Role -Manager, Sales Operations. Individual contributor at Manager level
Mandate -Own the core sales systems, data, and operational processes that enable and scale the client’s ad sales organization - territory planning, targets, joint business planning support, Salesforce hygiene, and business reporting
Reports To Senior Manager, Automation and Strategic Initiatives
Team & Org -The hiring manager has two people on their team; this is one of those seats. The function sits within the Director of Operations’ organization, spanning ad operations and business operations
Why Open -Backfill
Compensation
Base - $95 - 120K base and 25% bonus
Location -Mississauga, ON (GTA West) - 5 days in office
Scope
The client’s Canadian ad sales organization - working predominantly with sales leadership and sellers, and cross-functionally with Finance, Product, Development, Marketing, and Operations
THE OPPORTUNITY
The client is the retail media arm of one of Canada’s largest omnichannel retailers - a fast-growing, entrepreneurial advertising business operating inside a national retail brand. It helps brands reach shoppers at scale across onsite, offsite, in-store, and experiential media, powered by the retailer’s first-party purchase data.
This seat is the operational spine of that sales organization. Where the account teams sell and the insights team builds the story, this role owns the systems, data, and processes that let the business run - territory planning and targets, joint business planning support across the largest accounts, Salesforce hygiene, and the business reporting leadership works from.
It is deliberately a hands-on seat. The same person is expected to build the report, fix the process that broke the data, and sit with sales leadership on planning and targets. The business has scaled quickly and the operating infrastructure is still catching up to the size of the business, which makes this a role with unusual influence for its level: the standards this person sets become how the sales organization plans, reports, and measures itself.
HOW THE TIME SPLITS
~30% -Sales territory and sales operations support - territory planning, target setting, and day-to-day operational support for the sales organization
20–30% -Joint business planning - supporting and servicing the JBP cycle across the top 20 accounts
Balance -Ongoing improvement - Salesforce hygiene, collecting and distributing business reporting, and continuous process improvement
At 6 months
The expectation is that this person has taken full ownership of sales territory planning, the commission program, and the reporting suite
KEY RESPONSIBILITIES
- Own sales territory planning and target setting in partnership with sales leadership.
- Support the joint business planning cycle across the top 20 accounts - servicing and managing the planning process alongside the sellers who own those relationships.
- Own Salesforce hygiene, workflow discipline, and data quality - the day-to-day health of the CRM sits with this seat.
- Collect, build, and distribute recurring business reporting: pipeline health, forecast accuracy, seller performance, revenue trends, and operational KPIs.
- Create and manage business intelligence dashboards that provide insight and guide decision-making.
- Oversee the processes, tools, and strategies that support maximizing ad sales - pipeline management, sales forecasting, and data analysis.
- Build and evolve scalable workflows across lead management, opportunity progression, account planning, and internal request intake.
- Partner with sales leadership to translate business questions into reporting requirements, performance insights, and workflow improvements.
- Support key operating cadences - pipeline reviews, forecast calls, commissions tracking, and business performance reviews.
- Take on the commission program, alongside territory planning and reporting, within the first six months.
- Identify and remove process pain points, and integrate new tools and technologies that let the sales team work more efficiently.
- Collaborate with product management, development teams, and other cross-functional partners to deploy advertising solutions and ensure effective campaign execution.
WHAT YOU BRING - MUST HAVES
- 5+ years in sales operations, revenue operations, business operations, or sales analytics - preferably supporting a high-growth sales organization.
- Salesforce as a super user - intimate, day-to-day command of the platform, including building Lightning reports, and ownership of system hygiene and data quality. Administrator certification is not required.
- Strong proficiency in Excel, and reporting fluency in Tableau or Power BI.
- Sales territory planning and target-setting experience.
- Proven experience building and maintaining sales reports, dashboards, and operating cadences that support pipeline management, forecasting, and business performance reviews.
- Experience designing and improving workflows across core sales processes - lead management, opportunity progression, internal intake, or account planning.
- Strong analytical and problem-solving skills, with the ability to translate data into actionable insight and business recommendation.
- Demonstrated ability to partner cross-functionally with Sales, Finance, Product, and Operations - with strong communication skills and executive presence.
- Bachelor’s degree in Business, Finance, Analytics, Marketing, Operations, or a related field - or equivalent practical experience.
NICE TO HAVE
- Retail media, ad tech, or digital advertising experience - familiarity with how media revenue is booked, paced, and recognized.
- Experience supporting or administering a commissions plan.
- Automation experience - building repeatable reporting rather than rebuilding it each cycle.
