Sales Operations Manager

Details

Collibra Public Sector is seeking an experienced Sales Operations Manager to support the public sector subsidiary. This role partners with sales, service, finance, accounting, human resources, and information technology to ensure systems and processes align with the mission to serve US federal customers. The manager will prepare accurate forecasts and reports, recommend process improvements, and incorporate automation and AI to improve decision-making and seller productivity. The role includes being the recognized expert and advisor for sellers to prepare accurate quotes using Salesforce CPQ. This can be a fully remote role in the United States, with a preference for candidates in the greater Washington, DC area. Note: because this role supports the US government, candidates must be US citizens residing on US soil.

Responsibilities

• Serve as the trusted operations partner to Public Sector senior leaders, providing insight, operational rigor, and strategic support to improve performance.
• Partner cross-functionally with Finance, Marketing, Enablement, Deal Desk, and IT to improve sales effectiveness and operational execution.
• Lead core sales operating rhythms, including forecasting, pipeline reviews, deal inspection, and QBRs.
• Support annual planning activities such as territory design, quota setting, capacity planning, and sales targeting.
• Deliver business insights, analytics, and performance reporting to support decision-making across sales leadership and executive teams.
• Manage territory, hierarchy, and organizational changes to ensure accurate execution across sales systems and reporting.
• Identify opportunities to automate workflows, improve data quality, and reduce operational friction across the sales process.
• Act as the advisor for sellers on preparing accurate quotes using Salesforce CPQ.

Requirements

• 6+ years of experience in Operations, Revenue Operations, Services Operations, or a related function at a high-growth software company in the US federal market.
• Strong experience with Salesforce CRM and a broad understanding of modern revenue technology ecosystems, data structures, and sales operating workflows.
• Experience supporting sales and marketing organizations through close partnership with senior leaders and a strong understanding of processes, forecasting, territory strategy, and performance management.
• Experience translating business challenges into scalable operational solutions, automation opportunities, and measurable business outcomes.
• Strong analytical capabilities, including business modeling, performance analysis, and executive-ready presentation development.
• Experience working cross-functionally across Finance, Marketing, Enablement, Deal Desk, and technical teams.
• Demonstrated proficiency in leveraging AI tools (e.g., Claude, Gemini, ChatGPT, Copilot) to solve real-world business challenges, drive measurable outcomes, or streamline workflows.
• A bachelor’s degree or equivalent related working experience is required.
• Must be a US citizen who resides on US soil (required to support US government customers).

You are

• A systems thinker who understands how people, process, data, and technology work together to drive customer success.
• A data-driven problem solver who can break down complexity and recommend simple, practical, scalable solutions.
• Biased toward action and continuous improvement, with a strong sense of ownership.
• Comfortable working in ambiguity and balancing strategic thinking with execution.
• Clear and effective in communicating insights, recommendations, and business narratives through data.
• Highly collaborative, pragmatic, and trusted by stakeholders across functions.
• Curious about how AI and automation can improve the way work gets done.

Measures of success

• Within the first month: immerse in day-to-day operations, learning customers, product offerings, and business processes.
• Within three months: become familiar with CRM and CPQ and assist with customer opportunities from proposal to quote to order to invoice.
• Within six months: partner with leadership to develop go-to-market strategy and articulate a compelling path to win the market.

Compensation

• Base salary range: $128,000 - $160,000 per year.
• This position is not eligible for additional commission-based compensation. Salary offers are based on experience, skills, and location.
• Additional total rewards mentioned: bonus potential, equity for eligible roles, a Flex Fund monthly stipend, pension/401k plans, and more.

Benefits

• Flexible benefits program, health coverage, time off, and additional offerings to support employees and their families.
• Commitment to diversity, equity, and inclusion and accommodations for applicants during the hiring process.