Sales Operations Manager

About [Employer]

[Employer] has been one of the most loved brands in developer tooling, trusted by more than 20 million monthly users and over 20 billion container image pulls. From solo founders to the world's largest companies, developers rely on [Employer] to build, share, and run their applications across our suite of products including [Employer] Desktop, [Employer] Hub, and [Employer] Scout.We are a globally distributed, remote-first team building the tools that define how software gets built and delivered. As AI agents redefine software development, [Employer] is at the center of that shift, providing the sandboxed environments, verified images, and secure infrastructure that make autonomous workflows trustworthy by default.

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The Role

We are seeking an experienced Sales Operations Manager to join our Sales Operations team. You will be the Sales Ops lead for our Solutions Engineering (SE) and Solutions Architect (SA) organization, as your primary stakeholders. You will own how SE & SA work shows up in our sales process, systems, data, and planning. That includes engagement on opportunities, capacity and coverage, POC/POV tracking, quotas and technical-stage reporting. You will also support the broader sales org by keeping pipeline, forecast, and territory processes consistent. You will work closely with Business Systems and Reporting Analytics teams.

An ideal candidate is a start-up builder who has experience in working with Solutions Engineer and/or Solutions Architect teams, and has worked closely with tools like Opine and Gong. This role reports to the Sr. Director, Sales Operations.

In this role, you will

• Support the leadership team covering the Solutions Engineering and Solutions Architect teams to ensure they have the necessary tools, processes and data to achieve business objectives
• Act as the Sales Operations partner to leadership, turning priorities into operating plans, process changes, and systems requirements
• Be the primary stakeholder for key GTM systems such as Opine and gain a deep knowledge of these systems to assist with implementation of automation, process improvements and new initiatives
• Own SE & SA related reporting and KPIs, such as coverage and ratios, engagement on pipeline, technical win rate, POC/POV conversion and cycle time, and influenced pipeline and bookings
• Design and run sales processes that involve SEs & SAs, including opportunity intake, team assignment and capacity-based routing, POC/POV tracking, and handoff to TAM
• Maintain data quality in Salesforce, including technical-stage fields, SE Owner, Opportunity Team assignment, and technical win/loss reasons
• Partner with Business Systems to scope, prioritize, and test Salesforce and GTM tool changes that affect SEs (Salesforce, Gong, Opine), and drive adoption
• Support SE & SA capacity, headcount, and coverage modeling, and align coverage to territory (ETM) design and the fiscal year planning cycle
• Support quota, territory, and compensation-related processes as they apply to SE & SA roles
• Collaborate with SE leadership and Enablement on onboarding, ramp tracking, and playbook rollout
• Partner with Marketing Ops, Customer Support Ops, Finance, and Business Systems on cross-functional programs that touch the SE & SA workflow
• Lead projects from conception to release, including project plans, business requirement documents, and change management
• Identify process improvements and automation opportunities, including AI-driven workflows, that reduce manual work for SEs, SAs and sellers
• Provide inputs (technical risk, POC status, SE engagement) to pipeline inspection and forecast calls, and support forecast hygiene across the sales org

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Requirements

• 4+ years of experience in Sales Operations, Revenue Operations, or a related GTM operations function
• Experience working for a high growth software/SaaS company
• Experience as the Sales Ops partner to a Sales Engineering, Solutions Architect, or pre-sales organization
• Strong Salesforce knowledge (reports, dashboards, opportunity management, writing requirements for admins and developers); Gong, Opine, and similar preferred
• Track record building KPI frameworks, dashboards, and forecasting inputs for distributed, multi-region teams
• Experience defining and documenting scalable processes, such as capacity planning, POC workflows, and cross-team handoffs
• Knowledgeable in managing projects, including writing project plans, business requirement documents, and business summaries
• Ability to influence stakeholders across Sales, SE, Product, Finance, and Business Systems without direct authority
• Exceptional communication and interpersonal skills; comfortable with technical audiences
• Able to work autonomously, with a constant focus on building for the future

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What to expect in the first 30 days

• You will be welcomed with onboarding experiences that includes equipment setup, a swag package, and a collaborative training program
• Meet SE and SA leadership and partners across Sales Ops, Business Systems, Analytics, and CS
• Learn the engagement workflow, the Salesforce data model, and the daily tools
• Review existing metrics, reports, and open requests to find gaps and quick wins

What to expect in the first 60 days

• Begin taking on projects and working with cross-functional teams to scope and build
• Become the key stakeholder for SE-related tools and start scoping refinements
• Build documentation for new and existing SE processes
• Start implementing improvements to data integrity and accuracy

What to expect in the first 90 days

• Establish KPI definitions and a recurring reporting cadence with leadership
• Have full ownership of key SE and SA related projects and processes (intake, routing, POC/POV, handoffs)
• Build scalable and repeatable processes for the Sales & GTM org

Visa sponsorship: Not available for this role.

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Compensation & Equity

All full-time roles include equity. Final compensation is determined on factors including but not limited to experience, skills, qualifications, and location.

United States: $108.5K – $155K base

Canada: CA$150.5K - CA$215K base

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Posting Information

• Open vacancy: This posting is for an existing open role.
• AI in hiring: [Employer] may use AI-assisted tools during our recruiting process.
• Interview recordings: Candidates will be invited to opt in to interview recordings to support interviewer calibration and consistent evaluations. Recordings are optional and require explicit consent.

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Perks & Benefits

• Remote-first by design – Work from your home, with offices in Seattle and Paris for connection and collaboration.
• Flexibility that fits your life – We trust you to manage your schedule while delivering great work.
• Time to recharge – Generous PTO, designated quarterly Whaleness Days, and a designated end-of-year Whaleness break.
• Home office support – Set up your workspace for comfort and success.
• Technology stipend – Equivalent to US$100 net per month to help support your work.
• Learning & development – Annual stipend for conferences, courses, certifications, and continued learning.
• Parental leave – 16 weeks of paid parental leave after six months of employment.
• Equity for all full-time employees – Share in [Employer]'s long-term success as we continue to grow.
• Comprehensive benefits – Medical, retirement, and paid holidays vary by country.
• [Employer] swag – Because representing the whale never gets old.

[Employer] is proud to be an equal opportunity employer. We are committed to building a team that reflects a broad range of backgrounds, experiences, and perspectives. We believe diverse teams build better products, make better decisions, and better serve our global community.

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