The Sales Operations Manager is a critical infrastructure role that sits at the intersection of data, process, and execution. Reporting directly to the Executive Vice President, Marketing & Growth, this position is the connective tissue between strategic pipeline goals and the systems, data, and outbound workflows that make those goals achievable.
This role owns the operational integrity and early-stage activation of our account-based revenue engine — ensuring Salesforce is accurate, actionable, and a trusted source of truth — while simultaneously driving outbound prospecting cadences, maintaining contact and target data, and producing the pipeline visibility the team needs to lead with confidence.
This is an ops-first role with selective, highly governed outbound execution. Outreach is event- and signal-based, executed through pre-approved messaging and workflows and designed to support real-time responsiveness in pre-commercial accounts rather than volume prospecting or quota-based selling.
The ideal candidate thinks like a data steward, works like an operator, and communicates like a strategist. They are as comfortable building a Salesforce validation rule as they are launching an outbound cadence or presenting pipeline health in a weekly revenue review.
Core Duties/Responsibilities
Revenue Data Governance & Pipeline Integrity
- Own the accuracy, completeness, and hygiene of Accounts, Contacts, Opportunities, and Targets in Salesforce, ensuring CRM integrity across the ABS motion.
- Establish and enforce data standards, validation rules, lifecycle definitions, and routing logic aligned to ICP and account tiering.
- Conduct ongoing audits to resolve stale pipeline, duplicate records, missing persona coverage, and close-date drift.
- Build and maintain real-time dashboards and reporting that provide clear visibility into pipeline health, stage conversion, deal velocity, and coverage ratios.
- Research and enrich account and contact data using third-party tools to maintain actionable, decision-ready records.
Lead Routing, Outbound & Account Activation
- Own lead and account routing workflows, ensuring accurate and timely assignment aligned to account-based strategy.
- Build and optimize pre-approved outbound cadences in Salesloft and/or ActiveCampaign, executing signal-driven outreach in response to account activity and engagement triggers.
- Monitor outbound performance and activation metrics, surfacing insights and recommending optimizations.
- Maintain compliance with opt-out regulations and ensure accurate CRM activity logging.
- Escalate activated accounts to sales leadership based on inbound intent signals, defined thresholds, and handoff criteria.
Sales Support, Materials Operations & Revenue Visibility
- Manage the centralized sales content library, including operational support for PowerPoint-based capabilities decks and sales materials; maintain organization, version control, lifecycle-stage alignment, and controlled updates (content strategy and messaging remain owned by Marketing).
- Map materials to pipeline stages and ensure integration within CRM and engagement tools.
- Own weekly and monthly pipeline reporting for the EVP, identifying revenue risks, conversion bottlenecks, and segment performance trends.
- Document SOPs across pipeline governance, routing, cadence execution, and reporting to support team scalability.
- Serve as the day-to-day power user of the revenue tech stack, identifying process improvements that increase data reliability and commercial efficiency.
Success Metrics
- CRM hygiene and data completeness
- Routing accuracy: lead/account routing accuracy and time-to-assignment.
- Forecast reliability: reduction in close-date slippage and stale pipeline.
- Outbound execution: sequence QA accuracy, activity coverage across named accounts.
- Leadership confidence in pipeline and forecast reporting
Qualifications
- 3+ years of experience in revenue operations, sales operations, or a blended sales enablement/ops role in a B2B environment
- Demonstrated Salesforce proficiency — including building reports, managing objects, creating validation rules, and maintaining data hygiene at scale
- Hands-on experience with Salesloft, Outreach, ActiveCampaign, or a comparable sales engagement platform (cadence build and optimization, not just usage)
- Strong command of data: comfortable manipulating lists in Excel or Google Sheets, enriching records, and identifying data quality issues
- Highly creative proficiency using PowerPoint for client presentations, QBRs and executive level updates
- Experience supporting an account-based selling (ABS) or ABM motion — understanding of ICP, tiered account lists, and account coverage strategy
- Excellent written communication; able to translate pipeline data into clear narratives for executive audiences
- Highly organized and process-oriented — able to manage recurring operational rhythms alongside ad hoc requests without dropping either
Education, Certifications and Experience
- Bachelor’s degree in Business, Marketing, Healthcare Administration, or a related field preferred
- Salesforce Admin certification or equivalent practical experience preferred
- Experience in b2b biotech, life sciences, or complex technical sales preferred
Physical Requirements
- As a remote-forward organization, this position operates in a virtual professional office environment and teleworking from the employee’s home address listed in their employment file.
- Prolonged periods of sitting at a desk and working on a computer
- Keyboarding
- Speaking
- Must be able to lift up to 15 pounds at times
- Flexibility of working hours to support activities across EST to PST zones
Our PRO-spectus Culture Philosophy
At PRO-spectus we have created a culture that is supportive, dedicated, and teamwork driven. We celebrate each other’s joys in personal life and professional accomplishments, promoting meaningful relationships and friendships.
Our employees bring strength of mind and spirit to make the extraordinary happen every day. With humility and compassion at our core, PRO-spectus is proud of our relentless focus towards the higher purpose of improving the lives of patients we support.
We recognize it takes a lot of people working together with a common goal to make spectacular happen, and we never forget that at the heart of our company are the people who make it work.
PRO-spectus is an Equal Opportunity / Affirmative Action employer. All qualified individuals will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, age, disability, protected veteran status, marital status or other protected status under federal, state or local laws.
At PRO-spectus, we are deeply committed to pay transparency and equity. The annual range for this position is $105,000 - $115,000, based on experience and qualifications, with the final offer reflecting skills and other job-related factors. Beyond competitive pay, we offer a comprehensive and generous benefits package designed to support your well-being and work-life balance.
Our benefits include robust medical, dental, and vision plans; life insurance and disability coverage; and tax-advantaged savings accounts. We also provide an Employee Assistance Program, home office benefits, and unique perks like an Employee Ownership Program. With paid time off, holidays, bereavement leave, and a 401(k)-retirement plan with employer matching, PRO-spectus prioritizes your financial and personal security. Plus, you may be eligible for a performance-based bonus opportunity.
Join PRO-spectus, where your career growth, well-being, and contributions truly matter!