Sales Operations Manager

Job Description

Job Description

We are the world’s largest emblem manufacturer and embroidery services with 8 strategic locations throughout the US, Canada, Mexico, and Europe. We have been trusted year after year by customers for over 30 years to provide high-quality products and embroidery services that help customers create a great look, have memorable experiences, and promote their brand. We offer a wide variety of emblem options, ranging from traditional embroidered to FlexStyle patches and everything in between. Our culture is represented by our Core Values: Stay positive, Get the Job Done, Customer Centricity and 100% Committed to the team. 

JOB SUMMARY

The Revenue Operations Manager owns the systems, operating model, and governance that determine how revenue is generated, measured, and forecasted. This role ensures the revenue organization operates within a trusted, scalable operating system—where data is clean, forecasts are credible, and performance is visible. This is not a sales support role. This role is the builder and steward of revenue and support integrity across the customer journey. The Revenue Operations Manager serves as the operational backbone of the revenue and support organization, ensuring CRM usage, pipeline management, forecasting, and performance reporting. This role also acts as a critical connective layer between the CRO and CFO, aligning revenue execution with financial planning, forecasting, and reporting.

Core Responsibilities

1. CRM Governance, Adoption & Pipeline Discipline

• Establish and govern CRM standards, deal stages, and lifecycle definitions

• Drive consistent CRM usage through clear expectations, training, and enablement

• Ensure required fields, next steps, close dates, and deal hygiene are consistently maintained

• Reduce stale, inflated, or misleading pipeline through disciplined operating practices

• Serve as the system owner for sales execution within the CRM

2. Forecasting, Revenue Reporting & Financial Alignment

• Support accurate forecasting through disciplined pipeline management and data integrity

• Maintain and govern pipeline, forecast, and performance dashboards

• Ensure consistent definitions, calculations, and reporting across Revenue and Finance

• Act as a trusted partner to Sales Leadership and Finance to align forecasts and performance reporting

• Surface forward-looking insights and trends to anticipate risks and opportunities

3. Quotas, Territories & Compensation Mechanics

• Configure and maintain territory models and account assignments

• Manage quota setup, adjustments, and in-year changes

• Administer compensation plan mechanics and reporting (execution, not plan design)

• Ensure alignment between quotas, coverage models, and revenue targets

4. Sales Performance Visibility & Enablement

• Track and report rep activity relative to outcomes, not just effort

• Monitor conversion rates by stage, sales cycle length, and deal velocity

• Analyze deal aging and identify execution bottlenecks

• Partner with Leadership to translate insights into coaching, training, and performance improvement initiatives

What Success Looks Like

• CRM is trusted as the single system of record

• Forecasts reflect reality, not optimism

• CRO and CFO are aligned on pipeline health and revenue outlook

• Sales leadership has clear visibility into performance drivers

• Reps understand expectations and operate within a consistent operating model

• Revenue conversations are driven by data, not anecdotes

Qualifications

• Minimum of 5 years of experience in Revenue Operations

• Hands-on experience with CRM platforms (HubSpot, including Sales Hub, Marketing Hub and Service Hub)

• Experience supporting complex B2B organizations with physical products

• Familiarity with territory models, quotas, and compensation mechanics

• Proven ability to establish standards and drive adoption

Key Competencies

• Strong operational judgment and attention to detail

• Comfort influencing senior sales leaders without formal authority

• Analytical mindset with the ability to translate data into action

• Clear communicator with credibility across Sales, Finance, and Leadership

• Process-oriented, structured, and disciplined

World Emblem is an Equal Opportunity Employer (EOE). Qualified applicants are considered for employment without regard to age, race, color, religion, sex, national origin, sexual orientation, disability, or veteran status.
World Emblem is proud to be a drug free workplace. All applicants will undergo a criminal background check, pre-placement drug screen, and are in compliance with E-Verify