Sales Operations Manager

Wolters Kluwer; Madrid; Presencial; EUR 75.000 - 105.000; Jornada completa

Descripción de la vacante

Wolters Kluwer is seeking a Sales Operations Manager to own and optimize the revenue process across divisions. You will design the sales process architecture, define lead management, and oversee pipeline hygiene while partnering with sales leadership, Marketing Operations and technology teams.

You will translate designs into business requirements, drive field adoption, and measure outcomes with data-driven analysis.

Formación

• Sales Process Design: Proven experience designing or redesigning a sales process across multiple teams or regions.
• Lead Management & Qualification: Ownership of the marketing-to-sales hand-off, including scoring, routing, SLAs and recycling.
• Pipeline & Forecast Discipline: Strong command of stage gates, exit criteria, opportunity hygiene and forecast quality.
• Business Analysis: Ability to write clear business requirements with acceptance criteria for a technical delivery function.
• Data-Driven Reasoning: Able to interrogate funnel data and build compelling business cases for change.
• Change Management & Adoption: Track record of embedding processes in the field.
• Stakeholder Influence: Comfort influencing senior sales stakeholders and cross-functional peers.
• Systems Literacy: Salesforce, CPQ, Marketo and Power BI understood from the business side.
• Multi-Business Experience: Exposure to enterprise software environments and deal desk/quoting.

Responsabilidades

• Design and own the sales process architecture: stages, gates, and exit criteria with central Revenue Operations and sales teams.
• Co-own lead management and qualification end-to-end with Marketing Operations, including scoring, routing and SLAs.
• Define leakage categories and follow-up processes for disqualified, recycled and closed-lost opportunities.
• Drive opportunity, pipeline and forecast hygiene and a shared definition of a qualified opportunity.
• Drive field adoption of the sales methodology and data completeness evidence.
• Translate process designs into documented business requirements for technical partners.
• Analyze funnel and pipeline data to identify friction and build business cases for change.
• Establish baselines: lead-to-opportunity conversion and stage drop-off metrics.
• Partner with sales leaders and deal desks to land changes across contexts.
• Balance proactive improvements with responsive field support.

Conocimientos

Sales Process Design

Lead Management

Pipeline & Forecast

Business Analysis

Data-Driven Reasoning

Change Management

Stakeholder Influence

Systems Literacy

Multi-Business Experience

Herramientas

Salesforce

CPQ

Marketo

Power BI

Descripción del empleo

Wolters Kluwer is a global leader in information services and solutions for professionals in the finance, tax and accounting, risk and compliance, health and legal sectors. We help our customers make critical decisions every day by providing expert solutions that combine deep domain knowledge with specialized technology and services.

We are looking for a Sales Operations Manager to join our team.

About the role

As a Sales Operations Manager, you'll own the sales side of our revenue process across the division. Working closely with sales leadership, marketing and our centres of excellence, you'll design the sales process architecture that our teams run on, from lead qualification through to opportunity progression and forecast quality. Your focus will be on bringing consistency to how we sell across multiple businesses and geographies, designing improvements that are grounded in data, and making them stick in the field. This is a process design and business partnering role with genuine ownership, working through influence, evidence and business cases rather than mandate.

Responsibilities

• Design and own the sales process architecture: stages, stage gates and exit criteria, agreed jointly with the central Wolters Kluwer Revenue Operations team as well as the sales teams you support.
• Co-own lead management and qualification end-to-end with Marketing Operations, including definition, scoring, routing and response SLAs.
• Define leakage categories and the follow-up process for disqualified, recycled and closed-lost opportunities.
• Drive opportunity, pipeline and forecast hygiene, and a shared definition of a qualified opportunity.
• Drive field adoption of the sales methodology and the data completeness that evidences it.
• Translate designed process into documented business requirements with acceptance criteria for our technology partners where technology is the media through which you action change.
• Analyse funnel and pipeline data to identify friction, build business cases for change and measure the outcome of what is implemented.
• Establish and improve the process baselines: lead-to-opportunity conversion, stage-by-stage drop-off, cycle time and field completeness.
• Partner with sales leaders and local deal desks to build credibility, resolve exceptions and land change across different business contexts.
• Balance proactive process improvement and benchmarking with responsive support to the field.

Skills

• Sales Process Design: Proven experience designing or redesigning a sales process across more than one team, business or region.
• Lead Management & Qualification: Ownership of the marketing-to-sales hand-off, including scoring, routing, SLAs and recycling.
• Pipeline & Forecast Discipline: Strong command of stage gates, exit criteria, opportunity hygiene and forecast quality.
• Business Analysis: Ability to write clear business requirements with acceptance criteria for a technical delivery function.
• Data-Driven Reasoning: Confident in interrogating funnel and pipeline data, questioning it rather than accepting reports at face value, and building the business case.
• Change Management & Adoption: Track record of making a process or methodology stick in the field, not just documenting it.
• Stakeholder Influence: Comfort influencing senior sales stakeholders who do not report to you, and co-owning a shared scope with a peer function.
• Systems Literacy: Salesforce and CPQ, Marketo and Power BI understood from the business side; able to specify what must be captured, when and by whom.
• Preferred: Experience in multi-business or enterprise software environments, exposure to a named sales methodology and its roll-out, deal desk or quoting exposure, and practical experience with AI-assisted workflows.

If making a difference matters to you, then you matter to us.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender identity, sexual orientation, national origin, disability, or any other protected status, in accordance with local regulations.

Our Interview Practices

To maintain a fair and genuine hiring process, we kindly ask that all candidates participate in interviews without the assistance of AI tools or external prompts. Our interview process is designed to assess your individual skills, experiences, and communication style. We value authenticity and want to ensure we’re getting to know you—not a digital assistant. To help maintain this integrity, we ask to remove virtual backgrounds and include in-person interviews in our hiring process. Please note that use of AI-generated responses or third-party support during interviews will be grounds for disqualification from the recruitment process.

Applicants may be required to appear onsite at a Wolters Kluwer office as part of the recruitment process.