Manager Sales Operations

Reports To: Director of Customer Success

Direct Reports: None

FLSA: Exempt

Working conditions: No adverse environmental conditions. Typical office environment.

Position Summary
The Manager of Sales Operations plays a critical role in maximizing the value, adoption, and effectiveness of the company’s CRM platform, with a primary focus on Salesforce. This position is responsible for CRM administration, data governance, reporting, process optimization, and user enablement to ensure the Sales and Marketing teams have accurate information, efficient workflows, and actionable insights.

The role partners closely with Sales, Customer Success, Marketing, and Leadership to strengthen Salesforce CRM discipline, improve pipeline visibility, support strategic initiatives, and provide data trends to drive actionable insights.

Key Responsibilities

Serve as the administrator of Salesforce CRM, ensuring the platform supports sales workflows, pipeline management, customer visibility, and business reporting needs.

Maintain CRM governance, compliance, user permissions, data integrity, required fields, account ownership, opportunity stages, and standardized usage practices.

Develop and maintain Salesforce reporting for weekly, monthly and annual business reviews, leadership meetings, pipeline discussions, and sales performance presentations.

Maintain accurate CRM data, including accounts, contacts, leads, opportunities, activities, pipeline metrics, and customer records; create dashboards and reports that provide leadership with clear visibility into sales activity and performance.

Analyze CRM trends, pipeline movement, forecast accuracy, conversion rates, activity levels, and revenue opportunities to identify risks, gaps, and actionable improvements.

Support and maintain CRM-based lead generation processes, including prospect assignment, qualification tracking, follow-up visibility, and communication workflows.

Own and maintain the sales collateral database; ensure sales materials, presentations, case studies, process documents, and customer-facing resources are organized, current, easily accessible, and aligned with CRM and sales enablement processes.

Monitor KPIs such as lead conversion, opportunity progression, forecast accuracy, average deal size, activity completion, data hygiene, and sales cycle length; recommend improvements based on findings.

Manage and optimize the sales technology stack with Salesforce CRM as the central system of record, ensuring integrations, analytics tools, and automation platforms support consistent data flow and reporting.

Train and support sales and marketing users on CRM processes, dashboards, reporting standards, and best practices to increase adoption, consistency, and efficiency.

Qualifications and Requirements

Bachelor’s degree in business, Supply Chain, Logistics, or related field

3+ years of experience in sales operations

Proficiency in data analytics tools (Power BI, Excel)

Certified Salesforce Administrator or similar certification or training

Excellent communication and problem-solving skills

Strong analytical skills

Preferred Skills

Experience with lead generation and lead process

Experience in logistics, transportation, or 3PL industry

Ability to thrive in a fast‑paced, dynamic environment

Demonstrated ability to gather data from multiple sources to drive results

Demonstrated time management and organizational skills, overall responsiveness

Equal Opportunity Employer. This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.

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