Staff Sales Operations Manager

Job Description

This role, in a nutshell:

Chainguard is hiring a Staff Sales Operations Manager to lead and scale the operational backbone of our GTM organization. Reporting to our Senior Director of Sales Ops, this role owns the strategy and execution of sales planning, territory management, pipeline governance, and cross-functional GTM programs. You will operate as a senior business partner to Sales Leadership, translating data and process into revenue impact.

The ideal candidate combines strategic vision with operational rigor and has a track record of building scalable processes in high-growth B2B SaaS environments.

What You Will Do:

Sales Partnership & Strategic Advisory

• Serve as a Business Partner to Enterprise Sales Leadership
• Own the operational rhythm of the business—forecast calls, pipeline reviews—ensuring leaders have the analytics and frameworks to make high-quality decisions.
• Translate executive priorities into operational roadmaps, aligning Sales Operations initiatives with company-wide revenue goals.
• Proactively identify performance gaps and growth opportunities across segments, presenting recommendations to senior leadership.

Territory Strategy & Design

• Own the end-to-end territory strategy—design, optimization, balancing, and realignment—across AMER private sector segments
• Define and enforce the account assignment framework, ensuring equitable and efficient coverage that maximizes market opportunity.
• Architect and implement automation solutions to streamline >90% of the territory management lifecycle, reducing manual effort and increasing accuracy.
• Maintain territory data integrity across Salesforce and connected systems; establish governance processes to prevent data drift.

Pipeline & Forecasting Operations

• Define and enforce pipeline management standards, stage definitions, and forecasting methodologies in partnership with Sales Leadership.
• Own pipeline health reporting and analytics—monitor conversion rates, stage velocity, and hygiene to drive forecast accuracy and consistency.
• Design and implement pipeline inspection frameworks that enable frontline managers to coach effectively.
• Partner with Finance and FP&A on forecast models, ensuring alignment between bottom-up pipeline signals and top-down targets.

Process Architecture & Policy Governance

• Design, document, and continuously improve scalable SOPs and workflows for all core Sales Operations functions.
• Co-own the internal Rules of Engagement (ROE)—define policy, drive cross-functional alignment, adjudicate disputes, and manage escalations.
• Lead change management efforts when introducing new processes or tools, ensuring adoption across the sales organization.
• Build and deliver enablement programs to educate sales teams on policies, territory definitions, system usage, and operational best practices.

Systems, Tools & Cross-Functional Programs

• Partner with GTM Systems to define requirements and drive enhancements to Salesforce and the broader revenue tech stack.
• Lead cross-functional strategic programs that span Sales, Marketing, Customer Success, and Finance—owning project plans, stakeholder alignment, and delivery.
• Evaluate and recommend new tools and technologies that improve operational efficiency and data quality.

Qualifications

• 6–10+ years of progressive experience in Sales Operations, Revenue Operations, or GTM Strategy, with at least 2 years in a people management role, ideally in Enterprise B2B SaaS.
• Demonstrated ability to lead and develop high-performing teams in fast-paced, high-growth environments.
• Deep expertise in territory planning, pipeline governance, forecasting methodologies, and sales process design.
• Advanced Salesforce proficiency (admin-level understanding preferred); experience designing scalable workflows and automation.
• Strong analytical toolkit—advanced Excel/Sheets, SQL, and experience with BI platforms (e.g., Sigma, Tableau, Looker).
• Proven track record of building, documenting, and scaling operational processes from scratch.
• Exceptional communication and executive presence—comfortable presenting to C-level stakeholders and driving alignment across functions.
• Strategic thinker who thrives in ambiguity and can balance long-term vision with near-term execution.
• Willingness to travel for QBRs and team offsites (~1x per quarter).

$174,000-$205,000 base salary.