Senior Sales Ops Lead — AI-Driven GTM Growth

Intercom; San Francisco (CA); Hybrid; USD 162,000 - 180,000; Full time

Benefits offered by this job

Bonus program

Restricted Stock Units (RSUs)

Job summary

Fin, now part of Salesforce, is seeking a Senior Sales Operations Manager to partner with the Sales and Finance functions, building systems, processes, reporting, and operating rhythms to scale our GTM teams. This high-impact role sits at the intersection of Sales, Finance, Business Systems, Data Engineering, Marketing, and GTM leadership.

You will own forecasting, pipeline reporting, territory planning, compensation, performance reporting, and governance, driving data-driven decisions and

Qualifications

• 5+ years of experience in Sales Operations, Revenue Operations, GTM Strategy, Sales Strategy & Operations, Business Operations, or related field.
• Strong understanding of sales processes, forecasting, pipeline management, quota and territory planning, compensation, and sales performance metrics.
• Experience owning or significantly improving CRM, BI, planning, compensation, or revenue technology systems.
• Strong analytical skills with the ability to translate complex data into clear insights and practical recommendations.
• Advanced Excel or Google Sheets; experience with BI/reporting tools such as Tableau, Looker, Power BI.
• Familiarity with Salesforce or comparable CRM platforms; experience partnering with Business Systems or Data Engineering teams is valuable.
• Experience designing scalable processes, data governance frameworks, reporting systems, and operational workflows.
• Ability to manage complex, cross-functional programs with multiple stakeholders and competing priorities.
• Strong commercial judgment and the ability to connect operational improvements to revenue outcomes.
• Excellent written and verbal communication skills; able to present recommendations to senior leaders.

Responsibilities

• Own and optimize core sales operations processes, systems, and operating cadences across the sales organization.
• Partner with Sales leadership and Finance to build and maintain forecasting processes, pipeline reporting, quota models, attainment tracking, and performance insights.
• Develop clear, trusted reporting and dashboards that give leaders visibility into funnel health, productivity, conversion, win rates, capacity, and revenue performance.
• Lead territory planning, segmentation, coverage, and capacity analysis to support efficient allocation of sales resources.
• Partner with Finance and Sales leadership on compensation planning, plan administration, performance measurement, and reporting.
• Translate business requirements into scalable solutions across CRM, BI, sales planning, compensation, and other GTM systems.
• Partner with Business Systems and Data Engineering to improve data quality, data models, integrations, automation, and reporting infrastructure.
• Identify and eliminate operational bottlenecks across the sales cycle, including lead routing, opportunity management, approvals, contracting, handoffs, and post-sale transitions.
• Establish and maintain governance and documentation for key sales metrics and data.
• Lead complex cross-functional projects from discovery through implementation with requirements, testing, rollout, and change management.
• Build executive-ready analyses and recommendations for growth, investment, productivity, and organizational design.
• Use AI tools and automation to reduce manual work and speed up sales execution.
• Create scalable operating processes that support growth without linear headcount increases.
• Advise sales leadership on performance trends, risks, improvements, and strategic priorities.
• Support quarterly and annual planning, business reviews, headcount planning, and operating plans.

Skills

Sales operations

Forecasting

Quota planning

CRM systems

Excel/Sheets

BI tools

Salesforce

Data governance

Cross-functional programs

Communication

AI in sales

Stakeholder management

Tools

Salesforce

Tableau

Looker

Power BI

Job description

Fin, now part of Salesforce, is seeking a Senior Sales Operations Manager to partner with the Sales and Finance functions, building systems, processes, reporting, and operating rhythms to scale our GTM teams. This high-impact role sits at the intersection of Sales, Finance, Business Systems, Data Engineering, Marketing, and GTM leadership.

You will own forecasting, pipeline reporting, territory planning, compensation, performance reporting, and governance, driving data-driven decisions and