Manager / Senior Manager – Sales Operations

About the job

Job Title: Manager / Senior Manager – Sales Operations Location: Chennai Role Overview The Sales Operations Manager will partner closely with Sales Leadership, S&OP, Finance, and GTM teams to drive predictable revenue outcomes through strong pipeline rigor, data-driven insights, and disciplined operating cadence. This role owns end-to-end sales operations execution—from pipeline health and CRM governance to quota planning, territory design, and deal analytics—ensuring high forecast accuracy and scalable growth. Key Responsibilities Pipeline & Forecast Management Own pipeline management across coverage, velocity, ageing, and probability. Drive weekly pipeline health reviews with sales leaders, highlighting risks, gaps, and corrective actions. Build and maintain a rolling 4–6 quarter demand forecast, aligned with S&OP and Finance. Improve forecast accuracy through consistent definitions, deal hygiene, and probabilistic modeling. CRM Governance Establish and enforce CRM governance standards (data quality, stage definitions, deal hygiene). Ensure CRM is the single source of truth for pipeline, forecasting, and sales performance. Partner with IT / RevOps to enhance CRM workflows, automation, and reporting. Sales Process Optimization Continuously assess and optimize end-to-end sales processes to improve conversion, velocity, and win rates. Identify friction points across lead-to-close and recommend structural or process improvements. Drive adoption of standardized sales motions and best practices. Territory & Quota Planning Design and maintain equitable, data-driven territory models aligned to market potential. Lead annual and in-year quota planning, ensuring alignment with growth targets and capacity models. Partner with Finance and Sales Leadership on headcount planning and productivity assumptions. Win/Loss & Deal Analytics Conduct structured win/loss analysis to identify patterns, root causes, and actionable insights. Own deal analytics for large, strategic, or at-risk deals—pricing, discounting, cycle time, and margin impact. Provide fact-based recommendations to improve deal quality and conversion. Insights, Dashboards & Cadence Build and publish Market Dashboards and Studio Dashboards for leadership visibility. Deliver clear, insight-led reporting on sales conversion metrics and key performance drivers. Enable a strong weekly, monthly, and quarterly operating cadence with sales and S&OP leadership. Key Skills & Experience 12+ years of experience in Sales Operations, Revenue Operations, or GTM Analytics. Strong understanding of B2B sales motions, pipeline dynamics, and forecasting methodologies. Hands-on expertise with CRM platforms (Salesforce preferred) and BI tools. Proven ability to translate data into insights and influence senior sales leaders. Strong analytical, structured thinking, and stakeholder management skills.

Requirements

• Sales Operations
• Revenue Operations
• GTM Analytics
• Project management
• CRM platforms

Qualifications

• 12+ years of experience
• Understanding of B2B sales motions
• Expertise with CRM platforms

Preferred Technologies

• Sales Operations
• Revenue Operations
• GTM Analytics
• Project management
• CRM platforms

About the company

Mastech Digital provides innovative digital solutions and services to businesses. The focus is on delivering data-driven insights and operational excellence that drive customer growth and improve performance metrics.