Manager of Sales Operations (Partnerships)

SpotOn; United States; On-site; USD 120,000 - 180,000; Full time

Benefits offered by this job

Stock Options

401k with company match

Paid vacation

Job summary

SpotOn seeks a Manager, Sales Operations to join the Partnership team across San Francisco, New York, or Chicago. You will lead the operations function that scales the Partnerships organization, owning processes, data, reporting, and operating cadence to drive partnerships and revenue growth.

You will manage one direct report, partner with Sales, Business Development, Finance, and Marketing, and define KPIs while improving workflows, dashboards, and automation to support growth and

Qualifications

• Must have 5+ years in business development, sales, operations, or client management with direct leader support.
• 3+ years of experience leading a team or equivalent
• Experience supporting clients in the hospitality industry
• Bachelor degree in business or equivalent
• Must have Salesforce experience; ownership of Salesforce workflows and reporting preferred
• Proficient in budget management and vendor processes
• Proficient communication with executive audiences

Responsibilities

• Lead the Partnerships sales operations function and one direct report.
• Own end-to-end operating processes for partner opportunities, onboarding, and attribution.
• Define and track KPIs: referral volume, conversion, cycle time, and program revenue.
• Partner with cross-functional teams including Sales, Finance, and Marketing.
• Own the technology stack and data hygiene for related tools.
• Oversee budgets and vendor relationships; support event planning.

Skills

People management

Sales process expertise

Data analysis

Cross-functional collaboration

Process improvement

Communication

Project management

Hospitality knowledge

Education

Bachelor's degree in business

Tools

Salesforce

Power BI

Saasquatch

Lessonly/Seismic

Microsoft Office

Google Suite

Job description

• We’re looking for a Manager, Sales Operations to join our Partnership team in San Francisco, New York, or Chicago!
• This leads the operational function that enables the Partnerships organization to scale
• This role owns the processes, systems, data, reporting, and operating cadence that allow Partnerships leadership and relationship managers to focus on partnerships and revenue growth
• The Manager leads one direct report, with the opportunity to expand the team as the function grows, and serves as a primary operational partner to Business Development, Sales, Sales Operations, Finance, Marketing, and other cross-functional teams
• Lead the operations function and directly manage, coach, and develop one team member; own hiring, onboarding, goal setting, performance management, and future team development as the function scales
• Set clear priorities and workload distribution across the team; hold the team accountable to service levels, quality standards, and deadlines
• Build the team’s bench strength through structured training, documentation, and career development plans; maintain current, accessible process documentation (SOPs/runbooks) for core recurring workflows to ensure continuity of operations during absences or turnover; create capacity for the function to scale with the business
• Own the end-to-end operating process for partner-referred opportunities, including intake, routing, accurate partner attribution, service-level expectations, pipeline visibility, issue resolution, and performance measurement
• Design, document, and continuously improve the core operating processes of the Business Development team; identify friction points and lead the effort to remove them
• Define and track operational and commercial KPIs, including referral volume, referral-to-opportunity conversion, opportunity-to-close conversion, cycle time, attribution accuracy, data quality, partner response time, and program revenue performance; regularly report insights and recommendations to Sales and Business Development leadership
• Serve as the senior escalation point for internal and external operational issues; resolve cross-functional blockers and set expectations with partners and stakeholders
• Own the BD team’s technology stack (Salesforce, PowerBI, Saasquatch, Lessonly/Seismic, and related tools) in partnership with Sales Ops and IT — including requirements definition, workflow and automation design, user adoption, and data hygiene
• Translate business needs into system and reporting requirements; partner with analytics and technical teams to deliver dashboards and reporting that enable decision making
• Champion automation: evaluate where manual work can be eliminated and build the business case for new tooling or investment
• Maintain accuracy of supporting operational tools and access systems — including partner rep territory/coverage mapping and program-related communication channels — ensuring they reflect current program eligibility and team composition
• Partner with Sales and Business Development leadership on planning cycles, resource planning and operational readiness for new programs and partnerships
• Lead the implementation of new programs and initiatives across the BD team — including scoping, stakeholder alignment, rollout, enablement, and post-launch measurement
• Own the recurring operating cadence for partner program enrollment and onboarding, including cross-functional eligibility reviews, training assignment and completion tracking, and go-live enablement (system access, communications, territory updates); govern eligibility changes as reps move in or out of adjacent compliance or development programs, including account reassignment protocols
• Coordinate with Compensation and HR partners to ensure new program participants are assigned appropriate compensation plans and that related compensation records are updated accurately and on time
• Plan and execute partner- and customer-facing events (regional partner meetings, industry trade shows and conferences, vendor-hosted events), including venue and attendee coordination, RSVP management, and liaison with external event partners and vendors
• Proactively manage communication and information flow between the BD team and internal and external audiences; ensure leadership has the context needed to make decisions
• Oversee preparation of strategic work product, including executive-level presentations and materials, using Microsoft Office Suite, Google Suite, and other cloud-based software
• Own the departmental budget tracking process, including purchase requisitions, accounts payable submissions and research, payments, and reconciliation; partner with Finance on forecasting and variance
• Own the planning and execution of internal business development events and team offsites
• Manage other special projects and assignments as needed, including work in direct support of the Sales leadership team

Commitment to teamwork; ability to collaborate and manage projects with and through others; ability to influence action without direct authorityDemonstrated ability to lead and develop a team — including setting direction, managing performance, and building capability in othersWillingness to adapt when necessary; comfortable with ambiguity and flexible to changing business dynamics and prioritiesExceptional organizational and program management skills with excellent attention to detail; able to understand, translate, and distill complex details into clear and simple information that enables decision makingCustomer service mindset and/or client management skills with strong communication skills — can readily align one’s interpersonal style with the individual needs of internal and external partners, up to and including executive audiencesStrong analytical mindset; uses data to diagnose inefficiency, prioritize work, and identify creative solutions geared toward automationProven ability to design and implement process at scale, not just execute within it3+ years of experience supporting clients in the hospitality industryMust have experience supporting and improving an organization’s sales processBachelor degree in business or equivalent additional experienceMust have Salesforce experience; experience owning or administering Salesforce workflows and reporting strongly preferred5+ years of experience in business development, sales, operations, or customer/client management, including direct support of a leader, team, or complex programsExperience coordinating cross-functional enablement, training, or compensation-adjacent processes preferred2+ years of direct people management experience, or demonstrated equivalent leadership of a team or functionExperience with budget management and vendor or procurement processes preferredMust be able to sit at a desk for a large portion of their dayMust be able to bend, twist, stoop, and kneel periodicallyIt may require occasional lifting of up to 10 poundsTravel up to 25% of the time

Benefits

• Stock Options
• 401k with company match
• Paid vacation, 11 company holidays, sick time, and volunteer time off
• Medical, Dental and Vision Insurance
• Tuition reimbursement for up to 2k per calendar year to assist with classes of your choice
• Desk, Chair and Monitor needed for your home office? We got you
• Employee Resource Groups for Diversity and Inclusion, Women, LGBTQIA+, and other communities
• Monthly cell phone and internet stipend
• Subscription to Linkedin Learning to expand your knowledge on all kinds of fun topics
• Headspace membership for guided meditation and stress relieving tools through the Sequoia App
• Unlimited access to virtual audio and visual workouts through the Sequoia App