Sales Operations Manager
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Job Location:
Palo Alto, CA - USA
Monthly Salary:
$ 120000 - 150000
Posted on:
31-10-2025
Vacancies:
1 Vacancy
Job Summary
About Workato
Workato transforms technology complexity into business opportunity. As the leader in enterprise orchestration Workato helps businesses globally streamline operations by connecting data processes applications and experiences. Its AI-powered platform enables teams to navigate complex workflows in real-time driving efficiency and agility.
Trusted by a community of 400000 global customers Workato empowers organizations of every size to unlock new value and lead in todays fast-changing world. Learn how Workato helps businesses of all sizes achieve more at .
Why join us
Ultimately Workato believes in fostering a flexible trust-oriented culture that empowers everyone to take full ownership of their roles. We are driven by innovation and looking for team players who want to actively build our company.
But we also believe in balancing productivity with self-care. Thats why we offer all of our employees a vibrant and dynamic work environment along with a multitude of benefits they can enjoy inside and outside of their work lives.
If this sounds right up your alley please submit an application. We look forward to getting to know you!
Also feel free to check out why:
Business Insider named us an enterprise startup to bet your career on
Forbes Cloud 100 recognized us as one of the top 100 private cloud companies in the world
Quartz ranked us the #1 best company for remote workers
Responsibilities
Own the operating rhythm analytics and tooling that help our Enterprise and Embedded Business Units hit and exceed revenue targets. Youll translate strategy into execution design scalable processes with the seller in mind and partner cross-functionally (Sales Partners Marketing Product Data Science Finance/Comp) to drive efficiency predictability and growth.
In this role you will also be responsible to:
Operations Strategy & Execution
Define a cohesive Field Operations strategy that improves seller productivity pipeline health and forecast accuracy.
Rapidly move from high-level objectives into detailed operating plans playbooks and cadences.
Lead strategic projects that sharpen the saw (upsell/cross-sell motions ROE updates coverage models).
GTM Design & Territory/Account Strategy
Co-own territory design and optimization (tiering account scoring balance of customers vs. prospects secondary territories for ramping reps).
Support new geo/industry expansion through TAM assessment segmentation modeling and channel strategy recommendations.
Forecasting Pipeline & Performance Analytics
Run weekly forecast and pipeline cadences; drive create-and-close predictability.
Build dashboards for current & next-quarter forecast coverage conversion by stage linearity deal size/length rep attainment and productivity.
Identify performance/leverage points and partner with leaders to action them.
Process Excellence Tools & Systems
Design seller-first processes that scale
Guide roadmap and adoption for the GTM tech stack; ensure data integrity and usable governance.
Serve as the data counterpart to BU leaders; turn insights into decisions and outcomes.
Incentives SPIFFs & Governance
Co-own SPIFF programs with Sales Compensation to ensure incentive alignment and guardrails against gaming.
Liaise with Payroll to ensure accurate timely payouts; maintain clear ROE and deal-split arbitration processes.
Planning & Org Effectiveness
Drive annual/long-range planning: bottoms-up capacity quota setting/load hiring & attrition modeling.
Partner on sales org design; identify key hires and build a high-performing learning-oriented culture.
Support change management proactive talent planning and conflict resolution across Field teams.
Executive Partnership
Act as confidant/advisor to Enterprise & Embedded VPs; track top priorities and drive action-item closure.
Assist with decision briefs program management and cross-functional alignment to deliver BU priorities.
Lead preparation and execution of Sales QBRs and Executive presentations ensuring alignment on performance metrics strategic priorities and operational initiatives
Requirements
Qualifications / Experience / Technical Skills
57 years in Sales/Revenue Operations in B2B SaaS
Expert in Salesforce (admin-level proficiency) forecasting frameworks and GTM analytics; strong Excel/Sheets; familiarity with BI (e.g. Sigma Tableau Looker).
Demonstrated success designing territories/coverage running forecast cadences and operationalizing change at scale.
Soft Skills / Personal Characteristics
Strong executive presence; able to distill complex analysis into crisp recommendations and drive cross-functional alignment.
Curiosity and problem solving mindset
Bias to action systems thinking and a seller-obsessed mindset.
The pay for this role may range between $120000 - $150000 plus variable benefits perks and equity.
#LI-NJ1
(REQ ID: 2388)
Required Experience:
Manager
Key Skills
- Six Sigma
- Lean
- Management Experience
- Process Improvement
- Microsoft Outlook
- Analysis Skills
- Warehouse Management System
- Operations Management
- Kaizen
- Leadership Experience
- Supervising Experience
- Retail Management
About Company
A single platform to orchestrate data integration, app connectivity, and process automation across your organization.
