Sales Operations Manager

About This Role

As Eckoh's business continues to grow, the Sales Operations Manager plays a vital role supporting sales leadership and key cross-department stakeholders to better execute on sales performance, reporting, operating structure, evaluating business needs, designing and implementing actionable recommendations, and tracking key success metrics. This is a business-facing operations role that owns the process, definitions, and rhythm of the sales organization, including forecast cadence, quota and territory models, commission cycles, and commercial governance. The role sets requirements and holds standards for system configuration and development, working closely with Salesforce administration and BI teams.

Responsibilities

• Maintain Eckoh’s commercial vocabulary of the business: Define the requirement and distinction between ACV, TCV, and ARR, opportunity stage entry and exit criteria, pipeline coverage ratios, and win rate methodology
• Act as business owner of the CRM: defining what the system must do, set data standards and stage definitions, and run the data quality program
• Specify changes clearly and partner with Salesforce administration
• Define reporting and dashboard requirements and interrogate the outputs
• Follow recommendations that leadership can consider and follow up
• Provide reporting insight on KPIs, pipelines, activity, demand generation conversion rates, and monthly, quarterly, and annual forecasts across direct sales and partner channels
• Own the forecast process — cadence, deal inspection, pipeline reviews, commit and best-case discipline, and the qualification methodology (MEDDPICC or equivalent) that underpins it
• Play a lead role in planning and budgeting activities to help establish key strategic priorities
• Translate into actionable and quantitative plans
• Build and maintain the territory and account segmentation model, managing the annual carve and in-year adjustments
• Model sales capacity, quota coverage, and productivity assumptions in partnership with the SVP of Sales and Finance
• Own seller onboarding and ramp: onboarding program design, ramp-to-productivity targets, playbooks, and ongoing enablement in partnership with Product Marketing
• Run a structured win/loss program and maintain competitive intelligence and battle cards that reflect what is happening in deals
• Identify where process, tooling, or reporting is lacking

About the Company

Eckoh is a market leader of Customer Engagement Security Solutions, supporting an international client base from offices in the U.S. and the U.K. Eckoh is owned by Bridgepoint, a private asset growth investor with over $75 billion of assets under management. As a PCI DSS Level 1 Service Provider, its products and expanding digital and conversational AI capabilities help enterprises protect sensitive data, improve customer experience, and modernize operations. Eckoh's large portfolio of clients, which includes many of the Fortune 250, come from a broad range of vertical markets including healthcare, retail, hospitality, financial services, and utilities.