Sales Operations Manager at Frontcareers

Front is the customer operations platform built for B2B complexity, keeping every team, tool, and customer conversation in sync so companies can scale without losing connection. Others handle simple interactions. Front handles the coordination and context behind complex B2B customer relationships. Over 9,000 companies, including Uber Freight, Navan, and Stripe, rely on Front because it's the only one that can run the operational layer that makes customer-facing work actually succeed. Backed by Sequoia Capital and Salesforce Ventures, Front has raised $204M from leading venture capital firms and independent investors including top executives at Atlassian, Okta, Qualtrics, Zoom, and PagerDuty. Front has received numerous Great Place to Work accolades, including Built In's 100 Best Midsize Places to Work in SF 2025 [Upgrade to PRO to see link] Top Places to Work by USA Today 2025 [Upgrade to PRO to see link] Y Combinator's list of Top Companies in 2023 [Upgrade to PRO to see link] #4 on Fortune’s Best Workplaces in the Bay Area™ [Upgrade to PRO to see link] ,Inc. Magazine's 2022 Best Workplaces list [Upgrade to PRO to see link] and Forbes Best Startup Employers 2022 List [Upgrade to PRO to see link] We’re hiring a Sales Operations Manager to bring rigor, structure, and high-level analytical thinking to how we architect growth and scale our go-to-market engine. This is a high-impact role with meaningful exposure to senior leadership and the executive team as we scale from $100M to $200M+ ARR. You will own our long-range capacity planning, design sophisticated territory and segmentation models, and elevate how we generate revenue intelligence. This is not a traditional sales ops role—we are moving beyond CRM administration and manual workflows. We are looking for someone deeply comfortable in complex modeling, excited by GTM strategy, and motivated to use AI tools to improve how we forecast and analyze sales performance. If you enjoy combining data, strategy, and systems thinking to influence real business outcomes, this role is for you. What will you be doing? 1. GTM Strategy & Planning - Capacity Modeling: Build the multi-year headcount models that dictate hiring. - Territory Design & Segmentation: Own the logic for how we carve the world. You will lead the transition from a "geographic" model to a more sophisticated "segmentation" model (Firmographics, Technographics, or Intent-based). - Annual Planning: Lead the integrated planning process between Sales, Finance, and Marketing to ensure the board-level targets are actually achievable based on pipeline math. 2. Revenue Intelligence & Advanced Analytics - Pipeline Velocity Analysis: You aren't just looking at the total pipeline; you are analyzing the leakage points. You’ll identify why deals stall at specific stages and recommend structural changes to the sales cycle. - Performance Benchmarking: Develop a "Rep Scorecard" system to identify the DNA of top performers. You will use these insights to advise sales leadership on where to focus coaching and enablement resources. - Win/Loss Insights: Lead the cross-functional post-mortem on why we win or lose. You’ll synthesize this data to influence product roadmap and competitive positioning. 3. Sales Incentive Design - Comp Plan Architecture: Work with the Strategic Finance and VP of Sales to design annual and quarterly commission structures. Your goal is to align rep behavior with corporate goals (e.g., incentivizing multi-year deals or specific product attachments). - SPIFF Strategy: Design and measure the impact of short-term tactical incentives to drive specific behaviors during "bridge" months or product launches. 4. Sales Methodology & Change Management - Sales Process Engineering: You will define the "Standard Way" we sell. Whether it’s SPICED, MEDDIC, or a custom framework, you own the documentation and the "inspectability" of that process. - Cross-Functional Collaboration: You will act as the primary interface between Sales Finance and Marketing. You’ll manage the Lead-to-Opportunity handoff and ensure the "feedback loop" on lead quality is data-driven, not anecdotal. 5. Operational Rigor & Governance - Forecasting Cadence: You own the "Number." You lead the weekly forecast calls with leadership, moving them away from "gut feel" toward a "weighted-pipeline" and "commit-based" methodology. - Sales Enablement Strategy: Partner with Enablement to ensure that strategy translates to execution. You identify the what (e.g., "we are losing on price") so Enablement can build the how (e.g., negotiation training). What skills and experience do you need? - 5+ years of strategy, operations, and analytics experience with a track record of driving growth - working in sales operations, preferably in a high-growth SaaS environment (preferably $100M+ ARR) - Expertise to quickly drill down into the business funnel for outbound and inbound sales motions, and how that connects to revenue - Excellent analytical and quantitative modeling skills; ability to analyze and interpret data, provide actionable insights, and deliver measurable results - Expert proficiency with core sales tools (e.g. Salesforce, Gong, Outreach, etc.) and best practices for sales data management. - Expert level user of Gsheets / excel experience with BI and Data Analysis tools like Tableau or Hex in business user and/or analyst capacity. SQL proficiency is a plus - Strong collaborator, works well with stakeholders, gains trust, enjoys working with people - Demonstrates ability to convey complex information to executives clearly and concisely; can resolve tradeoffs. Effective communicator across levels and audiences - Hands on and proactive, with a builders mentality. - Maintaining high ownership mentality, demonstrated by developing projects of >6-12 months length - You don’t need to be an AI expert, but you’re curious and willing to adopt AI tools to work smarter and deliver better results Front operates on a hybrid model — we come together in the office each Tuesday, Wednesday, and Thursday to collaborate and stay connected. What we offer - Competitive salary - Equity (we are post-series D & backed by some of the best VCs in the US) - Private health insurance, including plan options at no cost to employees - Paid parental leave - Flexible time off policy - Flexibility to work from home Monday and Friday, unless posted as a fully remote role - Mental health support with Workplace Options - Family planning support with Maven - $100 per month Lifestyle Stipend to spend on fitness, health and wellness, and other activities - Wellness Days - Fronteers get an additional day off on months with no holidays - Winter Break - Our offices are closed from Christmas to New Year's Day! Front provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age or disability. 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