Sales Operations Lead

Position Overview

The Sales Operations Lead is a highly visible leadership role that bridges sales operations, systems enablement, and data strategies to support the company’s growth. This role provides day-to-day oversight of the Sales Operations support team, ensuring that CRM/ERP data, transactions, and related processes are handled accurately and efficiently. The Sales Operations Lead serves as a working supervisor - providing training, coaching, and guidance while escalating hiring, disciplinary, or termination matters to the Director of Sales Operations as appropriate.

This role requires a detail-oriented professional with strong organizational skills, CRM/ERP expertise, and the ability to drive process improvements across sales operations. The ideal candidate will be data-driven, collaborative, and proactive in identifying ways to streamline workflows, reduce errors, and enhance team efficiency.

Key Responsibilities

Systems & Data Oversight

• Review data and transactions across CRM and ERP (including accounts, opportunities, quotes, and orders) to ensure accuracy, completeness, and compliance with established processes.

• Manage and execute approval processes:

o Sales orders — verify accuracy, completeness, and compliance before approval.

o Opportunities and quotes — review and approve based on pricing, discounting, and requested changes, ensuring alignment with company policies.

• Guide team members on workflows, approvals, and best practices to maintain consistent data integrity.

• Support alignment of CRM and ERP systems to reduce errors and streamline processes.

Data & Reporting

• Maintain and report on key performance indicators (KPIs) to measure sales operations effectiveness.

• Generate monthly team and customer-specific reports.

• Provide insights and recommendations to support operational decision-making.

Pricing & Contract Support

• Manage updates to price books in CRM and ERP.

• Track historical and current pricing and communicate changes to internal teams.

• Provide support for contract negotiations and margin protection processes.

Reporting Structure

• Provide daily guidance and task direction to Sales Operations Coordinators and Inside Sales team members. All formal employment, disciplinary, and reporting matters remain with the Director of Sales Operations.

Team Oversight & Development

• Supervise the daily activities of the sales operations support team.

• Provide training, coaching, and cross-training to ensure consistency and skill growth.

• Assign tasks and monitor performance; escalate disciplinary or hiring/firing matters as appropriate.

• Act as the first point of contact for questions, issues, and escalations within the team.

Change Management & Adoption

• Drive user adoption and compliance for CRM/ERP processes and improvements, ensuring consistency and accountability across the team.

Process Improvement & Continuous Improvement

• Identify and recommend opportunities for operational improvements, automation, and efficiency gains across sales operations.

• Act as a liaison with cross-functional teams to implement scalable changes that reduce manual workload and operational risk.

• Support adoption of tools, workflows, and reporting structures that enhance overall sales effectiveness.

• Champion continuous improvement by documenting processes, tracking outcomes, and sharing best practices across the team.

ERP Training & Rollout

• Lead ERP training and rollout initiatives for the Sales Operations team, ensuring adoption of new tools, processes, and compliance across users.

Documentation & Training

• Maintain standard operating procedures (SOPs), training manuals, and team resources.

• Perform testing in sandbox environments for system updates; document results and communicate issues to system administrators.

Cross-Functional Collaboration

• Prepare materials and lead operational updates in cross-departmental meetings.

• Communicate directly with customers, as needed, to resolve order or billing disputes.

• Temporarily support drop-ship logistics by sending and tracking purchase orders.

Qualifications

Education & Experience

• Bachelor’s degree in Business Administration or related field preferred, or equivalent relevant experience.

• 3–7 years of experience in sales operations, order management, or related functions.

• Hands-on experience with Salesforce CRM and ERP systems required.

Skills & Competencies

• Strong organizational skills with exceptional attention to detail.

• Demonstrated ability to coach and guide a team without full hire/fire authority.

• Experience supporting process improvement initiatives and cross-functional projects.

• Proficiency in Microsoft Office Suite (Outlook, Teams, Excel, PowerPoint, SharePoint).

• Ability to analyze data and translate insights into actionable recommendations.

• Excellent communication and interpersonal skills; able to work collaboratively across departments.

Work Environment

• Office-based

• May require occasional travel or meetings outside of standard business hours to support global teams.