Sales Process Architect: Lead Pipeline & Forecast

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 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.