Sales Operations Manager New California; Austin, TX; Remote - US

Airtable; Seattle (WA); Remote; USD 122,000 - 160,000; Full time

Job summary

Join a forward-thinking company as a key member of the Sales Operations Team, where you'll drive operational excellence and support revenue growth. In this dynamic role, you will collaborate with various teams to enhance systems and processes, ensuring that sales teams have the insights and tools they need to succeed. Your expertise in data enrichment, project management, and communication will be crucial in transforming business needs into actionable solutions. This is an exciting opportunity to make a significant impact in a fast-paced, evolving environment, while enjoying a competitive compensation package and a commitment to diversity and inclusion.

Benefits

Restricted stock units

Comprehensive benefits package

Incentive compensation

Qualifications

• 7+ years of experience in global SaaS sales organizations.
• Proven experience in data enrichment strategy and implementation.

Responsibilities

• Lead account enrichment strategy and maintain data integrity.
• Build dashboards to monitor pipeline health and sales performance.

Skills

Cross-functional project management

Data enrichment strategy

Salesforce Sales Cloud

Communication skills

Process optimization

Analytical thinking

Customer service mindset

Tools

ZoomInfo

Ringlead

Clearbit

Outreach

Gong

LeanData

Job description

Airtable is the no-code app platform that empowers people closest to the work to accelerate their most critical business processes. More than 500,000 organizations, including 80% of the Fortune 100, rely on Airtable to transform how work gets done.

As a member of the Sales Operations Team, you’ll play a critical role in both the design and execution phase of Airtable’s go-to-market motion. In this role, you’ll be a key driver of operational excellence across our go-to-market (GTM) organization, supporting scalable revenue growth and empowering our Sales and Customer Success teams. You will partner cross-functionally with Sales Leadership, RevOps, Finance, Enablement, and Systems teams to evolve Airtable’s GTM systems, processes, and data infrastructure. This is a highly collaborative and visible role that blends analytics, systems thinking, and program execution to ensure our revenue teams have the insights, structure, and tools to succeed.

What you'll do

• Own GTM Data Integrity & Enrichment: Lead our account enrichment strategy, defining data quality excellence standards. Maintain clean account hierarchies, ownership rules, and optimize enrichment from sources like ZoomInfo and Clearbit to ensure consistent CRM data integrity.
• Sales Planning & Coverage Design: Partner with Sales Strategy and Revenue Leadership to define and maintain scalable segmentation, territory models, and coverage strategies that reflect our evolving customer base and market opportunity.
• Territory Operations: Manage territory assignments with a focus on equitability, performance optimization, and responsiveness to GTM shifts, ensuring sales resources are allocated for maximum effectiveness.
• Sales Operations Analytics: Build dashboards and reporting frameworks that monitor pipeline health, rep performance, and deal velocity. Deliver actionable insights that accelerate revenue growth, improve forecast accuracy, and identify emerging sales trends.
• Process & Systems Enhancement: Lead major systems enhancements and new tool rollouts to support the lead-to-order process, from documenting business requirements through to UAT, adoption, and hypercare. Streamline existing workflows through automation and reinforce account hygiene best practices.
• Champion Change Management: Act as a key project manager for GTM transformation initiatives — ensuring alignment, adoption, and minimal disruption across systems and teams.
• Partnership Across Functions: Serve as a trusted partner to Sales, Customer Success, Finance, and Enablement teams to maintain operational alignment and business continuity.

Who you are

• You have 7+ years of experience leading cross-functional projects within global SaaS sales organizations.
• You possess deep knowledge of Salesforce Sales Cloud and proficiency with sales engagement platforms (ZoomInfo, Ringlead, Clearbit, Outreach, Gong, LeanData, etc.).
• You have proven experience in data enrichment strategy and implementation.
• You're a high EQ communicator who can translate complex business issues into clear, actionable insights.
• You have a track record of successfully implementing systems improvements and process optimization.
• You're a strategic thinker who can transform business needs into operational solutions.
• You build trust across organizational boundaries and drive alignment effectively.
• You have a "roll up your sleeves" mentality with meticulous attention to detail.
• You thrive in fast-paced, evolving environments with a high degree of adaptability.
• You take pride in measuring results through quantitative metrics and accountability.
• You maintain a customer service mindset with commitment to transparent communication and realistic SLAs.

Airtable is an equal opportunity employer. We embrace diversity and strive to create a workplace where everyone has an equal opportunity to thrive. We welcome people of different backgrounds, experiences, abilities, and perspectives. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status or any characteristic protected by applicable federal and state laws, regulations and ordinances.

Compensation awarded to successful candidates will vary based on their work location, relevant skills, and experience.

Our total compensation package also includes the opportunity to receive benefits, restricted stock units, and may include incentive compensation. To learn more about our comprehensive benefit offerings, please check out Life at Airtable.

For all work locations (including remote), the base salary range for this role is:

$122,000 - $159,700 USD

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