Sales Operations Manager, Instructure
$132.6-168.4k
Dynamic learning management platform
Be an early applicant
Dynamic learning management platform
1001+ employees
Be an early applicant
$132.6-168.4k
1001+ employees
Company mission
To help learners thrive in tomorrow's landscape by delivering a future-ready ecosystem.
Role
Who you are
- 5+ Years of Experience: Demonstrated success in Revenue Operations, Sales Operations, or GTM Strategy, with specific expertise supporting outbound and inbound sales development functions
- Core RevOps Competencies: Deep hands-on experience in territory carving, capacity modeling, quota setting, and process governance
- System Design & Administration: Advanced proficiency in Salesforce (SFDC) reporting, workflow mechanics, and lead-routing tools. Strong experience collaborating on system architecture changes is required
- Technical Savvy: Experience working with modern business intelligence platforms (e.g., Tableau, Sigma, PowerBI) and data-driven enablement tools
- Analytical Problem Solver: Proven capability to translate messy, disparate pipeline data into structured, actionable insights for senior executive presentation
- Change Management Champion: Excellent communication skills with a track record of driving cross-functional alignment, managing system rollouts, and training sales teams on process governance
Desirable
- Prior experience operating in an enterprise SaaS or high-growth B2B technology environment
- Direct experience managing integrations, database merges, or system consolidation projects
- Familiarity with lead-routing software, conversational marketing tools, and account-based intelligence platforms
What the job involves
- This role sits at the critical intersection of top-of-funnel strategy and operational execution, serving as the primary operational partner for our global Sales Development organization
- As the Senior Manager of Sales Development Operations, you will lead the strategic design, process governance, and technical enablement required to maximize pipeline generation and sales efficiency
- You will act as the key liaison between Sales Development leadership and the broader Revenue Operations, Marketing Operations, and Business Intelligence teams
- This is a highly visible, strategic role designed for a hands-on leader who can architect sophisticated capacity and territory models, establish rigorous data governance standards, and optimize our modern sales technology stack to support predictable, scalable growth
- GTM Strategy & Financial Governance
- Capacity & Quota Planning: Design and execute headcount capacity models, annual target allocations, and quota-setting frameworks for the global pipeline generation team
- Incentive Compensation Management: Partner with Finance and Compensation teams to design, model, and execute monthly and quarterly commission plans and incentive structures that align representative behaviors with corporate pipeline goals
- Fiscal Modeling: Provide predictive forecasting and analysis on pipeline generation targets, analyzing performance against historical benchmarks
- Process Optimization & System Governance
- Lead Lifecycle Tracking: Partner with Enterprise Systems and Data Operations to establish robust system tracking for the entire customer lifecycle, ensuring accurate date/time capture for every stage transition from lead creation to won deal
- Routing & Segmentation Logic: Own and optimize the automated routing frameworks and account segmentation models within Salesforce to ensure rapid, accurate inbound lead distribution
- Data Hygiene & Standardization: Audit and consolidate CRM workflows, standardizing lead dispositioning, stage progressions, and call outcomes to reduce database complexity and improve reporting accuracy
- System Integration Management: Lead strategic system consolidation projects, including platform merges, routing logic synchronization, and testing/UAT cycles
- Cross-Functional Collaboration
- Marketing & Sales Alignment: Serve as the strategic bridge between Sales Development, Marketing Operations, and Field Marketing to establish automated feedback loops regarding lead quality, campaign performance, and service-level agreements (SLAs)
- Technical Liaison: Collaborate closely with Salesforce Administrators, Data Engineering, and BI teams to prioritize system requirements, build pipeline dashboards, and translate business requirements into technical solutions
- Sales Tech Stack & Tool Optimization
- Portfolio Management: Oversee the administration, user provisioning, and performance tracking of core sales enablement tools, including Sales Engagement Platforms, Account-Based Marketing (ABM) engines, and B2B data enrichment providers
- Capacity & Contract Compliance: Manage software license allocation and vendor relationships, optimizing usage to support headcount growth and operational budget guidelines
Our take
Instructure is an education technology company, creator of the Canvas Learning Management Platform that allows schools to build digital learning environments that meet the needs of their institutions. The platform simplifies teaching, elevates learning, and eliminates the headaches of supporting and growing traditional learning technologies.
The Canvas platform has grown to become a key part of a large number of educational institutions, from pre-school to higher education. Meanwhile, the company has gone international and hit the $1 billion market cap, made a number of acquisitions and invested in R&D. In fact, much of Instructure's workforce is dedicated to R&D, which shows their focus on innovating.
Instructure was itself acquired in 2024 by KKR, which supports a broad-based equity ownership program for Instructure employees. With KKR's record of acquired companies, this is a promising development. And, as the company centres a future-oriented vision and brand strategy, it will be interesting to see what it does next.
Freddie
Company Specialist at Welcome to the Jungle
Insights
3% employee growth in 12 months
Company
Funding (2 rounds)
Jun 2016
$4m
SERIES A
Aug 2015
$1.5m
CONVERTIBLE
Total funding: $5.5m
Company benefits
- Join a passionate community of educators and the people working to support them
- Access to a large course library, mentoring and coaching opportunities, and regular feedback
- Community engagement (partnerships, volunteering, free learning resources, and ongoing outreach efforts)
- Office culture that values outcomes and impact above all
- Equity and ownership programs give every employee a stake in our future
- Ownership, recognition, and celebrations of shared success
- Growth opportunities (we’re all about helping our people move into (and thrive in) new roles)
Company HQ
Cottonwood Heights, UT
Leadership
Steve Daly
(CEO)They have a BS in Mechanical Engineering and a MBA in Strategy and Finance with more than 20 years experience in hardware and software industries.
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