Senior Manager of Sales Operations, Clio
$165.6-248.4k
Legal practice management software
Open for applications
Legal practice management software
1001+ employees
Open for applications
$165.6-248.4k
1001+ employees
Company mission
To transform the legal experience for all.
Role
Who you are
- High-impact self-starter: you take initiative to move projects forward and can operate well with little guidance. You’re excited by the possibility of leading cross-functional workstreams and generating buy-in among senior leadership
- Raw smarts and Hustle: we are looking for people who can look at complex problems and solve them start to finish
- Strong analytical skills: you nerd out about data, can quickly structure analyses to answer key business questions to drive decision-making, and will also have perspectives on building the right data architecture
- Process and operational thinking: you can tackle a problem independently and quickly iterate to a solution, and then also document it in a way that's easy to understand for all audiences. Previous Salesforce experience is a plus
- Communication and stakeholder management: you'll need to be able to connect with sales reps and hardware engineers alike to figure out how we build the right processes and workflows to drive efficiency while also giving us the data to measure how we're doing. Strong written and verbal communication skills are a must
- Flexibility and hustle: you manage change and ambiguity well, and have no problems juggling multiple priorities while executing in a fast-paced environment. You’re comfortable pivoting quickly and often
- Bachelor's degree; MBA preferred
- 5+ years of people leadership experience, managing 4+ direct reports
- 10+ years in operations, sales, management consulting, finance, investment banking, or other analytical and strategic roles
- Comfortable in a matrix environment — influencing without direct authority across multiple functional teams
- Roll-up-your-sleeves mentality — this is a builder role, not a manager-only role
- Familiarity with core GTM tools including Salesforce, SalesLoft, Gong, CPQ platforms, Professional Services Automation (PSA) and Customer Success platforms
- Strong project management skills and the ability to mobilize cross-functional teams towards a common goal
- Strong communication skills, including written and verbal communication experience with senior leadership
- Deep interest in analyzing data and the ability to see beyond the numbers to drive sound decision-making
- Comfort using and developing reports, metrics, and dashboards with salesforce.com, Tableau, PowerBI or other relevant sales metric tools and programs
- Ability to travel to or within Canada a few days per quarter
What the job involves
- Revenue Operations has one job—to drive growth by accelerating our revenue-generating teams. We directly support Sales, Marketing, Channel and Product by providing insights, reducing friction, and enabling teams to be innovative and self-sufficient
- You will be joining Clio’s Revenue Operations team as a high-impact leader during a pivotal phase of the company’s explosive growth
- As Senior Manager, Sales Operations, you will play a critical role in optimizing existing revenue processes to support sustainable growth
- This role is responsible for overseeing and optimizing revenue operations across new business, expansion, and renewal motions, ensuring operational excellence, forecasting accuracy, and strong alignment with Clio’s go-to-market strategy
- You will partner closely with Sales, Marketing, Customer Success, Finance, and Product, and report directly to the Sr. Director, Revenue Operations
- Building, leading, and mentoring a high-performing Revenue Operations team specifically focused on supporting high velocity sales in the SMB segment
- Partnering with Senior Sales Leadership on OKR's to develop and operationalize revenue strategies aligned with Clio's growth objectives
- Building tools, frameworks, and processes that support new market entry, expansion motions, and renewals at scale with an AI-Forward approach
- Driving cross-functional alignment and consistency in operational practices between global and regional teams
- Identifying, designing, and implementing improvements to revenue workflows and processes to increase efficiency, scalability, and visibility across regions
- Owning and optimizing the systems Sales Teams interact with such as Salesforce, Gong, Chili Piper, LeanData, Letter AI, Openprise, Salesloft, Scratchpad
- Ensuring processes scale effectively to support expansion, regional nuances, and future product growth
- Ensuring the revenue technology stack adequately supports the unique requirements of various go-to-market channels
- Developing accurate, global sales territories using historical data, pipeline analysis, and market trends
- Partnering with sales leadership and compensation teams to establish realistic targets, quotas, and capacity plans across regions and segments
- Driving rigor and consistency in forecasting and pipeline management
- Owning and enforcing Rules of Engagement (ROE) policy governing account ownership, lead routing, and cross-team crediting across Sales, Marketing, and Partner motions
- Adjudicating ROE disputes and maintaining documented precedent so rulings stay consistent as edge cases recur
- Updating ROE policy as new segments, channels, or partner motions are introduced, and driving Sales Leadership sign-off on changes
- Owning the design and delivery of Sales Leadership's recurring reporting cadence (weekly forecast, monthly business review, QBR), translating raw CRM data into leadership-ready insight
- Building and maintaining live dashboards (Salesforce Analytics) giving Sales Leadership real-time visibility into pipeline, forecast accuracy, and rep/segment performance
- Defining and governing the KPI framework used to evaluate segment and regional performance, ensuring one source of truth across Sales Leadership reviews
- Preparing and presenting recurring reports, dashboards, and insights on sales performance, key metrics, and strategic initiatives
- Delivering clear, actionable insights to Sales Leadership and cross-functional stakeholders to inform decision-making
- Analyzing sales metrics to identify trends, opportunities, and areas for improvement across the funnel that inform strategy, improve execution, and elevate global sales performance
Our take
Modern law firms increasingly manage their work digitally but the lack of a specialized remote solution means that workflows have become fragmented. This leads to legal practice managers having to juggle multiple software solutions across various devices.
Clio provides a legal practice management platform designed for law firms, allowing users to manage billing for legal aid cases, access and manage documents and store files across multiple devices. Whilst other startups are operating in this niche, Clio has uniquely focussed on synchronisation across remote devices and on a wide range of integrations, allowing the user to access information from other industry standard software such as Xero and Klyant from within a single interface.
Clio has raised significant funding and benefited from the COVID-era shift toward cloud technologies. More recently, the company has experienced rapid growth following the integration of AI into its platform in 2023. Alongside this, it surpassed $200M in annual recurring revenue (ARR) in mid-2024 and has since grown to an impressive $500M ARR. The company was valued at $5B following a $500M funding round in 2025, with the investment supporting further AI development and platform expansion.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Company benefits
- Specialized learning and development programs and access to an in-house performance coach
- Equitable compensation for your contributions, regardless of gender, race, or any other identifying factor
- Access to pay transparency on all of our global roles
- Company equity for applicable employees
- RRSP-matching in Canada, 401k in the US, and pension plans in Ireland
- Hybrid model – striking the right balance between the benefits of in person connectivity that in office brings, and the flexibility of remote
- Flexible paid time off (4-week minimum with opportunities for personalization based on individual needs and achievements)
- Parental leave options for birthing and non-birthing parents
- A $500 contribution to your child’s RESP
- Various health, dental, and vision benefits for you and your family, including an Employee and Family Assistance Program
- Virtual and In-person Wellness Programs to support mental and physical health
- Paid time for volunteering through our Clio Gives program
- $2000 annual counseling benefit for CAD Clions
Company HQ
Burnaby, BC
Leadership
Jack Newton
(Founder & CEO)Alongside serving as Clio's CEO since founding the company in 2008, Jack is an Advisor at Athennian, dealcloser, and Logikcull. Previously, they were a Board Member at ROSS Intelligence and a Director of Product Development at Chenomx.
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