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Open nowPosted 7 hours ago

Sales Operations Manager

Roundtrip

Where
Sofia, Sofia City Province, Bulgaria
Work mode
Remote
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Your applicationOpen nowSales Operations ManagerRoundtrip · Sofia, Sofia City Province, Bulgaria

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Share of postings closed within
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  2. 4.7%3 days
  3. 13.8%7 days
  4. 22.3%14 days
  5. 37.8%30 days
  6. 59.0%60 days
This job: posted 7 hours ago

The posting

Emerging Travel Group (ETG) is a travel-tech company, globally known for the brands RateHawk, ZenHotels, and Roundtrip, spanning over 220 markets worldwide.

Our mission is to create, distribute, and operate the most convenient travel products. We constantly innovate and break the rules of the highly complex travel industry to make travel more widely available for individuals, more rewarding for professionals, and simpler for everyone.

🔎 We are looking for Corporate Sales Executive for Roundtrip — our brand for corporate clients — who will play a pivotal role in driving our sales efforts, forging strategic partnerships, and expanding our client base.

This is a remote vacancy open to candidates residing in a European timezone.

Job Responsibilities:

The Sales Operations Manager will report to the Commercial Strategy & Transformation Director and will work closely with Roundtrip sales leadership, and will be a functional report of the Roundtrip Managing Director, owning Roundtrip’s commercial performance and driving the effectiveness and efficiency of its sales organization, including:

  • Own and continuously improve the target-setting and quota allocation process across regions and sales teams, leveraging data-driven methodologies to ensure ambitious yet achievable targets at team and individual level.
  • Monitor commercial performance and manage the bonus calculation process for the sales organization, including quota achievement tracking, incentive calculations, tools building and coordination with HR and Payroll teams to ensure accuracy and timely execution.
  • Own the sales process and playbook: keep the operating model current and practical, and turn it into simple stage checklists and quick guides reps will actually use.
  • Champion process adoption — the core of the role: work directly with reps to apply the stages, gates and qualification criteria in live deals, sit in on calls where useful, and be the go-to person for what to do next.
  • Drive pipeline management excellence by monitoring pipeline hygiene, conversion dynamics and portfolio growth, and prepare and coordinate the inputs so managers can run accurate weekly pipeline reviews.
  • Drive consistent use of prospecting and sales tools across markets: understand why some teams adopt a tool and others do not, test whether the objections actually hold, and standardise on what works.
  • Keep the CRM disciplined: make sure reps fill the required fields at each stage, keep records complete and up to date, and chase missing or stale data.
  • Support the onboarding of new joiners, bringing them up to speed on the sales process and tools so they ramp faster.
  • Track and analyze salesforce efficiency and profitability by developing ROI and productivity models for the commercial organization, providing visibility on commercial investments, team performance and portfolio profitability at both regional and individual contributor level.
  • Build and maintain reports, dashboards and commercial performance analyses using HubSpot and BI tools, ensuring high-quality and actionable visibility for business stakeholders.
  • Support Regional Directors and senior leadership in drafting sales campaigns or strategic initiatives with ad-hoc business analysis, commercial insights and performance reporting,transforming complex sales data into actionable recommendations for decision-making.
  • Drive continuous improvement: gather what is and is not working from the floor, identify opportunities to improve the process and its CRM footprint (stages, gates, fields, workflows), and put them into practice, working with sales leadership on larger changes.
  • Work in close collaboration with the broader Commercial Strategy & Transformation team, leveraging centralized analytical resources, dashboards, tools and strategic frameworks to maximize operational impact across the organization.

Requirements

  • Relevant Experience. Minimum of 3+ years of experience in Sales Operations, Sales Effectiveness, Commercial Strategy, Business Operations, Business Analytics, Sales Excellence or similar analytical and commercial roles, ideally in consulting firms or global tech companies;
  • Personal skills. Ability to effectively collaborate with cross-functional and multicultural teams in a remote-first and geographically dispersed organization;
  • Highly organized and detail-oriented mindset, with the ability to manage multiple priorities, deadlines and stakeholders in a fast-paced environment;
  • Excellent communication and stakeholder management skills, with the ability to interact confidently with reps, Sales Leaders, Regional Directors and senior management, and to coach reps on process adoption in live deals;
  • Language knowledge. Fluent in English, both written and spoken;
  • Analytical skills. Strong quantitative and analytical skills, with the ability to independently collect, structure and analyze complex datasets to support business decision-making;
  • Strong proficiency in MS Excel / Google Sheets for data analysis, reporting and performance tracking. Advanced knowledge of SQL is considered a strong advantage;
  • Hands-on experience with HubSpot CRM for at least 2 years, including reporting, dashboard creation, data hygiene and commercial performance analysis;
  • Experience with business intelligence and data visualization tools such as Tableau, Power BI, Looker or similar platforms;
  • Business acumen and hypothesis-driven thinking, with the ability to translate data into actionable commercial insights and recommendations; Nice to have:
  • Bachelor’s or Master’s degree in Engineering, Economics, Mathematics, Statistics or other quantitative disciplines, or equivalent practical experience is desired;
  • Experience in B2B technology, SaaS, corporate travel management or travel industry environments is a plus;
  • Previous exposure to sales process design, playbook development or change management within a sales organization.
  • Previous exposure to commercial planning, incentive schemes, quota setting, forecasting or sales performance management processes.
  • Experience working in fast-growing and international environments.

Benefits

  • Flexible schedules and opportunity to work remotely;
  • Ambitious and supportive team who love what they do, appreciate each other, and grow together;
  • Internal programs for adaptation and training, development of soft skills, and leadership abilities;
  • Partial compensation for participating in external training and conferences;
  • Corporate English school: Group and individual lessons, speaking clubs with colleagues from all over the world;
  • Corporate prices on hotels and travel services;
  • MyTime Day Off - an extra non-working day without loss of compensation.

Learn more about our data protection practices in our Privacy Policy: https://www.emergingtravel.com/career/hr-policy/

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