Sales Operations Manager

Responsibilities

The Sales Operations Manager will maintain HubSpot, manage forecasting cadences, and optimize sales processes to improve rep productivity. They will also partner with leadership to design territories, set quotas, and build data-driven reporting dashboards.

Requirements

Candidates must have 4-7 years of experience in Sales or Revenue Operations within a B2B SaaS environment. Strong hands-on expertise in HubSpot, SQL, and building scalable forecasting models is required.

Skills

• Sales Operations
• Revenue Operations
• HubSpot
• Data Hygiene
• Forecasting
• Territory Design
• SQL
• Spreadsheet Modeling
• Pipeline Management
• Sales Tech Stack
• Automation
• Lead Routing
• Process Improvement
• Sales Compensation
• Data Analysis
• Communication

About this role

We're looking for a Sales Operations Manager to join our GTM Ops team. Qodo is a Series B B2B tech company, focused on helping customers ensure quality throughout their agentic SDLC. Qodo is scaling fast, with inbound and outbound motions running in parallel, a growing high-velocity segment, and a self-serve path alongside enterprise sales. This is a hands-on, builder-mindset role on a lean team.

You'll work with the GTM Ops team to keep HubSpot, reporting, and the sales tooling stack running smoothly, and to build the processes that let reps sell instead of doing admin work. You'll partner with sales leadership on forecasting, territory design, and regular analysis, and with marketing ops on lead routing, attribution, and funnel health.

Responsibilities
Help administer and maintain HubSpot alongside the GTM Ops team, including data hygiene, lead routing and workflow automation.
Leading and delivering the weekly/monthly forecasting cadence with sales leadership, flagging risk, gaps, and trends early
Help manage territory, target account lists, and account assignment as the team scales, including capacity planning for new hires
Support scoring logic across inbound (marketing-sourced), outbound (SDR/AE-sourced), and product-led signals (free trial activity, PQLs), and across enterprise and high-velocity segments
Support sales comp plan administration, quota setting, pipeline generation targets for AEs, and commission calculations in partnership with finance
Spot process bottlenecks in the deal cycle (quoting, contract turnaround, deal desk approvals, pricing changes) and work with the team to fix them
Maintain stage definitions and exit criteria, auto-close logic, and rules of engagement so pipeline data stays consistent and trusted across sales and marketing
Build and maintain dashboards and reporting: pipeline by source (SDR outbound, AE outbound, events, demo requests, PQL, ABM, campaigns), pacing and linearity against target, conversion by stage, rep productivity, and forecast accuracy
Build risk-adjusted pipeline views that benchmark against trailing win rates, and show gaps against target
Track proof-of-value (POV) outcomes, including POV win rate, competitive win rate, and net new vs. expansion ARR
Analyze usage and consumption data to support expansion forecasting, account health, and pricing decisions as we move to consumption-based pricing
Partner with marketing ops on attribution and campaign-to-pipeline reporting
Support the sales tech stack: help evaluate, implement, and integrate tools (sequencing, dialers, intent data, conversation intelligence, contract/CPQ tools), and build AI-assisted workflows and automations that cut manual work
Help train and enable new reps on tools, process, and pricing as part of onboarding
Field ad hoc data requests from sales leadership, finance, and the executive team as part of the team's rotation

Requirements
4 - 7 years in Sales Operations, Revenue Operations, or a closely related role at a B2B SaaS company, ideally at Series A-C scale
Deep hands-on experience administering HubSpot, not just using it, building workflows, custom objects, and automation
Experience supporting inbound, outbound, and high-velocity or self-serve motions, and an understanding of how each needs different routing, scoring, and reporting logic
Strong SQL or spreadsheet modeling skills, including comfort with product usage or billing data; you pull and interpret your own data rather than waiting on a data team
Proven track record building pipeline pacing, win-rate benchmarking, and risk-adjusted forecast models that sales leadership uses to make decisions
Fluency in a modern sales tech stack (e.g., Outreach/Salesloft, Gong/Chorus, Clari, ZoomInfo/Clay, Zapier or similar automation tools)
Comfort using LLMs and automation tools to build analyses, reports, and workflows faster
A track record of building or significantly improving forecasting, territory, or reporting processes from scratch
Ability to thrive in a fast-moving environment where priorities shift and process is still being defined
Clear communicator who can translate messy data into a decision sales leadership can act on
Bias toward action: you'd rather ship an 80%-right process this week than a perfect one next quarter

Nice to have
Experience with usage-based or consumption pricing, including billing and revenue reporting
Background tracking POV or POC processes in a technical, enterprise sales cycle
Prior work with developer and engineering buyers, in a sales or partnering capacity
Hands-on knowledge of CPQ or deal desk workflows
Familiarity with marketing attribution models and lead scoring frameworks
Prior experience at a company going through a Series B to Series C scaling stage

About the team
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About Qodo

Software Development · 51-200 employees · headquartered in New York, NY