Senior Manager of Sales Operations at Span

OUR MISSION   SPAN IS ENABLING ELECTRIFICATION FOR ALL ⚡ WE ARE A MISSION-DRIVEN COMPANY DESIGNING, BUILDING, AND DEPLOYING PRODUCTS THAT ELECTRIFY THE BUILT ENVIRONMENT, REDUCE CARBON EMISSIONS, AND SLOW THE EFFECTS OF CLIMATE CHANGE. - Decarbonization is the process to reduce or remove greenhouse gas emissions, especially carbon dioxide, from entering our atmosphere. - Electrification is the process of replacing fossil fuel appliances that run on gas or oil with all-electric upgrades for a cleaner way to power our lives. AT SPAN, WE BELIEVE IN: - Enabling homes and vehicles powered by clean energy. - Making electrification upgrades possible. - Building more resilient homes with reliable backup. - Designing a flexible and distributed electrical grid. THE ROLE The Senior Manager of Sales Operations plays a key role in driving accelerated growth at SPAN. This leader is responsible for the design, implementation, and management of the systems, processes, and data that enable our sales team to sell more effectively, and also directly manages the Sales Operations team members in the U.S. and in India. This role bridges the gap between high-level strategy and daily execution. You will own the Salesforce (CRM) ecosystem, oversee the order management lifecycle, manage rebate and incentive programs, and provide the analytical backbone for our two-step distribution model and all strategic partnership fulfillment models. Whether partnering with each of the Vice Presidents of sales channels to ensure our processes, systems, and tools to identify new ways to increase sales productivity or jumping in on customer shipment prioritization. RESPONSIBILITIES 1. Tech Stack & Systems Management (CRM + related system integrations) 1. Salesforce Ownership: Serve as the functional owner of Salesforce; define the roadmap for enhancements, manage integrations, and ensure data integrity. 1. Implement tools that help SPAN efficiently scale across an increasing number of SKUs and channels. Lead the implementation of CPQ. 2. The Sales Operations team manages Salesforce for the full company, and leads projects for the Service & Support team, and partners with the Finance and Supply Chain teams on system integrations to Boomi, Netsuite, Tableau, and more. 2. Process Automation: Design and implement workflows that reduce administrative drag for sales reps, allowing them more time in front of customers. 3. Tool Evaluation: Audit and manage the sales tech stack to ensure adoption and impact. 2. Order Management & Commercial Operations 1. Order Management Oversight: Partner with Finance and IT to streamline the order management process, ensuring orders move from "closed-won" to "fulfilled" with minimal friction. 2. Rebate & Program Administration: Manage the calculation, validation, and distribution of volume rebates and special sales programs for distributors and installers. 3. Experience managing SPAs (Special Pricing Agreements) strongly desired. 3. Sales Strategy & Planning 1. Territory & Quota Design: Lead the annual planning process, including data-driven territory carving and the setting quotas. 2. Incentive Compensation Plan Management: Collaborate with HR/Finance to design and administer commission plans that drive the right strategic behaviors. Oversee accurate and timely payouts for quarterly incentives. 3. Lead Management: Manage the end-to-end lead lifecycle—from Marketing MQL to Sales SQL—ensuring high conversion and accountability. 4. Performance Analytics & KPIs 1. Channel Analytics: Track distribution penetration, SKU mix per territory, and "white space" opportunities for market expansion. 2. Executive Reporting: Deliver monthly and quarterly business reviews (MBRs/QBRs) that supplement the annual forecast with actionable variance analysis. 5. Sales Enablement & Training 1. Onboarding: Develop the operational "playbook" for new hires to ensure a fast ramp-to-productivity. 2. Change Management: Lead the rollout of new sales processes, ensuring field adoption through training and clear communication. 6. Commercial & Cross-Functional Leadership 1. Directly manage the U.S. and India based Sales Operations team members; create a positive culture, drive prioritization across their projects and tasks. 2. Collaborate directly with individual contributors and C-level partners in the Commercial, Finance, Supply Chain, and Data Engineering teams. Manage trade offs between Commercial initiatives and enterprise-wide projects. ABOUT YOU  Required Qualifications - Experience: 8+ years in Sales or Revenue Operations. - Technical Mastery: Expert-level Salesforce knowledge (Admin certification is a plus) and advanced Excel/BI skills (eg: Tableau). - Model Expertise: Direct experience in working at a manufacturer, ideally in a two-step distribution or complex channel-driven B2B environment. Direct experience in rapidly-scaling startup environments that are simultaneously building new systems and building to scale. - Management: At least 5 years of direct people leadership experience. Education: - Bachelor’s degree in Business, Finance, or Systems. - MBA preferred. LIFE AT SPAN Headquartered in San Francisco’s vibrant SoMa neighborhood, we are an eclectic group of creative thinkers who value open communication, teamwork, and a ‘make it happen’ approach to addressing complex challenges.  SPAN embraces diversity and equal opportunity in a serious way. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills.  We’re hiring talented individuals who are driven by success and are passionate about shaping the future of renewable energy. If that sounds like you, we’d love for you to consider joining the rapidly growing team at SPAN. The Perks: ⚡ Competitive compensation + equity grants at a well-funded, venture-backed company ⚡ Comprehensive benefits: 100% employee premiums for base plans on medical, dental, vision with options for additional coverage.  Parental leave up to twenty four (24)  weeks depending on eligibility ⚡ Comfortable, sunny office space located near BART and Caltrain public transit ⚡ Strong focus on team building and company culture: Employee Resource Groups, monthly social events, SPANcakes recognition breakfast, lunch, and learns ⚡ Flexible hours, one holiday per month, and flexible time off   Interested in joining our team? Apply today and we’ll be in touch with the next steps!