Sales Operations Manager

Keka HR; Hyderabad; On-site; INR 2,500,000 - 4,000,000; Full time

Job summary

Keka HR is seeking a Manager, Sales Operations in Hyderabad to serve as the operational and strategic right hand to Sales leadership. You will own planning, forecasting, and data backbone to keep the sales engine predictable while aligning with Marketing and Customer Success.

You will design processes, optimize CRM usage, and drive cadence reviews (weekly, monthly and quarterly) to deliver measurable outcomes in revenue growth, efficiency, and AI-enabled GTM enablement.

Qualifications

• 5+ years in sales operations or GTM strategy in B2B SaaS.
• Strong grasp of SaaS sales motions, pipeline management, forecasting and quota/territory design.
• Hands-on experience with CRM platforms and data analytics.
• Excellent communication and stakeholder management with senior Sales and Finance leaders.
• Ability to run operating cadences and drive alignment without direct authority.

Responsibilities

• Plan and forecast targets, quota design, and territory modelling.
• Drive forecast accuracy, pipeline hygiene and deal acceleration.
• Design end-to-end sales processes and CRM hygiene.
• Coordinate with Deal Desk on pricing governance and approvals as needed.
• Lead weekly pipeline reviews, MBRs and quarterly planning with clear decisions.

Skills

Sales operations

GTM strategy

Forecasting

Stakeholder management

Analytical mindset

Tools

HubSpot

Salesforce

CRM platforms

Job description

Keka is a modern people platform for growing enterprises. HR, payroll and talent live in one core system, so teams spend less time on admin and more time on their people. More than 12,500 companies trust Keka, from fast-growing small businesses to large enterprises and global companies with teams across borders.

We build software the way HR actually works. It feels human, sets up in days instead of months, and has AI built into every part of HR. With customers across India, the US and the Middle East.

About the Role

We are seeking a Manager, Sales Operations to be the operational and strategic right hand to our Sales leadership. This role owns the planning, forecasting discipline, process design and data backbone that make the sales engine predictable, and keeps Sales tightly interlocked with Marketing and Customer Success as one connected revenue engine.

Key Responsibilities

• Planning & AOP: Partner with Sales leadership and Finance on the annual operating plan: targets, quota and territory design, ramp-adjusted capacity and headcount modelling. Run the planning cadence: annual plan, quarterly re-forecasts, monthly business reviews.
• Forecasting & Pipeline Rigor: Own the forecasting model and process; drive forecast accuracy, pipeline coverage and hygiene; surface deal acceleration and stalls with forward-looking insight.
• Sales Process & Deal Desk Collaboration: Design and optimize end-to-end sales processes, removing bottlenecks from lead handoff to closed-won. Collaborate with the Deal Desk team on approvals and pricing/discount governance as requirements arise. Own CRM and pipeline hygiene standards.
• Rules of Engagement & Rhythm of Business: Define and arbitrate cross-functional rules: lead and account ownership, routing, handoff criteria and escalation paths. Run the operating cadence (weekly pipeline reviews, MBRs, quarterly planning), ensuring every review produces decisions, owners and follow-ups.
• AI & GTM Enablement: Prioritize GTM motions and their operating models; pilot and operationalize AI/automation across the sales workflow (lead scoring, pipeline health, AI-assisted selling) to reduce manual toil. Help rationalize the sales tech stack with clean data flow.
• Data & Insights: Enforce data hygiene, field completeness and standardized stage definitions; define reporting requirements with the Data pod; translate analysis into recommendations leaders can act on.
• Partnership & Alignment: Embed in Sales leadership meetings, QBRs and planning as a trusted advisor. Lead through influence and drive outcomes across teams without direct authority.

What You Bring

• 5+ years in sales operations, revenue operations or GTM strategy, preferably in B2B SaaS.
• Strong grasp of SaaS sales motions, pipeline management, forecasting and quota/territory design.
• Hands-on fluency with CRM platforms (HubSpot/Salesforce), data and analytics.
• Proven ability to run operating cadences and drive alignment without direct authority.
• Excellent communication and stakeholder management with senior Sales and Finance leaders.
• Analytical mindset with a bias for action; exposure to AI/automation in GTM is a strong plus.