Sales Operations Manager

Roundtrip; Portugal; Remote; EUR 50,000 - 80,000; Full time

Job summary

Roundtrip, a brand of Emerging Travel Group, seeks a Corporate Sales Executive to drive sales effectiveness and partnerships across Europe from a remote setup. You will define targets, oversee bonus processes, and ensure a scalable sales playbook is used by regional teams.

Ideal candidates bring 3+ years in sales operations, strong data skills, and proven ability to collaborate with cross-functional teams in a remote-first global company.

Qualifications

• 3+ years in Sales Operations, Sales Effectiveness or similar analytics roles.
• Strong English communication and stakeholder management skills.
• Experience with CRM and data dashboards in a global tech environment.

Responsibilities

• Own target-setting and quota allocation across regions using data-driven methods.
• Monitor performance and manage bonus calculations for the sales org.
• Own sales process playbook and ensure reps follow stages and criteria.
• Collaborate with reps and leaders to drive pipeline hygiene and reviews.
• Standardise prospecting tools usage and CRM data quality across markets.
• Support onboarding of new joiners and ramp quickly.
• Develop ROI and productivity models to show commercial impact.

Skills

Sales analytics

Data-driven

CRM (HubSpot)

Cross-functional collaboration

English fluency

Tools

HubSpot

Excel/Sheets

BI tools

Job description

Emerging Travel Group (ETG) is a travel-tech company, globally known for the brands RateHawk, ZenHotels, and Roundtrip, spanning over 220 markets worldwide. Our mission is to create, distribute, and operate the most convenient travel products. We constantly innovate and break the rules of the highly complex travel industry to make travel more widely available for individuals, more rewarding for professionals, and simpler for everyone.

We are looking for Corporate Sales Executive for Roundtrip - our brand for corporate clients - who will play a pivotal role in driving our sales efforts, forging strategic partnerships, and expanding our client base.

This is a remote vacancy open to candidates residing in a European timezone.

Job Responsibilities:

• Own and continuously improve the target-setting and quota allocation process across regions and sales teams, leveraging data-driven methodologies to ensure ambitious yet achievable targets at team and individual level.
• Monitor commercial performance and manage the bonus calculation process for the sales organization, including quota achievement tracking, incentive calculations, tools building and coordination with HR and Payroll teams to ensure accuracy and timely execution.
• Own the sales process and playbook: keep the operating model current and practical, and turn it into simple stage checklists and quick guides reps will actually use.
• Champion process adoption - the core of the role: work directly with reps to apply the stages, gates and qualification criteria in live deals, sit in on calls where useful, and be the go-to person for what to do next.
• Drive pipeline management excellence by monitoring pipeline hygiene, conversion dynamics and portfolio growth, and prepare and coordinate the inputs so managers can run accurate weekly pipeline reviews.
• Drive consistent use of prospecting and sales tools across markets: understand why some teams adopt a tool and others do not, test whether the objections actually hold, and standardise on what works.
• Keep the CRM disciplined: make sure reps fill the required fields at each stage, keep records complete and up to date, and chase missing or stale data.
• Support the onboarding of new joiners, bringing them up to speed on the sales process and tools so they ramp faster.
• Track and analyze salesforce efficiency and profitability by developing ROI and productivity models for the commercial organization, providing visibility on commercial investments, team performance and portfolio profitability at both regional and individual contributor level.
• Build and maintain reports, dashboards and commercial performance analyses using HubSpot and BI tools, ensuring high-quality and actionable visibility for business stakeholders.
• Support Regional Directors and senior leadership in drafting sales campaigns or strategic initiatives with ad-hoc business analysis, commercial insights and performance reporting, transforming complex sales data into actionable recommendations for decision-making.
• Drive continuous improvement: gather what is and is not working from the floor, identify opportunities to improve the process and its CRM footprint (stages, gates, fields, workflows), and put them into practice, working with sales leadership on larger changes.
• Work in close collaboration with the broader Commercial Strategy & Transformation team, leveraging centralized analytical resources, dashboards, tools and strategic frameworks to maximize operational impact across the organization.

Relevant Experience .

Minimum of 3+ years of experience in Sales Operations, Sales Effectiveness, Commercial Strategy, Business Operations, Business Analytics, Sales Excellence or similar analytical and commercial roles, ideally in consulting firms or global tech companies;

Personal skills.

Ability to effectively collaborate with cross-functional and multicultural teams in a remote-first and geographically dispersed organization; Highly organized and detail-oriented mindset, with the ability to manage multiple priorities, deadlines and stakeholders in a fast-paced environment; Excellent communication and stakeholder management skills, with the ability to interact confidently with reps, Sales Leaders, Regional Directors and senior management, and to coach reps on process adoption in live deals;

Language knowledge .

Fluent in English, both written and spoken;

Analytical skills.

Strong quantitative and analytical skills, with the ability to independently collect, structure and analyze complex datasets to support business decision-making; Strong proficiency in MS Excel / Google Sheets for data analysis, reporting and performance tracking.