Sales Operations Manager (opens in a new tab)

Instructure, Inc.; Northern (KY); Hybrid; USD 120,000 - 170,000; Full time

Benefits offered by this job

Ownership program

Flexible work culture

Generous time off

Wellness programs

Tuition reimbursement

Learning resources

Recognition program

Inclusive culture

Job summary

Instructure, Inc. is seeking a Senior Manager of Sales Development Operations to drive the strategy and execution of revenue operations across the global Sales Development function.

You will design capacity plans, governance, and system optimization to maximize pipeline, while partnering with Finance, Marketing, and BI teams to ensure scalable growth. The role demands hands‑on leadership in Salesforce, data governance, and modern analytics platforms, with a focus on predictable outcomes and

Qualifications

• 5+ years in Revenue Operations or GTM Strategy.
• Deep experience in territory carving, capacity modeling, and quota setting.
• Strong Salesforce reporting, workflow, and lead-routing skills.
• Experience with modern BI platforms and data-driven enablement tools.

Responsibilities

• Design capacity models and quota allocations for global pipeline generation.
• Model monthly and quarterly commissions and incentive structures that align behaviors with pipeline goals.
• Forecast pipeline performance and analyze against historical benchmarks.
• Lead lifecycle tracking and data hygiene across CRM.
• Oversee routing logic and account segmentation in Salesforce.
• Coordinate with Marketing Ops, BI, and Data teams to translate business requirements into technical solutions.

Skills

Revenue Operations

Sales Operations

GTM Strategy

Quota Setting

Data Governance

Salesforce Admin

BI Tools

Analytical Thinking

Change Management

Tools

Salesforce

Tableau

Sigma

Power BI

Job description

At Instructure, we believe in the power of people to grow and succeed throughout their lives. Our goal is to amplify that power by creating intuitive products that simplify learning and personal development, facilitate meaningful relationships, and inspire people to go further in their education and careers.
We do this by giving smart, creative, passionate people opportunities to create awesome. And that's where you come in:

This role sits at the critical intersection of top‑of‑funnel strategy and operational execution, serving as the primary operational partner for our global Sales Development organization. As the Senior Manager of Sales Development Operations, you will lead the strategic design, process governance, and technical enablement required to maximize pipeline generation and sales efficiency.

You will act as the key liaison between Sales Development leadership and the broader Revenue Operations, Marketing Operations, and Business Intelligence teams. This is a highly visible, strategic role designed for a hands‑on leader who can architect sophisticated capacity and territory models, establish rigorous data governance standards, and optimize our modern sales technology stack to support predictable, scalable growth.

What You'll Do

GTM Strategy & Financial Governance

• Capacity & Quota Planning: Design and execute headcount capacity models, annual target allocations, and quota-setting frameworks for the global pipeline generation team.
• Incentive Compensation Management: Partner with Finance and Compensation teams to design, model, and execute monthly and quarterly commission plans and incentive structures that align representative behaviors with corporate pipeline goals.
• Fiscal Modeling: Provide predictive forecasting and analysis on pipeline generation targets, analyzing performance against historical benchmarks.

Process Optimization & System Governance

• Lead Lifecycle Tracking: Partner with Enterprise Systems and Data Operations to establish robust system tracking for the entire customer lifecycle, ensuring accurate date/time capture for every stage transition from lead creation to won deal.
• Routing & Segmentation Logic: Own and optimize the automated routing frameworks and account segmentation models within Salesforce to ensure rapid, accurate inbound lead distribution.
• Data Hygiene & Standardization: Audit and consolidate CRM workflows, standardizing lead dispositioning, stage progressions, and call outcomes to reduce database complexity and improve reporting accuracy.
• System Integration Management: Lead strategic system consolidation projects, including platform merges, routing logic synchronization, and testing/UAT cycles.

Cross-Functional Collaboration

• Marketing & Sales Alignment: Serve as the strategic bridge between Sales Development, Marketing Operations, and Field Marketing to establish automated feedback loops regarding lead quality, campaign performance, and service-level agreements (SLAs).
• Technical Liaison: Collaborate closely with Salesforce Administrators, Data Engineering, and BI teams to prioritize system requirements, build pipeline dashboards, and translate business requirements into technical solutions.

Sales Tech Stack & Tool Optimization

• Portfolio Management: Oversee the administration, user provisioning, and performance tracking of core sales enablement tools, including Sales Engagement Platforms, Account‑Based Marketing (ABM) engines, and B2B data enrichment providers.
• Capacity & Contract Compliance: Manage software license allocation and vendor relationships, optimizing usage to support headcount growth and operational budget guidelines.

What you'll need to know/have

• 5+ Years of Experience: Demonstrated success in Revenue Operations, Sales Operations, or GTM Strategy, with specific expertise supporting outbound and inbound sales development functions.
• Core RevOps Competencies: Deep hands‑on experience in territory carving, capacity modeling, quota setting, and process governance.
• System Design & Administration: Advanced proficiency in Salesforce (SFDC) reporting, workflow mechanics, and lead‑routing tools. Strong experience collaborating on system architecture changes is required.
• Technical Savvy: Experience working with modern business intelligence platforms (e.g., Tableau, Sigma, PowerBI) and data‑driven enablement tools.
• Analytical Problem Solver: Proven capability to translate messy, disparate pipeline data into structured, actionable insights for senior executive presentation.
• Change Management Champion: Excellent communication skills with a track record of driving cross‑functional alignment, managing system rollouts, and training sales teams on process governance.

It would be a bonus if you also had

• Prior experience operating in an enterprise SaaS or high‑growth B2B technology environment.
• Direct experience managing integrations, database merges, or system consolidation projects.
• Familiarity with lead‑routing software, conversational marketing tools, and account‑based intelligence platforms.

Get in on all the awesome at Instructure!

We offer competitive, meaningful benefits in every country where we operate. While they vary by location, here's a general idea of what you can expect:

• Competitive compensation, plus all full-time employees participate in our ownership program - because everyone should have a stake in our success.
• Flexible work culture. Our remote, hybrid and in-office collaboration spaces vary by role, team and location.
• Generous time off, including local holidays and our annual "Dim the Lights" period in late December, when teams are encouraged to step back and recharge based on departmental needs.
• Comprehensive wellness programs and mental health support
• Learning and development resources, including professional development tools and tuition reimbursement, to support your growth
• The technology and tools you need to do your best work
• Motivosity employee recognition program
• A culture rooted in inclusivity, support, and meaningful connection

We believe in hiring great people and treating them right. The more diverse we are, the better our ideas and outcomes.

Instructure is an Equal Opportunity Employer. We comply with applicable employment and anti‑discrimination laws in every country where we operate.

All employees must pass a background check as part of the hiring process. To help protect our teams and systems, we've implemented identity verification measures. Candidates may be asked to verify their legal name, current physical location, and provide a valid contact number and residential address, in accordance with local data privacy laws.

Any attempt to misrepresent personal or professional information will result in disqualification.