Sales teams slow down when operations is underpowered.ย High-growth companiesย invest more in sales operations than slower-moving peers for a reason. The role has shifted far beyond administrative work. Today, sales operations is a strategic function that drives efficiency, forecast accuracy, and scalable growth.
Attracting top talent for this critical position requires a job description that reflects its modern value. This guide provides a practical, copy-and-paste template and breaks down the core components, responsibilities, and skills that define aย modern sales operations team.
Why a Strong Sales Operations Job Description Matters
A well-crafted job description does more than attract candidates. It forces trade-offs, clarifies ownership, and sets measurable outcomes for the role. It also signals to the business that sales operations is an engine for growth, not a cost center. A poor hire compounds friction across processes, data, and planning, which shows up in missed targets.
The need for a strong sales ops function is urgent. Sales reps spend up toย 70% of their timeย on non-selling activities, from administrative tasks to CRM updates. A great sales operations hire reclaims that lost time by creating the systems and processes that let reps focus on selling. A clear job description is the first step in finding that person.
Core Components of a Modern Sales Operations Job Description
A modern job description must be clear, compelling, and strategic. It should sell the vision of the role and the company while precisely outlining the responsibilities and qualifications required to succeed. Each component serves a distinct purpose in attracting and vetting top-tier talent.
Ultimately, a job description is a marketing document for the role, and it must articulate the impact the candidate will have on the business. Below are the essential sections to include:
Job Title & Summary
Common titles include Sales Operations Analyst, Sales Operations Manager, or Director of Sales Operations. The title should accurately reflect the seniority and scope of the role. The summary is your hook. Use a concise, specific paragraph that explains why this role is critical to the companyโs mission and what makes your organization a compelling place to work.
Key Responsibilities & Duties
This section outlines the core functions of the role. Frame these duties around strategic outcomes, not just tactical tasks.
- Sales Process Optimization:ย Design, implement, and manage sales processes to improve efficiency and reduce friction in the sales cycle.
- Territory Planning & Quota Setting:ย Develop and manage equitable sales territories and data-driven quotas. A poor Ideal Customer Profile (ICP) definition often undermines this process. Ourย 2025 Benchmarks Reportย found that 63% of CROs have little or no confidence in their ICP.
- Sales Forecasting & Performance Analytics:ย Own the sales forecasting process and deliver actionable insights on performance, pipeline health, and quota attainment. Building aย data-driven revenue operationsย strategy is foundational to this responsibility.
- CRM & Tech Stack Management:ย Administer the CRM (e.g., Salesforce) and manage the entire sales tech stack, ensuring high data quality and user adoption.
- Sales Enablement Support:ย Collaborate with sales enablement to provide reps with the content, training, and tools they need to succeed.
- Commission & Compensation Administration:ย Manage the calculation, processing, and reporting of sales commissions to ensure accuracy and transparency.
Essential Skills & Qualifications
List the non-negotiable hard and soft skills required for the role. Be specific about the technical expertise needed while also highlighting the collaborative skills essential for a cross-functional leader.
- Proven experience in a sales operations, revenue operations, or a similar role.
- Expert proficiency in Salesforce or another enterprise-grade CRM.
- Strong analytical skills with mastery of Excel, SQL, and BI tools (e.g., Tableau, Power BI).
- Experience with sales engagement platforms, CPQ tools, and commission software.
- Familiarity with AI-driven planning and forecasting tools.
- Excellent project management and communication skills, with the ability to translate data into business insights for executive audiences.
[Template] Sales Operations Manager Job Description
Job Title:ย Sales Operations Manager
Location:ย [City, State, or Remote]
Department:ย Revenue Operations
About Us
[Insert a 2-3 sentence compelling pitch about your company. What is your mission? What problem do you solve? Why is it an exciting place to work?]
The Role
We are seeking a strategic, data-driven Sales Operations Manager to run the processes, data, and tools that power our sales motion. You will optimize sales processes, manage our technology stack, and provide the analytical insights that guide our go-to-market strategy. This is a high-impact role for a proactive problem-solver who wants to build a repeatable, high-performing sales engine.
Responsibilities
- Design, implement, and enforce sales processes across the entire customer lifecycle to improve operational efficiency.
- Manage our CRM (Salesforce) and integrated tools, ensuring data integrity, user adoption, and system performance.
- Develop and maintain key performance dashboards and reports to track quota attainment, pipeline health, and forecast accuracy.
- Lead the annual territory and quota planning process, ensuring equitable and motivational targets for the sales team.
- Administer the sales compensation plan, ensuring accurate and timely commission calculations and reporting.
- Collaborate with sales, marketing, and finance leaders to align on go-to-market priorities and drive cross-functional projects.
Qualifications
- 3-5+ years of experience in Sales Operations, Revenue Operations, or a related field, preferably in a B2B SaaS environment.
- Expert-level proficiency with Salesforce (Salesforce Admin certification is a plus).
- Strong analytical skills, with demonstrated experience using Excel, SQL, and business intelligence tools to derive insights.
- Proven ability to manage complex projects, communicate effectively with stakeholders, and influence change across an organization.
- Ability to design, implement, and scale systems and processes, with a track record of building new capabilities that stand up to growth.
Benefits
[List your key benefits, such as health insurance, 401(k), flexible work arrangements, professional development budget, etc.]
The Strategic Evolution of Sales Operations
The sales operations role is no longer confined to tactical support. It has become a strategic business partnership critical to the entire go-to-market motion. Research fromย Gartnerย shows that sales ops teams are increasingly supporting non-sales functions, highlighting their expanding, cross-functional influence.
