What are the responsibilities and job description for the Sales Operations Program Manager position at Lightedge?
Lightedge is seeking a Sales Operations Program Manager to drive the operational rhythms, process governance, and execution framework that enable consistent sales performance across the organization. This role serves as the operational bridge between Sales Leadership, Sales Operations, Customer Experience, Learning & Development, and IT by transforming strategic direction into repeatable processes, disciplined operating cadences, and scalable sales programs.
The Sales Operations Program Manager owns the day-to-day execution of sales processes, Salesforce governance, sales program administration, and tool adoption. This role focuses on ensuring sales teams operate within standardized processes, continuously identifying opportunities to improve efficiency, adoption, and execution while supporting the company's growth objectives.
- Lead weekly forecast and pipeline review meetings with Sales and Customer Experience leaders, ensuring consistent execution of established operating rhythms.
- Track, communicate, and drive completion of follow-up actions resulting from forecast and deal review meetings.
- Monitor cadence effectiveness and identify opportunities to improve consistency, accountability, and execution across sales teams.
- Administer core Sales Operations programs, including territory management, lead routing, account assignments, enterprise deal support, executive sponsorship initiatives and more.
- Monitor and escalate activities that break documented Rules of Engagement and work with sales management to communicate and resolve events.
- Partner with Sales Operations and Enablement to identify areas to improve operational efficiency through automation and AI-enabled process improvements.
- Measure and maintain Salesforce quality standards, including opportunity stages, forecast categories, aligned to exit/entry requirements.
- Monitor process compliance and identify recurring adoption or data quality issues.
- Collaborate with Sales Enablement to identify training needs resulting from process changes or performance gaps.
- Support adoption of sales technology platforms, including Salesforce, CPQ, ZoomInfo, Momentum.io, and other sales enablement tools.
- Develop and maintain sales process documentation, ensuring workflows remain current and aligned across the organization.
- Identify process gaps and recommend scalable solutions to improve organizational performance.
- Collaborate with Sales Leadership, Customer Experience, Sales Operations, Sales Enablement, IT, and Channel teams to improve sales execution and operational consistency.
- Support cross-functional initiatives that improve forecasting accuracy, sales productivity, customer retention, and enterprise opportunity management.
- Bachelor's degree in Business, Operations, Sales, or a related field, or equivalent experience.
- 5 years of experience in Sales Operations, Revenue Operations, Business Operations, or Program Management.
- Strong knowledge of Salesforce CRM and sales process governance.
- Experience leading cross-functional initiatives involving Sales, Customer Success, IT, and Enablement.
- Excellent organizational, project management, and communication skills.
- Strong analytical mindset with the ability to identify operational trends and recommend process improvements.
- Experience supporting enterprise technology or SaaS sales organizations.
- Knowledge of CPQ, ZoomInfo, Momentum.io, or similar sales technologies.
- Experience with sales forecasting, pipeline management, and revenue operations processes.
- Familiarity with AI-enabled workflow automation and process optimization.
Success in this role will be measured by the effectiveness and adoption of the organization's sales operating system, including:
- Consistent execution of forecast and sales operating cadences.
- Timely completion of action items resulting from forecast and deal review meetings.
- Increased adoption of standardized Salesforce processes and sales workflows.
- Improved data quality and CRM process compliance.
- Successful administration of Sales Operations programs and enterprise deal governance.
- Increased adoption and utilization of sales tools and technology.
- Measurable improvements in operational efficiency through process optimization and automation.
We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.