quickly and often.

What you bring:

• Bachelor's degree; MBA preferred

• 5+ years of people leadership experience, managing 4+ direct reports

• 7+ years in operations, sales, management consulting, finance, investment banking, or other analytical and strategic roles.

• Comfortable in a matrix environment — influencing without direct authority across multiple functional teams

• Roll-up-your-sleeves mentality — this is a builder role, not a manager-only role

• Familiarity with core GTM tools including Salesforce, SalesLoft, Gong, CPQ platforms, Professional Services Automation (PSA) and Customer Success platforms

• Strong project management skills and the ability to mobilize cross-functional teams towards a common goal

• Strong communication skills, including written and verbal communication experience with senior leadership

• Deep interest in analyzing data and the ability to see beyond the numbers to drive sound decision-making

• Comfort using and developing reports, metrics, and dashboards with salesforce.com, Tableau, PowerBI or other relevant sales metric tools and programs.

• Ability to travel to or within Canada one week per quarter

This role is a backfill for an existing position.

What you will find here:

Compensation is one of the main components of Clio’s Total Rewards Program. We have developed a series of programs and processes to ensure we are creating fair and competitive pay practices that form the foundation of our human and high-performing culture.

Some highlights of our Total Rewards program include:

• Competitive, equitable salary with top-tier health benefits, dental, and vision insurance

• Hybrid work environment, with expectation for local Clions (Vancouver, Calgary, Toronto, Dublin, London, New York City and Sydney) to be in office min. twice per week.

• Flexible time off policy, with an encouraged 20 days off per year.

• $2000 annual counseling benefit

• RRSP matching and RESP contribution

• Clioversary recognition program with special acknowledgement at 3, 5, 7, and 10 years

The expected salary range* for this role is $139,900 to $209,900 USD. Initial placement within the range is informed by geographic region, experience, and skillset, with room to progress as impact and tenure grow. Final offer amounts will vary based on candidate profile.

*Our salary bands are designed to reflect the range of skills and experience needed for the position and to allow room for growth at Clio. For experienced individuals, we typically hire at or around the midpoint of the band. The top portion of the salary band is reserved for employees who demonstrate sustained high performance and impact at Clio. Those who are new to the role may join below the midpoint and develop their skills over time. The final offer amount for this role will be dependent on geographical region, applicable experience, and skillset of the candidate.

Diversity, Inclusion, Belonging and Equity (DIBE) & Accessibility

Our team shows up as their authentic selves, and are united by our mission. We are dedicated to diversity, equity and inclusion. We pride ourselves in building and fostering an environment where our teams feel included, valued, and enabled to do the best work of their careers, wherever they choose to log in from. We believe that different perspectives, skills, backgrounds, and experiences result in higher-performing teams and better innovation. We are committed to equal employment and we encourage candidates from all backgrounds to apply.

Clio provides accessibility accommodations during the recruitment process. Should you require any accommodation, please let us know and we will work with you to meet your needs.

Learn more about our culture at clio.com/careers

We're a Human and High Performing AI company, meaning we use artificial intelligence to improve all of our operations. In recruitment, AI helps us streamline the process for greater efficiency. However, we've built our systems to ensure that a human always reviews AI-generated output, and we never make automated hiring decisions.

Disclaimer:

We only communicate with candidates through official @clio.com email addresses.