Sales Operations Manager

RingCentral, Inc; Belmont (CA); On-site; USD 118,000 - 144,000; Full time

Benefits offered by this job

Health, dental, vision insurance

401K match

Employee stock purchase plan (ESPP)

Paid time off & parental leave

Wellness programs

Job summary

RingCentral, Inc. is seeking a Sales Operations Manager to partner with Acquisition sales leadership, translating data into actionable guidance across forecasting, territory design, quota setting, and lead routing.

This role offers visibility into the business and requires strong analytical chops and collaboration with finance, deal desks, and marketing. The ideal candidate brings 10+ years in Sales/ Revenue Operations, deep forecasting, and experience with Salesforce and BI tools.

Qualifications

• 10+ years of experience in Sales Operations or Revenue Operations, ideally in BDR/Acquisition sales.
• Hands-on experience with forecasting, territory design, and annual operating planning.
• Strong knowledge of lead routing tools and optimizing flow across sales teams.
• Experience with AI workflows and data-driven decision making.
• Proficiency in Excel/Google Sheets; familiarity with Salesforce and BI tools is a plus.
• Excellent communication and organizational skills; able to partner with senior sales leadership.

Responsibilities

• Own weekly forecasting cadence for Acquisition org and ensure pipeline hygiene.
• Support annual planning, target setting, capacity modeling, and headcount planning.
• Design territory models for balanced coverage across BDR and Acquisition teams.
• Support quota setting methodology and allocation to align with bookings targets.
• Own and optimize lead routing across inbound/outbound leads for BDR/Acquisition.
• Serve as Sales Ops partner to Acquisition leaders; handle ad hoc analyses and actions.
• Manage recurring reporting cycles and build dashboards highlighting trends and risks.
• Ensure CRM data hygiene and document sales processes; improve workflows and routing rules.
• Collaborate with Finance, Deal Desk, Enablement, and Marketing on GTM execution.
• Contribute to strategic projects for growth of the Acquisition motion.

Skills

Sales forecasting

Territory design

Quota setting

Lead routing

Data analysis

CRM (Salesforce)

Excel/Google Sheets

Cross-functional collaboration

Communication

Education

Bachelor's degree

Tools

Salesforce

Tableau

Sigma

LeanData

Chili Piper

Job description

This is where you and your skills come in. We're currently looking for a Sales Operations Manager.

The Sales Operations Manager will play a key role supporting RingCentral's Acquisition sales organization - the BDR and Acquisition seller teams responsible for driving new-logo growth. You'll act as a trusted operational partner to sales leadership, combining rigorous analysis with hands-on execution across forecasting, annual planning, territory design, quota setting, and lead routing. This is a highly visible role for someone who enjoys translating data into clear, actionable recommendations and who thrives on the recurring rhythm of the business.

Job Duties:

• Own and manage the weekly sales forecasting cadence for the Acquisition org (BDR and Acquisition sellers), ensuring high forecast accuracy and strong pipeline hygiene
• Support annual planning: target-setting, capacity modeling, market/segment sizing, and headcount planning in partnership with sales and finance leadership
• Design and maintain territory models that ensure balanced, fair, and attainable coverage across BDR and Acquisition seller teams
• Support quota setting methodology and allocation for BDR and Acquisition sellers, ensuring quotas are equitable and aligned to bookings targets
• Own and optimize lead routing logic and processes, ensuring inbound and outbound leads are distributed accurately, fairly, and efficiently across BDR and Acquisition teams
• Serve as a Sales Ops business partner to Acquisition sales leaders - fielding ad hoc requests, building analyses, and recommending action
• Manage recurring weekly, monthly, and quarterly reporting cycles (pipeline reviews, QBRs, executive/board-level reporting)
• Build dashboards and reporting that surface trends, risks, and opportunities across pipeline, bookings, and productivity
• Support CRM (Salesforce) data hygiene, process documentation, and continuous improvement of sales workflows and systems, including lead routing rules and assignment logic
• Partner cross-functionally with Finance, Deal Desk, Sales Enablement, and Marketing to support go-to-market execution for the Acquisition motion
• Contribute to ad hoc strategic projects supporting the scale and growth of the Acquisition motion

Desired Qualifications

• 10+ years of experience in Sales Operations, Revenue Operations, Business Operations, or a similarly analytical role, ideally supporting a BDR/SDR or Acquisition-focused sales organization
• Hands-on experience with sales forecasting, territory/quota design, or annual operating plan processes
• Strong understanding of lead routing logic and tools (e.g., LeanData, Chili Piper, native Salesforce routing) and experience optimizing lead flow and assignment across BDR and Acquisition teams
• General curiosity and desire to build AI workflows leveraging Claude, OpenAI, etc
• Strong Excel/Google Sheets modeling skills; experience with Salesforce, Tableau, Sigma, or similar BI/planning tools is a plus
• Strong analytical and problem-solving skills, with the ability to translate complex data into clear, actionable recommendations
• Excellent communication skills and the confidence to partner directly with sales leadership
• Highly organized and detail-oriented, with the ability to manage multiple recurring deliverables against deadlines
• Self-starter who is comfortable operating in a fast-paced, evolving environment
• SaaS, telephony, or high-tech industry experience a plus
• Bachelor's degree required; Business, Finance, or Analytics-related field preferred

What we offer:

• Comprehensive medical, dental, vision, disability, life insurance
• Health Savings Account (HSA), Flexible Spending Account (FSAs) and Commuter benefits
• Voluntary supplemental health coverage and life insurance
• 401K match and ESPP
• Paid time off and paid sick leave
• Paid parental and pregnancy leave
• Family-forming benefits (IVF, Preservation, Adoption etc.)
• Emergency backup care (Child/Adult/Pets)
• Employee Assistance Program (EAP) with counseling sessions available 24/7
• Free legal services that provide legal advice, document creation and estate planning
• Employee bonus referral program
• Student loan refinancing assistance
• Employee 1:1 coaching, perks and discounts program

About RingCentral

RingCentral, Inc. (NYSE: RNG) is a leading provider of business cloud communications and contact center solutions based on its powerful Message Video Phone(MVP) global platform. More flexible and cost effective than legacy on-premises PBX and video conferencing systems that it replaces, RingCentral empowers modern mobile and distributed workforces to communicate, collaborate, and connect via any mode, any device, and any location. RingCentral is headquartered in Belmont, California, and has offices around the world.

RingCentral is an equal opportunity employer that truly values diversity. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. We are committed to providing reasonable accommodations for individuals with disabilities during our application and interview process. If you require such accommodations, please click on the following link to learn more about how we can assist you.

If you are hired in Colorado, California, Hawaii, Nevada, New York, Maryland, Washington, Connecticut, Rhode Island, the compensation range for this position is between $118,400 and $144,400 for full-time employees, in addition to eligibility for variable pay, equity, and benefits. Benefits may include, but are not limited to, health and wellness, 401k, ESPP, vacation, parental leave, and more! The salary may vary depending on your location, skills, and experience.