Sales Operations Manager
Arlington, VA
Go To Market – Sales Operations /
On-site
Company Description
Govini transforms Defense Acquisition from an outdated manual process to a software-driven strategic advantage for the United States. Our flagship product, Ark, supports Supply Chain, Science and Technology, Production, Sustainment, and Modernization teams with AI-enabled Applications and best-in-class data to more rapidly imagine, develop, and field the capabilities we need. Today, the national security community and every branch of the military rely on Govini to enable faster and more informed Acquisition decisions.
Job Description
We are seeking an exceptional, analytic, and process-oriented leader to drive growth using data-driven insights as a Sales Operations Manager. This role will play a key role in supporting our high-velocity SaaS sales engine. In this hands-on role, you will own sales metrics, reports, and operational dashboards, and ensure sales and other internal intelligence is synthesized across the organization. As the central point of sales coordination for the business, you will define the optimal performance measurements required to ensure sales success and develop new reporting tools as needed for efficiency. Day-to-day, you will partner with our Go-To-Market leaders to help them progress their pipelines and deliver accurate forecasts. You will report directly to the Chief Strategy Officer, contributing to C-suite reporting.
In order to do this job well, you have extensive sales operations and sales administrative experience in the public sector market, preferably in support of selling directly to the US Federal government with a focus on the Department of Defense. You must desire to work in a dynamic, fast-paced environment characterized by rapid change, minimal lead times, and multiple competing priorities. You must have proven experience operationalizing scalable and repeatable pipeline management processes.
This role is a full-time position located out of our office in Arlington, VA
This role may require up to 10% travel.
Scope of Responsibilities
- Own end-to-end sales operations, including process implementation, CRM management, sales forecasting, quota tracking, and performance analytics
- Coordinate and own sales forecasting processes used across the organization
- Track sales cycle and processes from initial contact to contract and retention, deal-by-deal, and implement and produce comprehensive pipeline and forecast reporting
- Ensure CRM data accuracy and maintain high levels of quality, accuracy, and process consistency in the sales organization’s efforts
- Develop and maintain dashboards that provide real-time visibility into key SaaS metrics: ARR, ACV, churn, pipeline coverage, conversion rates, sales cycle length, and customer acquisition cost (CAC)
- Monitor sales performance metrics and generate regular reporting and dashboards for leadership
- Drive continuous process improvement and automation across lead management, pipeline hygiene, forecasting accuracy, and sales enablement
- Lead onboarding, training, and continuous enablement of the sales team on processes, tools, and best practices
- Ensure the sales organization’s compliance with all required standards for maintaining accurate data in Salesforce
- Build support and consensus across the organization for transparency in sales reporting and forecasting
- Monitor the accuracy and efficient distribution of sales reports and other intelligence essential to the success of the sales organization
- Work with Finance, Accounting, and Human Resources to assist with sales incentive compensation administration on an as-needed basis
- Execute discretion when working with company confidential information
- Support ad hoc analysis
Qualifications
- U.S. Citizenship is required
- Bachelor's degree in a related field
- 5+ years of experience in Sales Operations, Revenue Operations, or a related field
- Deep understanding of SaaS GTM models, including land-and-expand, recurring revenue, and product-led growth (PLG) motions
- Salesforce Administrator certification and/or PMP certification
- Extensive use of Salesforce, including advanced reporting, dashboard development, and skills that include bucketed reports, joined reports, filter logic, etc
- Data-driven decision maker with strong analytical and quantitative skills
- Strong business acumen and understanding of SaaS KPIs (ARR, NRR, GRR, churn, CAC, LTV, etc.)Excellent communication, collaboration, and stakeholder management skills
- Demonstrated ability to translate data and metrics into useful business insights
- Excellent written and verbal communication skills, including the ability to develop consensus, resolve conflict, and drive cross-functional teams to achieve sales goals
- Self-starter with a high level of dependability and responsiveness, and dedication to a growth company, with strong critical thinking and creative problem-solving skills
- Experience in or exposure to the nuances of a startup or other entrepreneurial environment
- Experience in a fast-paced, rapidly scaling SaaS company
Required Skills:
Desired Skills:
We firmly believe that past performance is the best indicator of future performance. If you thrive while building solutions to complex problems, are a self-starter, and are passionate about making an impact in global security, we’re eager to hear from you.
Govini is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans status or any other characteristic protected by law.
