Sales Operations Manager

At Instructure , we believe in the power of people to grow and succeed throughout their lives.

Our goal is to amplify that power by creating intuitive products that simplify learning and personal development, facilitate meaningful relationships, and inspire people to go further in their education and careers.

We do this by giving smart, creative, passionate people opportunities to create awesome.

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.

Design and execute headcount capacity models, annual target allocations, and quota-setting frameworks for the global pipeline generation team.

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.

Provide predictive forecasting and analysis on pipeline generation targets, analyzing performance against historical benchmarks.

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.

Own and optimize the automated routing frameworks and account segmentation models within Salesforce to ensure rapid, accurate inbound lead distribution.

Audit and consolidate CRM workflows, standardizing lead dispositioning, stage progressions, and call outcomes to reduce database complexity and improve reporting accuracy.

Lead strategic system consolidation projects, including platform merges, routing logic synchronization, and testing/UAT cycles.

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).

Collaborate closely with Salesforce Administrators, Data Engineering, and BI teams to prioritize system requirements, build pipeline dashboards, and translate business requirements into technical solutions.

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.

Manage software license allocation and vendor relationships, optimizing usage to support headcount growth and operational budget guidelines.

Demonstrated success in Revenue Operations, Sales Operations, or GTM Strategy, with specific expertise supporting outbound and inbound sales development functions.

Deep hands-on experience in territory carving, capacity modeling, quota setting, and process governance.

Advanced proficiency in Salesforce (SFDC) reporting, workflow mechanics, and lead-routing tools.

Strong experience collaborating on system architecture changes is required.

Experience working with modern business intelligence platforms (e.g., Tableau, Sigma, PowerBI) and data-driven enablement tools.

Proven capability to translate messy, disparate pipeline data into structured, actionable insights for senior executive presentation.

Excellent communication skills with a track record of driving cross-functional alignment, managing system rollouts, and training sales teams on process governance.

It would be a bonus if you also had 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.

Get in on all the awesome at Instructure!

Competitive compensation, plus all full-time employees participate in our ownership program - because everyone should have a stake in our success.

Flexible work culture.

Our remote, hybrid and in-office collaboration spaces vary by role, team and location.

Generous time off, including local holidays and our annual “Dim the Lights” period in late December, when teams are encouraged to step back and recharge based on departmental needs.

Comprehensive wellness programs and mental health support Learning and development resources, including professional development tools and tuition reimbursement, to support your growth The technology and tools you need to do your best work Motivosity employee recognition program A culture rooted in inclusivity, support, and meaningful connection We believe in hiring great people and treating them right.

The more diverse we are, the better our ideas and outcomes.

Instructure is an Equal Opportunity Employer.

We comply with applicable employment and anti-discrimination laws in every country where we operate.

All employees must pass a background check as part of the hiring process.

To help protect our teams and systems, we’ve implemented identity verification measures.

Candidates may be asked to verify their legal name, current physical location, and provide a valid contact number and residential address, in accordance with local data privacy laws.

Any attempt to misrepresent personal or professional information will result in disqualification.