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Instructure is seeking a Senior Manager of Sales Development Operations to lead strategic design, process governance, and technical enablement for the global Sales Development organization. This role sits at the intersection of top-of-funnel strategy and operational execution, serving as the primary operational partner for sales leadership.
You will 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.
Lead lifecycle tracking by partnering with Enterprise Systems and Data Operations to establish robust system tracking for the entire customer lifecycle. Own and optimize 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. 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 engines, and B2B data enrichment providers. Manage software license allocation and vendor relationships, optimizing usage to support headcount growth and operational budget guidelines.
Required: 5+ years in Revenue Operations, Sales Operations, or GTM Strategy with expertise supporting outbound and inbound sales development. Deep hands-on experience in territory carving, capacity modeling, quota setting, and process governance. Advanced proficiency in Salesforce reporting, workflow mechanics, and lead-routing tools. Experience with modern business intelligence platforms (Tableau, Sigma, PowerBI) and data-driven enablement tools. Proven capability to translate pipeline data into structured, actionable insights. Excellent communication skills with a track record of driving cross-functional alignment and managing system rollouts.
