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Salary: USD 160,000 - 180,000 / annual
OpenGov, a leader in AI and ERP solutions for local and state governments, is seeking a Senior Sales Operations Manager to serve as the primary operations partner to the Chief Revenue Officer. This is a high-visibility individual contributor role that blends deep sales operations analysis with chief of staff responsibilities.
You will own the metrics and reporting the sales organization runs on, including pipeline coverage and health, conversion and velocity, quota attainment, productivity, and forecast accuracy. You'll run the weekly forecast process end to end, including roll-up, inspection, risk and upside assessment, and accuracy analysis. You'll act as the operations partner to the CRO, owning the revenue organization's operating cadence, preparing the CRO for critical meetings, capturing commitments, and driving them to closure across the leadership team.
The role carries broad influence without formal reporting lines. You'll serve as the working lead to the sales analyst team, setting analytical standards, reviewing output quality, prioritizing work, and mentoring analysts without formal authority. You'll partner with sales leadership on performance management, including rep and team scorecards, attainment analysis, QBR preparation, and analysis supporting personnel decisions.
You'll drive major cross-functional initiatives on behalf of the CRO from framing through delivery, holding functional owners to timelines and surfacing risk early. You'll support headcount planning and hiring for the sales organization in partnership with Talent Acquisition and Finance, including requisition sequencing, capacity and ramp modeling, interview participation, and time-to-productivity tracking. You'll lead territory, quota, and capacity planning cycles in partnership with GTM Strategy and Finance, and support modeling the revenue impact of coverage and segmentation changes.
This is a demanding role on a lean team that requires discretion, judgment, and a bias toward owning outcomes rather than tasks. You'll apply AI as your default working method to compress analysis, reporting, meeting preparation, and executive communication. You'll handle confidential information regarding compensation, performance, organizational design, and strategy with complete discretion, and take on unscoped and ambiguous problems as they surface, prioritizing business impact over role boundaries.
REQUIREMENTS:
- Minimum 10 years in sales operations, revenue operations, business analytics, or finance function supporting a go-to-market organization, with demonstrated upward progression
- Direct experience supporting a sales organization in B2B SaaS, including forecasting, pipeline management, and quota and territory planning
- Experience partnering with or directly supporting a senior revenue executive, with judgment to know what to escalate, resolve independently, and anticipate
- Demonstrated ability to lead and raise the quality of other analysts without formal authority
- Advanced analytical and modeling capability, including ability to independently assemble disparate data sets into defensible models in Excel or Google Sheets and work directly within a business intelligence tool
- Deep hands-on proficiency with Salesforce, including reporting, data quality management, and requirements definition
- Strong executive presence and communication skills, including ability to present analysis to executives and defend recommendations under pressure
- Program management discipline, including ability to run multiple concurrent initiatives across functions and deliver on committed dates
- Demonstrated AI-first working habits with specific examples of applying AI tooling to compress cycle time, reduce manual effort, or improve decision quality
- Hustle and grit required; comfort with ambiguity, shifting priorities, and limited support infrastructure essential
- Bachelor's degree in business, finance, economics, or related analytical discipline
- Sales compensation design or administration experience preferred
