Sales Operation Manager – SFDC

Role Overview:

We are seeking a seasoned Sales Operations & Deal Desk leader to manage the end-to-end sales operations function with a sharp focus on deal structuring, pricing, and contract support. This person will act as the strategic enabler between Sales, Finance, Legal, and Delivery teams, ensuring high-quality support for our US-based customers and account executives. The ideal candidate will bring strong analytical skills, operational excellence, and experience working across global sales teams.

Key Responsibilities:

Deal Desk Management

• Own and manage the Deal Desk process for all sales deals – from deal qualification to closure.
• Partner with Sales to structure complex deals that align with pricing strategies, margin requirements, and contract compliance.
• Review and approve pricing, discounting, and non-standard terms ensuring alignment with financial and legal policies.
• Collaborate with Legal and Finance to facilitate contract creation, approval, and execution.

Sales Operations

• Design and improve sales processes and workflows for efficiency and scalability.
• Provide regular insights into pipeline health, forecasting, and deal velocity to leadership.
• Maintain accurate records in CRM (Salesforce or equivalent) and ensure sales data integrity.
• Partner with RevOps/Finance to align bookings, revenue recognition, and reporting metrics.

Analytics & Reporting

• Build dashboards and reports to track key sales metrics, performance indicators, and sales rep productivity.
• Deliver actionable insights to improve sales performance and deal cycle time.

Stakeholder Collaboration

• Act as the liaison between Sales, Legal, Finance, Marketing, and Delivery for deal coordination.
• Lead process alignment discussions with US Sales leaders and ensure SLAs are met across time zones.

Required Skills & Qualifications:

• 10+ years of experience in Sales Operations, Deal Desk, or related functions in a global IT services company.
• Proven track record of managing complex deal structures and supporting enterprise/global accounts.
• Strong understanding of pricing models, discount strategies, and revenue recognition principles.
• Hands-on experience with CRM tools (e.g., Salesforce) and CPQ platforms.
• Excellent analytical and problem-solving skills; proficiency with Excel and reporting tools (e.g., Tableau, Power BI).
• Exceptional communication and stakeholder management skills, especially across geographies and time zones.
• Ability to work in a fast-paced, ambiguous, and cross-functional environment.

Good to Have:

• Experience working with US Sales teams or handling US-based customers.
• Familiarity with SaaS metrics (ARR, TCV, ACV), professional services pricing, and contract lifecycle management tools.
• Exposure to Quote-to-Cash processes and tools (e.g., Conga, Apttus, Zuora).

Education:

• Bachelor’s degree in business, Finance, or a related field. MBA is a plus.