Senior Manager, Sales Operations

Position Overview

Woolpert is hiring a strategic, experienced, and highly collaborativeSenior Manager, Sales Operations. This position reports to theSr. Director, Sales Operations.This position plays a critical role in driving operational excellence, sales effectiveness, and data-driven decision-making across the Global Sales organization. Partners directly with the Senior Director, Sales Operations, to execute forecasting discipline, pipeline governance, CRM optimization, reporting automation, and end-to-end sales process improvement. Leads company-wide operational initiatives, influencing others through expertise, insight, and execution.

We are unable to provide visa sponsorship for this position. Applicants must already possess work authorization in the country the job is located.

What You Will Do:

Sales Strategy & Planning

• Support the development of short and longterm sales plans aligned to strategic growth priorities.
• Maintain and enhance forecasting models, coverage guidelines, and performance KPI frameworks across sectors and markets.
• Partner with business line leaders to assess pipeline sufficiency, conversion trends, and risk areas.
• Conduct segmentation, territory, and capacity analyses to ensure optimal coverage and ROI.

Process & Performance Enablement

• Define, document, and maintain standardized sales processes that improve predictability and reduce friction across the leadtoorder lifecycle.
• Improve efficiency and data quality by identifying bottlenecks, establishing SOPs, and operationalizing stage definitions and exit criteria.
• Create and manage templates, playbooks, review cadences, and bestpractice workflows that elevate seller consistency and performance.
• Promote a culture of continuous improvement through insights, enablement, and accountability mechanisms.

Technology & Systems Ownership

• Serve as an operational owner for Dynamics 365 CE, including field governance, data hygiene standards, and functional improvements.
• Partner with IT to advance CRM enhancements, automation, integrations (e.g., data enrichment), and rolebased system configuration.
• Maintain and optimize reporting tools (Power BI) to support realtime visibility into pipeline, activity forecasting, and performance metrics.
• Ensure the Sales tech stack is usable, scalable, and aligned to evolving GTM strategy needs.

Data, Analytics, & Insights

• Build and maintain executiveready dashboards and reports covering pipeline health, forecast accuracy, win/loss analysis, seller productivity, and growth KPIs.
• Translate complex datasets into actionable insights that improve decisionmaking, resource allocation, and commercial performance.
• Serve as a centralized point for sales operational analytics, ensuring consistency in definitions, metrics, and reporting logic.
• Conduct deepdive analyses on trends, patterns, and risks to drive meaningful recommendations for leaders.

CrossFunctional Collaboration & Influence

• Partner closely with Sales, Marketing, Government Affairs, Proposals, Delivery, Finance, and IT to align processes, data structures, and operational workflows.
• Influence stakeholder groups through datadriven recommendations, clear communication, and effective change management.
• Drive alignment across teams on pipeline expectations, reporting standards, and CRM usage requirements.
• Represent Sales Operations as a subjectmatter expert in crossfunctional initiatives, systems discussions, and strategic projects.

Team Leadership & Development

• Manage, mentor, and develop a team of Sales Operations professionals, setting clear priorities, performance expectations, and operating rhythms aligned to Global Sales objectives.
• Oversee workload planning, capability development, and execution quality to ensure scalable, highimpact delivery across forecasting, pipeline governance, CRM, and analytics.
• Establish consistent operating rhythms, review cadences, and accountability mechanisms to drive execution excellence.

What You Will Bring:

• 12+ years of experience in Sales Operations, Revenue Operations, GTM Strategy or related roles required.
• Demonstrated experience improving forecasting accuracy, pipeline quality, and sales process maturity
• Experience supporting crossfunctional integrations, M&A, pricing models, or global sales environments preferred.
• Familiarity with government contracting workflows, proposal processes, or designbidbuild lifecycles preferred.
• Knowledge of sales incentive structures, pipeline governance mechanisms, or dataquality programs preferred.

Benefits You Will Love

Certified as a Great Place to Work, Woolpert is one of the fastest-growing architecture, engineering, and geospatial companies in the world. With over 75 offices and countless projects around the globe,you'llwork on meaningful assignments that improve quality of life around the world. In addition to offering competitive pay, we provide employees with a robust set of unique benefits, including:

• Freedom to Work program: Set your own schedule and location (asappropriate).

• Principal program: Earn the opportunity to become an owner of the firm.

• Flexible paid time off/vacation: Take time off when it makes sense for you and your team.

• Career development: Explore a wide range of learning and growth opportunities within and across industries.

• Health, life, vision, and dental insurance: Cover all your medical bases.

• Paid sick time, retirement plan, fitness reimbursement, pet insurance, identity protection, technology stipend, employeeassistanceprogram, and more!