Sales Operations Manager

Job Summary

The Sales Operations Manager supports the sales organization by managing sales processes, systems, reporting, forecasting, and governance. The role focuses on optimizing sales operations , improving data quality, enabling decision-making, and ensuring alignment between Sales, Marketing, Finance, and Legal—without owning revenue targets or closing deals.

Key Responsibilities

Sales Operations & Governance

• Design, document, and continuously improve sales processes (Lead → Booking → Contract → Handover).
• Enforce sales policies, pricing approvals, discount thresholds, and authority matrices.
• Ensure sales compliance with internal controls and approved workflows.
• Standardize sales documentation, SOPs, and operational guidelines.

Sales Analytics & Reporting

• Develop and maintain sales dashboards and reports (pipeline status, conversion ratios, absorption rates).
• Track daily, weekly, and monthly sales activity vs. approved targets.
• Provide insights and analysis to support sales leadership decisions (no quota ownership).
• Support sales forecasting and demand planning.

CRM & Sales Systems

• Own the CRM and sales systems (configuration, data integrity, reporting).
• Ensure accurate pipeline data and disciplined system usage by sales teams and brokers.
• Lead CRM automation, reporting enhancements, and user training.
• Coordinate with IT and vendors on system improvements and integrations.

Commission & Incentive Administration

• Administer sales commission and incentive schemes in coordination with HR and Finance.
• Validate deals for commission eligibility and accuracy.
• Prepare commission reports and resolve calculation discrepancies.
• Ensure timely and transparent commission processing.

Sales Enablement & Support

• Support onboarding of sales teams on tools, systems, and processes.
• Prepare sales playbooks, operational manuals, and reporting templates.
• Act as a trusted operational partner to Sales Directors and Managers.

Cross-Functional Coordination

• Coordinate with Marketing on lead quality, campaign tracking, and attribution.
• Work with Finance on collections status, payment plans, and revenue reporting.
• Liaise with Legal on contract templates, approvals, and pricing compliance.

Key Performance Indicators (KPIs)

• Accuracy of sales data and pipeline reporting
• Forecast accuracy (variance vs. actuals)
• CRM adoption and data quality score
• Commission accuracy and processing time
• Sales cycle time efficiency
• Process compliance rate

Qualifications & Experience

• Bachelor’s degree in Business, Finance, Real Estate, or related field.
• 6–10 years of experience in Sales Operations, Commercial Operations, or Revenue Operations .
• Mandatory experience in real estate (developer or brokerage) .
• Strong experience with CRM platforms and sales analytics tools.

Skills & Competencies

• Strong analytical and reporting skills
• Advanced Excel and BI tools (Power BI / Tableau preferred)
• Process design and governance mindset
• High attention to detail and data accuracy
• Strong coordination and stakeholder management skills
• Ability to influence without authority