Sales Operations Manager

Employment Type: Full-time Location Type: On-site (Arlington, VA) Travel: Up to 10%

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Govini transforms Defense Acquisition from an outdated manual process to a software-driven strategic advantage for the United States.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.

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.
• 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.
• Proven experience operationalizing scalable and repeatable pipeline management processes.
• Ability to work in a dynamic, fast-paced environment characterized by rapid change, minimal lead times, and multiple competing priorities.

Application Instructions

To be added by the hiring team.