The Role

The Sales Operations Manager will own the revenue engine operationally, ensuring the sales function has the structure, insight, systems, and governance needed to support predictable, scalable growth. This role will work closely with Sales, Marketing, Presales, Finance and Service Delivery to translate commercial objectives into practical operating plans, robust processes and clear performance reporting.

The postholder will own sales planning, pipeline governance, CRM effectiveness, commercial reporting, and process optimisation. They will give leadership confidence in forecast accuracy, pipeline quality, and revenue performance, while helping sales teams work more efficiently through improved tools, workflows, automation, and enablement.

Key Responsibilities

• Support annual and quarterly sales planning, translating commercial objectives into clear operational plans, sales KPIs and performance measures.
• Develop and maintain sales capacity, coverage and account planning models to support revenue growth and future resource planning.
• Own pipeline governance, ensuring opportunity stages, qualification standards, sales processes and forecast assumptions are consistently applied.
• Produce weekly, monthly and quarterly pipeline, forecast and revenue performance reporting for senior leadership and board-level reviews.
• Analyse commercial performance, including win rates, conversion, sales cycle length, pipeline health, sector performance and growth trends.
• Act as the operational owner of HubSpot, driving CRM governance, data quality, workflow design, adoption, dashboard development and automation opportunities.
• Work with Finance and FP&A colleagues to ensure revenue dashboards and commercial reporting are insightful, accurate and fit for purpose.
• Define, document and continuously improve end-to-end sales processes, including lead-to-opportunity and opportunity-to-contract workflows.
• Identify opportunities to reduce administrative effort, improve data quality and create process efficiencies using automation and agreed system improvements.
• Provide commercial and management oversight on bid and proposal processes to support efficient, high-quality responses to tenders and opportunities.
• Monitor contract, renewal and commercial approval pipelines, ensuring appropriate visibility, governance and escalation where required.
• Align Sales, Presales, Marketing, Finance and Service Delivery processes to improve cross-functional working, handovers and visibility of future demand.
• Act as a point of escalation for sales-related delivery or presales resource issues, liaising with the appropriate stakeholders to support timely resolution.
• Support sales enablement by creating playbooks, guidance materials, CRM training and onboarding support for new sales colleagues.
• Identify performance bottlenecks, operational risks and improvement opportunities, providing practical recommendations to leadership.