Senior Revenue Operations Manager, SugarCRM

• 7+ years of experience in Revenue Operations, Sales Operations, or related roles, and 2+ years in a strategic leadership role
• Proven experience managing and developing high-performing operations or analytics teams
• Demonstrated success in territory design, sales process improvement, and operational strategy
• Proficient in CRM platforms and business intelligence tools
• Strong analytical skills with proficiency in Excel, SQL, or other data tools
• Exceptional cross-functional communication and stakeholder management skills
• High attention to detail and proven ability to juggle multiple priorities in a fast-paced environment

Desirable

• As a Sr. Manager, Revenue Operations at SugarCRM, you will manage a small but high-impact Revenue Operations team, providing mentorship, setting priorities, and driving alignment across cross-functional initiatives
• Acting as a strategic partner to both the sales and leadership teams, you will be responsible for optimizing sales processes, uncovering insights through data analysis, and improving the operational backbone that supports our go-to-market efforts
• This role is key to enabling data-driven decision-making, accelerating revenue growth, and ensuring seamless execution of our sales strategy
• Team Leadership
• Lead, coach, and develop a small team of Revenue Operations professionals
• Set clear goals, prioritize workstreams, and ensure alignment with sales and go-to-market strategy
• Sales Process Optimization
• Analyze and streamline end-to-end sales processes to enhance efficiency, scalability, and rep productivity
• Identify gaps and implement improvements across the lead-to-close cycle
• Territory Design & Management
• Lead annual and ad hoc territory design and segmentation strategies to ensure equitable and strategic coverage across geographies, segments, and verticals
• Partner with Sales and Strategy teams to evaluate account potential, rep capacity, and whitespace opportunities
• Maintain territory alignment documentation and ensure accurate system mapping in CRM and related tools
• Operational Support
• Proactively identify and resolve operational pain points for the sales team, enabling higher performance through process enhancement and automation
• Revenue Enablement
• Uncover revenue growth opportunities through analysis of pipeline, win/loss trends, and rep productivity
• Implement data-driven initiatives that improve conversion rates and drive profitability
• Sales Forecasting & Reporting
• Support the forecasting process by validating inputs, monitoring pipeline hygiene, and producing accurate, timely dashboards and reporting
• Provide insights and scenario modeling to inform strategic decisions by Sales Leadership
• Policy & Governance
• Ensure consistent adherence to pricing, discounting, and deal desk policies
• Implement controls that balance governance with flexibility for complex deals
• Cross-Functional Collaboration
• Serve as a strategic liaison between Sales, Finance, Marketing, Product, and Customer Success to ensure alignment on goals, metrics, and execution plans
• Data & Systems Management
• Maintain clean, accurate, and structured data across CRM and BI tools
• Manage quota assignments, certification tracking, account holdovers, and leaderboard reporting
• Troubleshoot CRM issues, support user management, and enforce data and usage standards
• Tool & Platform Optimization
• Evaluate and enhance the effectiveness of sales tools and systems (CRM, BI, enablement platforms)
• Recommend and implement enhancements that align with business needs