Sales Operations Manager

Position Overview

• Location Type: Remote
• Employment Type: Full-time
• Salary: Not specified

Airtable is the no-code app platform that empowers people closest to the work to accelerate their most critical business processes. More than 500,000 organizations, including 80% of the Fortune 100, rely on Airtable to transform how work gets done.

As a member of the Sales Operations Team, you’ll play a critical role in both the design and execution phase of Airtable’s go-to-market motion. In this role, you’ll be a key driver of operational excellence across our go-to-market (GTM) organization, supporting scalable revenue growth and empowering our Sales and Customer Success teams. You will partner cross-functionally with Sales Leadership, RevOps, Finance, Enablement, and Systems teams to evolve Airtable’s GTM systems, processes, and data infrastructure. This is a highly collaborative and visible role that blends analytics, systems thinking, and program execution to ensure our revenue teams have the insights, structure, and tools to succeed.

Requirements

• 7+ years of experience leading cross-functional projects within global SaaS sales organizations
• Deep knowledge of Salesforce Sales Cloud
• Proficiency with sales engagement platforms (ZoomInfo, Ringlead, Clearbit, Outreach, Gong, LeanData, etc.)

Responsibilities

• Own GTM Data Integrity & Enrichment: Lead our account enrichment strategy, defining data quality excellence standards. Maintain clean account hierarchies, ownership rules, and optimize enrichment from sources like ZoomInfo and Clearbit to ensure consistent CRM data integrity.
• Sales Planning & Coverage Design: Partner with Sales Strategy and Revenue Leadership to define and maintain scalable segmentation, territory models, and coverage strategies that reflect our evolving customer base and market opportunity.
• Territory Operations: Manage territory assignments with a focus on equitability, performance optimization, and responsiveness to GTM shifts, ensuring sales resources are allocated for maximum effectiveness.
• Sales Operations Analytics: Build dashboards and reporting frameworks that monitor pipeline health, rep performance, and deal velocity. Deliver actionable insights that accelerate revenue growth, improve forecast accuracy, and identify emerging sales trends.
• Process & Systems Enhancement: Lead major systems enhancements and new tool rollouts to support the lead-to-order process, from documenting business requirements through to UAT, adoption, and hypercare. Streamline existing workflows through automation and reinforce account hygiene best practices.
• Champion Change Management: Act as a key project manager for GTM transformation initiatives — ensuring alignment, adoption, and minimal disruption across systems and teams.
• Partnership Across Functions: Serve as a trusted partner to Sales, Customer Success, Finance, and Enablement teams to maintain operational alignment and business continuity.

Application Instructions

• Not specified in the provided job description.