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. And that's where you come in: 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. What You'll Do GTM Strategy & Financial Governance - Capacity & Quota Planning: Design and execute headcount capacity models, annual target allocations, and quota-setting frameworks for the global pipeline generation team. - Incentive Compensation Management: 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. - Fiscal Modeling: Provide predictive forecasting and analysis on pipeline generation targets, analyzing performance against historical benchmarks. Process Optimization & System Governance - Lead Lifecycle Tracking: 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. - Routing & Segmentation Logic: Own and optimize the automated routing frameworks and account segmentation models within Salesforce to ensure rapid, accurate inbound lead distribution. - Data Hygiene & Standardization: Audit and consolidate CRM workflows, standardizing lead dispositioning, stage progressions, and call outcomes to reduce database complexity and improve reporting accuracy. - System Integration Management: Lead strategic system consolidation projects, including platform merges, routing logic synchronization, and testing/UAT cycles. Cross-Functional Collaboration - Marketing & Sales Alignment: 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). - Technical Liaison: Collaborate closely with Salesforce Administrators, Data Engineering, and BI teams to prioritize system requirements, build pipeline dashboards, and translate business requirements into technical solutions. Sales Tech Stack & Tool Optimization - Portfolio Management: 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. - Capacity & Contract Compliance: Manage software license allocation and vendor relationships, optimizing usage to support headcount growth and operational budget guidelines. What you'll need to know/have - 5+ Years of Experience: Demonstrated success in Revenue Operations, Sales Operations, or GTM Strategy, with specific expertise supporting outbound and inbound sales development functions. - Core RevOps Competencies: Deep hands-on experience in territory carving, capacity mo