Sales Operations Manager (Sales Operations Department)

Hi there!
We are Semrush, a global IT company developing our own product – a platform for digital marketers. New stars are born here, so don’t miss your chance. We are looking for a Sales Operations Manager to drive operational excellence, optimize sales processes, and enhance efficiency across our sales organization. This role is critical in ensuring the smooth execution of go-to-market (GTM) strategies, implementing technical solutions, and managing dependencies across our sales tech stack. The ideal candidate will collaborate cross-functionally with sales leadership, engineering, analytics, and other key stakeholders to drive revenue growth through process optimization, automation, and strategic execution.

Tasks in the role:Sales Process & Operations Management
• Oversee technical implementations and process improvements for large-scale sales projects, ensuring seamless execution of GTM strategies.
• Identify and drive optimization initiatives to enhance sales process efficiency, such as lead prioritization, sales action notifications, and pipeline management.
• Collaborate with cross-functional teams (sales, retention, engineering, analytics, sales training) to refine programmatic and technical strategies.
• Detect and resolve gaps in sales strategy and operations, proactively addressing revenue opportunities and inefficiencies.
• Maintain and enforce sales processes, rules of engagement, and operational best practices to support long-term GTM objectives.
• Conduct reporting and performance analysis to inform sales process improvements and project execution.
• Manage weekly sales pipeline reviews and performance tracking.
• Build and maintain Account Executive (AE) books of business and resolve sales process issues.
• Partner with sales leadership to identify performance concerns and implement data-driven solutions.

Sales Process: Internal & Cross-Functional Collaboration
• Establish clear escalation paths and intake processes for sales process requests and optimizations.
• Prioritize and manage inputs from revenue operations teams, including analytics, business partners, and compensation teams.
• Work with sales teams and cross-functional stakeholders to develop and iterate on Standard Operating Procedures (SOPs) and rules of engagement.

Tech Stack & Process Optimization
• Conduct proactive audits of the sales tech stack to assess ROI and ensure optimal usage.
• Own system integrations, configurations, and automation strategies to improve sales rep efficiency.
• Drive adoption metrics and measure campaign success through process and technology improvements.
• Effectively collaborate with stakeholders across technical, analytical, marketing, sales, and training teams, negotiating priorities across various seniority levels, including C-level executives

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