Sales Operations Manager

We're looking for a Sales Operations Manager to join our GTM Ops team. Qodo is a Series B B2B tech company, focused on helping customers ensure quality throughout their agentic SDLC. Qodo is scaling fast, with inbound and outbound motions running in parallel, a growing high-velocity segment, and a self-serve path alongside enterprise sales. This is a hands-on, builder-mindset role on a lean team.

You'll work with the GTM Ops team to keep HubSpot, reporting, and the sales tooling stack running smoothly, and to build the processes that let reps sell instead of doing admin work. You'll partner with sales leadership on forecasting, territory design, and regular analysis, and with marketing ops on lead routing, attribution, and funnel health.

Responsibilities

• Help administer and maintain HubSpot alongside the GTM Ops team, including data hygiene, lead routing and workflow automation.
• Leading and delivering the weekly/monthly forecasting cadence with sales leadership, flagging risk, gaps, and trends early
• Help manage territory, target account lists, and account assignment as the team scales, including capacity planning for new hires
• Support scoring logic across inbound (marketing-sourced), outbound (SDR/AE-sourced), and product-led signals (free trial activity, PQLs), and across enterprise and high-velocity segments
• Support sales comp plan administration, quota setting, pipeline generation targets for AEs, and commission calculations in partnership with finance
• Spot process bottlenecks in the deal cycle (quoting, contract turnaround, deal desk approvals, pricing changes) and work with the team to fix them
• Maintain stage definitions and exit criteria, auto-close logic, and rules of engagement so pipeline data stays consistent and trusted across sales and marketing
• Build and maintain dashboards and reporting: pipeline by source (SDR outbound, AE outbound, events, demo requests, PQL, ABM, campaigns), pacing and linearity against target, conversion by stage, rep productivity, and forecast accuracy
• Build risk-adjusted pipeline views that benchmark against trailing win rates, and show gaps against target
• Track proof-of-value (POV) outcomes, including POV win rate, competitive win rate, and net new vs. expansion ARR
• Analyze usage and consumption data to support expansion forecasting, account health, and pricing decisions as we move to consumption-based pricing
• Partner with marketing ops on attribution and campaign-to-pipeline reporting
• Support the sales tech stack: help evaluate, implement, and integrate tools (sequencing, dialers, intent data, conversation intelligence, contract/CPQ tools), and build AI-assisted workflows and automations that cut manual work
• Help train and enable new reps on tools, process, and pricing as part of onboarding
• Field ad hoc data requests from sales leadership, finance, and the executive team as part of the team's rotation

Requirements

• 4 - 7 years in Sales Operations, Revenue Operations, or a closely related role at a B2B SaaS company, ideally at Series A-C scale
• Deep hands-on experience administering HubSpot, not just using it, building workflows, custom objects, and automation
• Experience supporting inbound, outbound, and high-velocity or self-serve motions, and an understanding of how each needs different routing, scoring, and reporting logic
• Strong SQL or spreadsheet modeling skills, including comfort with product usage or billing data; you pull and interpret your own data rather than waiting on a data team
• Proven track record building pipeline pacing, win-rate benchmarking, and risk-adjusted forecast models that sales leadership uses to make decisions
• Fluency in a modern sales tech stack (e.g., Outreach/Salesloft, Gong/Chorus, Clari, ZoomInfo/Clay, Zapier or similar automation tools)
• Comfort using LLMs and automation tools to build analyses, reports, and workflows faster
• A track record of building or significantly improving forecasting, territory, or reporting processes from scratch
• Ability to thrive in a fast-moving environment where priorities shift and process is still being defined
• Clear communicator who can translate messy data into a decision sales leadership can act on
• Bias toward action: you'd rather ship an 80%-right process this week than a perfect one next quarter

Nice to have

• Experience with usage-based or consumption pricing, including billing and revenue reporting
• Background tracking POV or POC processes in a technical, enterprise sales cycle
• Prior work with developer and engineering buyers, in a sales or partnering capacity
• Hands-on knowledge of CPQ or deal desk workflows
• Familiarity with marketing attribution models and lead scoring frameworks
• Prior experience at a company going through a Series B to Series C scaling stage

About the team

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