Senior Sales Operations Manager

About the Team

The Revenue Operations team is a strategic partner to Outreach's go-to-market organization, focused on enabling scalable growth, operational excellence, and data-driven decision making across the revenue engine. We work closely with Sales Leadership, Marketing, Customer Success and cross-functional operations partners to design and optimize the processes, tools, and insights that help our customer-facing teams perform at their best. Our Revenue Operations organization is AI-first. We design, launch, and scale AI agents and agentic workflows to drive our GTM motion, and you'll look for places where AI and automation can improve pipeline visibility, process quality, and rep productivity.

The Role

Outreach is looking for a strategic, results-oriented Senior Sales Operations Manager to join our Sales Operations team as a business partner to the sales organization. You're a strategic thinker who takes a data-first approach, ruthlessly prioritizes, and thrives in a fast-paced environment, driving repeatability, predictability, and scalability across the business. You will own the Sales Operations function for the sales teams you support and lead a set of cross-functional workstreams that serve the whole go-to-market organization. You'll partner with leaders across Sales, CX, and Marketing as a trusted advisor, driving territory design, forecast strategy, and sales process. This is a high-impact, highly visible individual contributor role reporting to the Director of Sales Operations.

Your time will be split roughly evenly between two areas: supporting your assigned sales teams, and owning cross-functional programs across the funnel. Above all, you'll build strong relationships and communicate clearly with cross-functional stakeholders, keeping every project on track.

Your Daily Adventures Will Include

Sales Team Business Partnership

• Territory Design Strategy: Own territory design and ownership strategy

• Define key performance metrics, create reports and dashboards to derive insights into the health of the business, identify areas of weakness, and present improvement recommendations to the segment leader.

• Conduct in-depth business analysis of the supported segments and identify growth opportunities. Develop key insights to drive critical business decisions

• Drive forecast management excellence to ensure sustained, predictable growth.

• Demonstrated ability to drive continuous improvement in scalable sales/business processes and deliver results.

• Strong stakeholder management skills – able to manage upwards effectively and demonstrate confidence in presenting ideas with executive audiences.

Cross-Functional Ownership

• Funnel Operations: Manage sales processes from opportunity creation to close, optimizing workflows and sales behaviors to improve conversion and revenue growth.

• Pipeline reporting and forecasting: Manage pipeline reporting and forecasting so leadership has accurate, timely visibility into the business. Deliver data-driven insights and business reviews that improve pipeline health, territory performance, and sales productivity.

• Account-based marketing: Partner with Marketing on ABM campaigns, working alongside the business partner for the relevant sales team to align targeting, coverage, and follow-up.

• Dashboards: Build and maintain dashboards that give leaders a reliable single view of the business.

• Data-first advisory: Bring a data-first approach to every conversation with sales leadership: use data to surface insights, test hypotheses, and make recommendations rather than relying on anecdote or intuition.

Our Vision of You

• 7-8+ years of sales operations experience

• Experience supporting one or more sales segments as a Sales Operations business partner, including territory design, forecasting, and sales leader partnership

• A data-first mindset: genuinely believes in using data for insight generation, and is comfortable challenging sales leadership with data-backed recommendations. Advanced Excel knowledge (complex formulas, and data modeling) for data analysis.

• Excellent problem solving and analytical skills with the ability to translate complex ideas and data into consumable insights

• Pipeline management and forecasting experience. Experience improving sales process, and opportunity management to lift conversion and sales efficiency

• Strong stakeholder management skills, able to manage upwards effectively and present ideas with confidence to executive audiences

• Strong communication and presentation skills

• Solid understanding of the tech industry and the SaaS world, and demonstrable knowledge of sales disciplines

• Solid functional understanding of Salesforce CRM, with strong experience creating and maintaining reports and dashboards

• Knowledge of Outreach, ZoomInfo, LinkedIn Navigator, and

• Experience using AI LLM tools—preferably Claude—to automate routine RevOps tasks, analyze sales data, and build agentic workflows.

• Strong sense of urgency, initiative, and commitment to see things through to actionable outcomes and result. Flexible team player with a bias for action

• Ability to balance sharp focus on measurable outcomes with deep and genuine empathy for people, customers, and the business. This is a hands-on position; the ideal candidate must be willing to roll up their sleeves

• Bachelor's degree in business, finance, or a relevant field; MBA is a plus