Senior Manager, Sales Operations
OPSWAT, a global leader in IT, OT, and ICS critical infrastructure cybersecurity, delivers an end-to-end platform that gives public and private sector organizations and enterprises the critical advantage needed to protect their complex networks, secure their devices, and ensure compliance. Over the last 20 years our commitment to innovative technology has earned the trust of more than 1,700 organizations, governments, and institutions globally, solidifying our role in protecting the world’s critical infrastructure and securing our way of life.
The Position
We are seeking a Senior Manager, Sales Operations to lead strategic and operational initiatives that enable revenue growth across our enterprise cybersecurity business. This role will be responsible for driving sales productivity, optimizing processes, and ensuring accurate forecasting across complex 9–12 month sales cycles. You’ll partner closely with Sales, Finance, and RevOps leadership to design GTM models, manage territory and quota planning, and align compensation structures to support both TCV and ARR growth.
Responsibilities
Sales Strategy & GTM Design
- Partner with Sales and RevOps leadership to define coverage models and AE:SE ratios optimized for enterprise cybersecurity sales cycles.
- Lead annual GTM planning including segmentation, territory alignment, and quota methodology across direct sales, channel, and strategic accounts for Americas.
- Provide recommendations on market coverage models to accelerate penetration in Global 2000 and regulated industries.
Forecasting & Pipeline Analytics
- Own the forecasting process across new logo acquisition, renewals, and expansion — ensuring accuracy across 9–12 month sales cycles.
- Track ARR vs. TCV performance and build reporting that isolates multi-year deal structures, renewals, and upsell impact.
- Identify risks in pipeline coverage, deal velocity, and renewal risk; provide insights to improve win rates and shorten cycles.
Process Optimization
- Streamline opportunity management, from lead routing to CPQ (Configure-Price-Quote) and booking, ensuring compliance with enterprise procurement standards.
- Drive adoption of CRM and supporting tools (Clari, CaptivateIQ, CPQ/DealHub) across the sales team.
- Partner with Enablement to ensure processes align with training and methodology (e.g., MEDDICC or equivalent).
Compensation & Incentives
- Support the design and administration of compensation plans that balance TCV and ARR growth priorities.
- Ensure plans incentivize long-cycle enterprise selling while driving multi-year ARR commitments and expansion.
- Oversee commission operations (calculation, approvals, and dispute resolution) for a growing salesforce of 100+.
- Perform Monthly Commissions Reviews for Americas and support Global Dispute resolution.
- Perform Commissions Modeling to evaluate different scenarios for Comp Cost Management, YoY.
Cross-Functional Leadership
- Act as a trusted advisor to Sales VPs, bringing insights to quarterly business reviews and forecast calls.
- Partner with FP&A and Sales Leadership on sales forecasting, quota setting, over-assignment etc
- Work with Product Operations to finalize Price updates and own the Global Pricing Updates in CPQ, along with communication to Channel Partners, Sales Teams and other stakeholders
Qualifications
- Bachelor’s degree in Business, Finance, or related field; MBA preferred.
- 6–8+ years of experience in Sales Operations, RevOps, or GTM Strategy (SaaS/cybersecurity or enterprise tech strongly preferred).
- Expertise in CRM, CPQ, and commission platforms (CaptivateIQ, Xactly, etc.); strong proficiency in Excel/Google Sheets.
- Demonstrated experience managing GTM planning, quota setting, and forecasting across long enterprise sales cycles.
- Proven ability to design/support comp plans balancing TCV vs. ARR metrics.
- Strong analytical skills with the ability to translate data into actionable insights for senior leadership.
- Excellent communication and leadership skills with experience managing teams and cross-functional initiatives.
What We Offer
- Competitive compensation package with bonus/commission eligibility
- Comprehensive health, dental, and retirement benefits
- Career growth opportunities within a scaling SaaS company
- Mission-driven culture at the forefront of global cybersecurity
OPSWAT is an equal opportunity employer. We celebrate diversity and are committed to providing an environment where equal employment opportunities are extended to all employees and applicants, free of discrimination and harassment of any type. All employment decisions are based on individual qualifications, job requirements, and business needs without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other category protected by federal, state, or local laws.
Recruiting Agencies: we do not accept unsolicited resumes from third party agencies for any of our open positions. To submit resumes for our jobs, there must be a recruiting contract approved by our legal team and endorsed by both parties. We are currently not accepting additional 3rd party agencies at this time.
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OPSWAT is a leading IT, OT and ICS critical infrastructure cybersecurity solutions and Deep Content Disarm and Reconstruction (CDR) company that offers their services to more than 1,500 organizations worldwide.
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