Manager, Sales Operations

About the Role

Title: Manager, Sales Operations

Location: Remote

About Jopari

Jopari is transforming healthcare by eliminating paper from claims administration and accelerating digital workflows. As the leader in the Property & Casualty marketplace, we support Commercial and Government Health Plans, Carriers, and Providers by modernizing claims processes, reducing administrative waste, and enabling efficient electronic communication. We are seeking motivated, mission-driven individuals who want to make an impact while advancing their career.

Position Summary

The Sales Operations Manager is responsible for designing, optimizing, and operating the systems, processes, and analytics that support Jopari's Sales and Customer Success organizations, including:

• Business Development Managers (Inside Sales - Providers & Channels)

• Enterprise Sales Executives (Payer-focused)

• BDRs supporting Enterprise outbound lead generation

• Customer Success teams supporting Payers and Providers

This role serves as the owner of Salesforce CRM, pipeline governance, forecasting, reporting, and performance analytics-ensuring consistency, visibility, and scalability across the entire revenue lifecycle, from prospecting and deal execution through onboarding, expansion, and retention.

The Sales Operations Manager partners closely with Sales Leadership, Customer Success Leadership, Enterprise Sales Executives, BDMs /Inside Sales, BDRs, and CSMs to improve execution, forecasting accuracy, lead flow, handoffs, and operational efficiency.

Responsibilities

Sales & Customer Success Alignment

• Partner with Sales and Customer Success leadership to define shared processes, KPIs, and reporting across the full customer lifecycle.

• Partner with the Pricing Committee to support pricing governance, including deal structure reviews, Price Book alignment, discount frameworks, and approval workflows across Inside Sales, Enterprise Sales, and Channel Partner motions.

• Support alignment between:

• BDM / Inside Sales (Provider & Channel motion)

• Enterprise Sales Executives (Payer accounts)

• BDRs (Enterprise outbound lead generation)

• Customer Success Managers (Payer & Provider)

• Ensure Salesforce supports pre-sale, post-sale, expansion, and retention workflows without friction or data loss.

Salesforce Ownership & CRM Architecture

• Serve as the primary owner and administrator of Salesforce, responsible for ongoing design, optimization, and scalability.

• Configure and customize Salesforce, including:

• Custom objects, fields, record types, page layouts, and validation rules

• Workflow automation, flows, and approvals

• Lead, Account, Opportunity, and pipeline models by sales motion

• Own and maintain Salesforce Price Books, ensuring accurate pricing structures, product configurations, discounting logic, and alignment across Inside Sales, Enterprise Sales, Channel Partners, and Customer Success use cases.

• Translate Pricing Committee decisions into Salesforce configuration, including Price Books, approval workflows, and deal validation rules, ensuring pricing compliance and reporting accuracy.

• Identify and implement Salesforce best practices to support:

• BDM / Inside Sales workflows

• Enterprise Sales workflows

• Channel partner handoffs

• Enable and govern the full sales lifecycle from prospecting through deal closure

• Customer Success lifecycle management

• Ensure Salesforce is intuitive, adoption-friendly, and aligned with how teams actually work.

Pipeline Governance, Forecasting & Reporting

• Establish and enforce pipeline governance standards, including stage definitions, required fields, exit criteria, and hygiene expectations.

• Own sales and renewal forecasting processes, partnering with leadership to improve accuracy and confidence.

• Forecast pipeline generation for Sales and Customer Success teams and support overall revenue forecasting.

• Develop and maintain daily, weekly, and monthly reporting, including:

• Activity and productivity metrics

• Pipeline creation and conversion

• Revenue attainment and renewal health

• Expansion and cross-sell performance

• Design and deliver clear, intuitive dashboards for Sales Leadership, Customer Success Leadership, and executive stakeholders.

Performance Analytics & Process Optimization

• Analyze performance data across Sales and Customer Success to identify trends, gaps, and improvement opportunities.

• Recommend and implement process improvements to increase efficiency, conversion rates, and customer outcomes.

• Support compensation planning and KPI tracking for BDMs, BDRs, Enterprise Sales Executives, and Customer Success teams.

• Provide executive-ready insights to support Management Presentations, board discussions, and strategic planning.

Lead Flow, Handoffs & Lifecycle Management

• Ensure seamless handoffs between:

• BDR → Enterprise Sales Executive

• BDM / Inside Sales, Provider Solutions → Enterprise Sales Executive

• Sales → Customer Success (Payer & Provider)

• Customer Success → Expansion / Upsell motions

• Gather feedback on lead quality, deal readiness, and onboarding effectiveness and incorporate improvements into CRM design and process.

• Define and maintain SLAs, routing logic, and lifecycle stage transitions.

Enablement, Tools & Documentation

• Ensure consistent use of CRM and sales engagement tools, maintaining high data integrity and adoption.

• Document and maintain sales and customer lifecycle processes, definitions, and playbooks.

• Support onboarding and training related to Salesforce usage, reporting, and pipeline discipline.

Requirements

• 5+ years of experience in Sales Operations or Revenue / Growth Operations

• Advanced Salesforce proficiency, including:

• Custom object creation and customization

• Automation (Flows, workflows, approvals)

• Reporting and dashboard design

• Data governance and pipeline management

• Proven experience supporting multiple revenue motions (inside sales, enterprise sales, BDRs, and Customer Success).

• Strong experience with pipeline governance, forecasting, and performance analytics.

• Ability to translate complex data into actionable insights for leadership.

• Experience partnering cross-functionally with Sales, Customer Success, Finance, and Leadership.

• Background in SaaS, healthcare technology, or complex B2B environments preferred.

Preferred Skills

• Highly analytical with strong systems-thinking skills

• Detail-oriented with a bias toward clean data and process discipline

• Strong communicator with executive presence

• Comfortable influencing without authority

• Proactive, structured, and solution-oriented

• Trusted partner to Sales and Customer Success leadership

Why Join Jopari

• Competitive salary with incentive opportunities

• 401(k) with company match

• Stock options

• Medical and Dental insurance options

• Health Savings Account and Flexible Spending Account eligibility

• Life insurance

• Paid vacation and sick time

Other

Department: Sales / Growth / Revenue Operations

Employment Type: Full-Time

Pay Range: $110K - $125K / year

Work Model: Remote

Travel: Limited, as needed