This shift from tactical to strategic is a recurring theme among revenue leaders. On an episode ofย The Go-to-Market Podcast, hostย Amy Cookย and guestย Nick Soldano, a leader in GTM & Revenue Operations, discussed the critical questions modern ops teams must ask themselves:
“Are we building out admin rollouts versus are we building out legitimate strategies? Are we building business intelligence pipelines? Are we building the right dashboards? What are we doing that’s customizable to our industry but also our product delivering that’s going to allow us to scale?”
This evolution is why many organizations are embracing Revenue Operations (RevOps), where sales ops becomes a key pillar of aย unified revenue engine. While there are key differences betweenย RevOps vs. Sales Ops, both disciplines share the same goal. Drive predictable and efficient revenue growth through operational excellence.
How Fullcast Empowers Strategic Sales Operations
A strategic sales ops leader cannot be buried in spreadsheets. To build scalable processes and deliver data-driven insights, they need a platform designed for modern go-to-market complexity. Manual planning cycles, unbalanced territories, and inaccurate forecasts are symptoms of a broken operational foundation.
This is where Fullcast provides the necessary infrastructure. Fullcast is the Revenue Command Center that automates manual GTM planning and provides the intelligence needed to execute with confidence.
Our platform,ย Fullcast Plan, was built with an AI-first approach to automate the most time-consuming sales ops tasks, like territory design, quota allocation, and capacity planning. With Fullcast,ย Udemyย achieved an 80% reduction in annual planning time, transforming a months-long process into weeks. By centralizing the entire plan-to-pay lifecycle,ย Fullcast for RevOpsย empowers operations leaders to move from reacting to ad hoc requests to executing a proactive strategy.
Hire the Architect of Your Revenue Growth
A well-defined job description is the first step in turning sales operations from a support function into a driver of measurable revenue outcomes. It does more than attract candidates. It demonstrates a commitment to a predictable, efficient, and data-driven revenue engine. The template provided is not just a hiring tool. It is a framework for empowering this critical role within your organization.
As you move from hiring an individual to structuring the entire function, the next step is to consider all the key roles involved inย building out your team.
Ultimately, equipping this function with the right platform is what separates high-growth companies from the rest. Fullcast is the essential partner for any organization serious about building a modern revenue engine.
Discover how the Fullcast Revenue Command Center can turn your operational strategy into your greatest competitive advantage.
FAQ
1. What does a sales operations professional do?
A sales operations professional builds theย systems, processes, and infrastructureย that enable sales teams to operate efficiently and predictably. They reclaim time lost to administrative work by creating frameworks that allow sales reps to focus on selling rather than on manual tasks likeย CRM updates and reporting.
2. Why is sales operations considered strategic now?
Sales operations has evolved from a tactical, administrative function into theย heartbeat of the revenue engine. Modern sales ops teams are responsible for drivingย efficiency, predictability, and scalable growthย by buildingย business intelligence pipelines, designing strategic dashboards, and creating frameworks that support revenue generation across the organization.
3. What should a sales operations job description include?
A sales operations job description should function as aย marketing documentย that articulates the strategic impact the candidate will have on the business. It needs to communicate the role’s value beyond administrative tasks, defining whatย success looks likeย and how the position contributes toย revenue growth and operational excellence.
4. How does sales operations fit into Revenue Operations?
Sales operations often becomes a key pillar within a broaderย Revenue Operations model. This evolution emphasizes building legitimateย business strategies and intelligence pipelinesย rather than simply executing administrative rollouts, allowing the function to scale and support the entire revenue engine.
5. What’s the difference between tactical and strategic sales operations?
The primary difference is thatย tactical sales operations is reactive, whileย strategic sales operations is proactive. Tactical sales operations focuses on administrative rollouts and day-to-day problem-solving. In contrast, a strategic approach builds customizedย business intelligence pipelines, designs scalable dashboards, and creates frameworks tailored to both industry and product needs to enable proactive planning rather than constant fire-fighting.
6. Why do sales reps need sales operations support?
Sales reps need sales operations support toย reclaim time lost to non-selling activities. Reps often get bogged down by administrative tasks and CRM updates. A strong sales operations function eliminates that friction by implementingย systems and processesย that allow reps to focus their energy onย customer conversations and closing deals.
7. What technology does sales operations need to be strategic?
Modern sales operations teams need platforms thatย automate time-consuming manual tasksย like GTM planning and territory design. Technology that providesย intelligence for confident executionย transforms sales ops from a reactive, administrative function into aย proactive, strategic partnerย that drives revenue growth.
8. How does sales operations impact revenue predictability?
Sales operations creates theย frameworks and processesย that make revenue outcomes more predictable. By building consistentย territory plans, establishing clearย performance metrics, and ensuringย data integrity, sales ops enables leadership to forecast accurately and make confident strategic decisions.
9. What makes a great sales operations hire?
A great sales operations hire understands how to balanceย strategic thinking with execution. They can buildย scalable systemsย that drive efficiency while also developing theย business intelligence and analytics capabilitiesย that inform revenue strategy and enable data-driven decision-making.
10. How is sales operations different from sales enablement?
Sales operations focuses on theย operational backboneย of the sales team, while sales enablement focuses onย seller effectiveness. Sales operations manages the infrastructure, processes, and systems that make the organization run efficiently, including tasks likeย territory planning, forecasting, and CRM management. In contrast, enablement typically centers on training, content, and skill development to improve how reps sell.
