Introduction: Sales Operations Manager

About the Role

We are looking for a driven and detail-oriented Sales Operations Manager to serve as the operational engine behind our sales organization. This is a highly autonomous, execution-focused role where you will own the infrastructure, processes, intelligence, and incentive operations that keep our sales team running at peak efficiency. You are someone who thrives in building structure from ambiguity, loves optimizing how things work, and sees Salesforce not as a tool but as a strategic asset.

This role sits at the intersection of process excellence, CRM governance, and sales incentive management. You will be the go-to person for process design, CRM excellence, data quality, commission accuracy, and operational enablement across the entire sales lifecycle.

Job Description : What You Will Own

- Salesforce CRM Administration & Governance
- Manage all aspects of the instance including user provisioning and role hierarchy, custom objects and fields, page layouts, validation rules, flows, and process automation
- Maintain a clean, reliable, and well-governed data environment — enforcing data entry standards, running regular audits, and resolving data quality issues proactively
- Build and manage dashboards, reports, and list views tailored to each sales role and leadership level
- Evaluate, implement, and manage third-party tools and integrations connected to Salesforce (e.g. sales engagement platforms, enrichment tools, routing tools)
- Document all system configurations, customizations, and change logs to maintain a healthy and scalable org
- Sales Process Design & Optimization
- Own the design, documentation, and continuous improvement of core sales processes across the full funnel — from lead creation and qualification through opportunity management,



approvals, and closed-won handoff
- Map current-state workflows, identify friction points and bottlenecks, and implement structured improvements with measurable outcomes
- Build and maintain stage-by-stage opportunity management frameworks that give sales reps clear guidance and give leadership accurate visibility
- Standardize how the sales team works — from how leads are routed and assigned, to how deals are documented, to how handoffs to other teams are executed
- Define and enforce rules of engagement, escalation paths, and exception handling procedures
- Partner with Sales leadership to roll out process changes, ensuring adoption through explicit communication, training, and reinforcement
- Commission Management & Incentive Operations
- Own the end-to-end commission calculation and payout process for all quota-carrying sales roles including Account Executives, Sales Development Representatives, and Sales Managers
- Administer and maintain the commission management system (e.g. CaptivateIQ, Spiff, Xactly, or equivalent), ensuring it is accurately configured to reflect current plan structures and business rules
- Translate approved commission plan documents into system logic — building calculation rules, accelerators, clawback conditions, splits, and overlay structures with precision
- Run the monthly and quarterly commission close cycle — pulling attainment data from Salesforce,



validating against bookings records, reconciling discrepancies, and delivering final payout files on schedule
- Serve as the primary point of contact for all commission-related inquiries from sales reps — investigating disputes, explaining calculations, and resolving issues with transparency and speed
- Maintain a clear and auditable commission dispute resolution process with defined SLAs for acknowledgment and resolution
- Build and maintain rep-facing commission statements and attainment dashboards so every sales rep has real-time visibility into their earnings, quota progress, and projected payout
- Partner with Sales leadership to model the impact of proposed incentive plan changes — running scenario analyses to understand cost implications and rep behavior outcomes before changes are finalized
- Maintain a centralized, version-controlled library of all commission plan documents, addendums, exception approvals, and historical payout records
- Coordinate with Finance on commission accruals, payout timing, and period-end reconciliation — ensuring commission data is accurate and audit-ready at all times
- Identify recurring sources of commission errors or disputes and implement upstream fixes in data, process, or system configuration to prevent recurrence
- Support the annual Sales Incentive Plan (SIP) design process by providing historical attainment data, payout distribution analysis, and plan effectiveness insights
- Sales Enablement & Tooling
- Develop, maintain, and continuously improve the sales team's operational playbooks, standard operating procedures (SOPs), and process documentation
- Own the sales tech stack from an operational standpoint — assessing tool utilization, identifying redundancies

📌 Sales Operations Manager (Bengaluru)
🏢 SymphonyAI
📍 Bengaluru