Sales Operations Manager

Joining Collibra’s Sales Operations team

Collibra is looking for an experienced Sales Operations Manager to join the GTM Operations team. This role partners closely with Regional Sales VPs to drive disciplined, intelligent go-to-market execution across the business.

Sales Operations today is more than forecasting, reporting, and process management. It is about designing how the sales organization operates at scale, using data, automation, and AI to improve decision-making, increase seller productivity, and remove friction from the sales process.

This is a high-impact, cross-functional role spanning go-to-market strategy, forecasting, territory management, quota planning, pipeline health, operating cadence, sales process governance, and systems optimization. You will act as a strategic business partner to sales leadership while helping modernize how the organization operates in an increasingly AI-native environment.

This role requires strong commercial judgment, analytical depth, operational rigor, and the ability to translate complexity into scalable solutions.

This is a hybrid role based in our Raleigh office. Our hybrid model means you’ll work from the office at least two days each week. This setup helps us stay connected, work more closely together, and keep making progress as a team.

Sales Operations Managers at Collibra are responsible for

• Serving as the trusted Sales Operations partner to Sales Leadership, providing insight, operational rigor, and strategic support to improve performance.
• Leading core sales operating rhythms, including forecasting, pipeline reviews, deal inspection, and QBRs.
• Assessing regional and rep-level performance to identify risks, opportunities, and actions that improve productivity and execution.
• Supporting annual planning, including territory design, quota setting, capacity planning, and sales targeting.
• Delivering business insights, analytics, and performance reporting that support decision-making across sales leadership and executive teams.
• Managing territory, hierarchy, and organizational changes to ensure accurate execution across sales systems and reporting.
• Identifying opportunities to automate workflows, improve data quality, and reduce operational friction across the sales process.
• Partnering cross-functionally with Finance, Marketing, Enablement, Deal Desk, and IT to improve sales effectiveness and operational execution.
• Acting as the voice of Sales in cross-functional initiatives that impact seller workflows, tools, and processes.

You have

• 6+ years of experience in Sales Operations, Revenue Operations, Services Operations, or a related function in a high-growth SaaS environment.
• Strong experience with Salesforce CRM and a broader understanding of modern revenue technology ecosystems, data structures, and sales operating workflows.
• Experience supporting sales organizations through close partnership with senior sales leaders and a strong understanding of sales processes, forecasting, territory strategy, and performance management.
• Experience translating business challenges into scalable operational solutions, automation opportunities, and measurable business outcomes.
• Strong analytical capabilities, including business modeling, performance analysis, and executive-ready presentation development.
• Experience working cross-functionally across Finance, Marketing, Enablement, Deal Desk, and technical teams.
• A bachelor’s degree or equivalent work experience.
• Demonstrated proficiency in leveraging AI tools (e.g., Claude, Gemini, ChatGPT, Copilot) to solve real-world business challenges, drive measurable outcomes, or streamline workflows.
• A bachelor’s degree or equivalent related working experience is required.
• This position is not eligible for visa sponsorship.

You are

• A systems thinker who understands how people, process, data, and technology work together to drive commercial outcomes.
• A data-driven problem solver who can break down complexity and recommend practical, scalable solutions.
• Biased toward action and continuous improvement, with a strong sense of ownership.
• Comfortable working in ambiguity and balancing strategic thinking with execution.
• Clear and effective in communicating insights, recommendations, and business narratives through data.
• Highly collaborative, pragmatic, and trusted by stakeholders across functions.
• Curious about how AI and automation can improve the way work gets done.

Measures of success

• Within your first month, you will immerse yourself in the day-to-day operations of the Sales team, learning about their customers, prospects, and partner ecosystem. 
• Within your third month, you will have become intimately familiar with our CRM database and be capable of leveraging this information to calculate common SaaS metrics, pinpoint strengths and weaknesses in our go-to-market activities, and make recommendations for improvement.
• Within your sixth month, you will partner closely with Sales leadership to develop their go-to-market strategy and help articulate a clear and compelling path to winning the market.

Compensation for this role  

The standard base salary range for this position is [$116,000] - [$145,000] per year. This position [is not] eligible for additional commission-based compensation. Salary offers are based on a combination of factors, including, but not limited to, experience, skills, and location.

In addition to base salary, we offer a competitive total rewards package, including bonus potential, equity for eligible roles, a Flex Fund monthly stipend, pension/401k plans, and more.