The posting
We are seeking a Sales Operations Manager for a full time and direct hire role for one of our amazing partners in the travel & tour industry. This role is remote, but living is Southern California or at least PST time zone is preferred. You MUST be living in the United States, and you MUST be a US Citizen or Green Card Holder. This role does NOT offer sponsorship, it's NOT a consulting role, and we do NOT work with 3rd parties!
Overview:
Our client is a growing travel organization with a multi-region sales team and an expanding portfolio of products and services. They are looking for a hands-on Sales Operations Manager to strengthen the systems, processes, data, and reporting that support a growing sales organization. You will work closely with the sales leadership and regional sales leaders to improve forecasting, pipeline visibility, CRM adoption, sales reporting, account management, and overall sales execution. This is not a role focused solely on pulling reports. This is for someone who can look at a sales process, identify what's working and what's not, build a practical solution, and then work with the team to make sure it actually gets adopted. You'll partner across Sales, Marketing, Finance, Technology, Product, and Operations and will have significant visibility into how the sales organization operates. This is an opportunity to have a direct impact on how a growing sales organization operates. You will have ownership over critical sales systems and processes and play an important role in turning data into better decisions, stronger execution, and more predictable revenue.
Responsibilities:
Sales Reporting & Performance
- Develop and maintain sales KPIs, dashboards, and performance scorecards.
- Build reliable weekly and monthly reporting around pipeline, activity, production, forecasting, and results.
- Provide leadership with clear visibility into sales performance, risks, opportunities, and follow-up items.
- Develop account-level reporting and target lists to identify inactive accounts, overdue opportunities, and potential rebooking opportunities.
- Support sales meetings, pipeline reviews, 1:1s, planning sessions, and other performance-management rhythms.
- Turn sales data into actionable recommendations for Sales leadership.
CRM & Sales Process
- Own Sales Operations processes within HubSpot, including data standards, reporting, workflows, dashboards, and adoption.
- Maintain accurate account ownership, territories, lead routing, and account assignment information.
- Partner with Technology to improve CRM configuration, integrations, testing, and data quality.
- Establish processes that improve visibility from lead generation through opportunity management and conversion.
- Identify opportunities to automate manual processes and reduce administrative work.
- Improve CRM adoption and ensure sales teams have accurate, useful information at their fingertips.
Sales Planning & Enablement
- Support sales campaigns through target-list development, action tracking, and performance reporting.
- Partner with Sales leadership and Finance on territory, capacity, quota, and compensation planning.
- Help develop and maintain sales onboarding materials, playbooks, training resources, and performance-tracking tools.
- Lead cross-functional Sales Operations initiatives from initial concept through implementation and adoption.
In your first year, you'll help create a sales organization where:
- Sales leadership has reliable, actionable pipeline and forecasting information.
- Accounts and opportunities have clear ownership, status, timing, and next steps.
- Sales performance is measured consistently across regions and individual contributors.
- CRM data is accurate, trusted, and actively used by the sales team.
- Sales leaders can quickly identify risks, opportunities, and areas requiring attention.
- Reporting becomes increasingly automated and less dependent on manual processes.
- New processes are not only implemented but actually adopted by the sales organization.
Requirements:
- 4+ years of experience in Sales Operations, Revenue Operations, Business Operations, or a similar role.
- Experience supporting a distributed B2B sales or account-management organization.
- Hands-on experience with HubSpot, Salesforce, or another major CRM, including dashboards, reporting, workflows, and data management.
- Strong Excel skills and the ability to work confidently with large and imperfect datasets.
- Experience with sales forecasting, pipeline management, territory/account assignment, lead routing, and performance reporting.
- Strong analytical skills with the ability to turn data into clear business recommendations.
- Ability to translate business needs into practical processes and system requirements.
- Strong project-management skills and the ability to drive cross-functional initiatives through implementation and adoption.
- Excellent communication skills and the confidence to challenge assumptions and influence stakeholders without direct authority.
- Highly organized, detail-oriented, accountable, and comfortable working in a fast-moving environment.
- Bachelor's degree or equivalent practical experience.
Nice to Have:
- Experience in travel, tourism, cruise, hospitality, or travel-advisor distribution.
- Experience with affinity, dealer, franchise, channel, or relationship-based sales models.
- HubSpot administration or certification.
- Experience with Power BI, Tableau, Looker, SQL, or data warehouses.
- Experience with Softrip, TourTools, or similar travel-industry platforms.
- Experience with EOS or another structured operating system.
All qualified applicants will receive consideration for employment without regard to race, color, national origin, age, ancestry, religion, sex, sexual orientation, gender identity, gender expression, marital status, disability, medical condition, genetic information, pregnancy, or military or veteran status. You must be legally authorized to work in the United States without current or future sponsorship.
