Sales Operation Manager

Octup is an AI-powered operational intelligence platform purpose-built for 3PLs. We help logistics providers unify their data across systems, surface hidden insights, automate billing, and unlock operational efficiency—all while building trust and transparency with their customers. With a rapidly growing customer base and strong market demand, we’re scaling our U.S. go-to-market team and looking for ambitious SDRs to join us.

Role Overview - We’re hiring a Sales Operations Manager to be the operational backbone of our GTM organization. You will own the processes, systems, reporting, tracking and cross-functional projects that enable our sales team to execute consistently and scale efficiently.

This role reports directly to the CEO and serves as the right-hand in building and running the Sales team. You will lead strategic and operational projects across GTM, ensure end-to-end execution, and create the visibility and discipline required for predictable growth.

This is a high-impact, “player-coach” style role: equal parts process builder, data operator, CRM owner, and project driver.

What You’ll Own

1) Sales Process & Pipeline Management

• Own and continuously improve the end-to-end sales process: Lead → Demo → Proposal → Close → Handoff.
• Define and enforce pipeline standards: stages, exit criteria, required fields, next steps.
• Run weekly sales cadence (pipeline reviews, forecast prep, KPI check-ins).
• Identify bottlenecks and drive fixes to improve conversion and velocity.

2) CRM & Tools (HubSpot)

• Be the HubSpot expert and system owner for Sales.
• Ensure data hygiene, deal accuracy, and consistent usage across SDRs/AEs.
• Build automations, sequences, lead routing, and workflows that reduce manual work.
• Partner with Marketing/CS to ensure smooth handoffs and shared definitions.

3) Reporting, Analytics & Forecasting

• Build and maintain dashboards for: Sales activity → outcomes | Pipeline coverage and velocity Win-rate by segment/source | Forecast and attainment
• Own forecast accuracy and help leadership make data-driven decisions.
• Deliver weekly/monthly business insights to CEO & GTM leadership.

4) Project Leadership & CEO Support

• Lead cross-functional GTM projects end-to-end (Definition to execution & measurement).
• Act as the CEO’s execution arm across Sales: turning priorities into plans and plans into results.
• Drive accountability in a matrix environment — aligning Sales, Marketing, CS, and Product around shared goals.
• Create scalable operating rhythms: weekly/monthly reviews, OKR tracking, and execution follow-through.

5) Sales Enablement & Scaling

• Build playbooks: qualification, demo guidelines, objection handling, pricing/packaging support.
• Support onboarding and ramp for new sales hires.
• Create templates and “sales kits” tailored per ICP segment (3PL types, size, WMS stack).

6) GTM Projects & Partnerships (light-to-medium ownership)

• Support/operate key partnerships workflows: tracking partner pipeline | coordinating pilots | ensuring deadlines and ownership are clear
• Help turn partnerships into repeatable revenue motions.

Who You Are

• 3–7 years in Sales Ops / RevOps / GTM Ops, ideally in B2B SaaS.
• Strong operational builder: you love turning chaos into systems.
• Highly analytical with proven ability to translate data into execution priorities.
• Excellent cross-functional skills and experience driving work through matrix management (no direct authority, high influence).
• Hands-on, pragmatic, and execution-oriented, get things done.
• Experience with early-stage startups / scaling teams is a big plus.

Nice to Have

• Familiarity with logistics / 3PL / eCommerce ops domain.
• Experience designing outbound + inbound SDR/AEs motions.
• Experience with partnerships GTM models.
• Light BI / data tooling experience (Looker, Metabase, SQL).