Sales Operations Manager

Published: 6/14/2022

Job Description

Aqueduct Technologies is seeking a hands-on, results-oriented Sales Operations Manager to lead the day-to-day execution of the Sales Operations function. This leader will develop the team, strengthen process discipline, improve data quality, and ensure work moves accurately and efficiently from opportunity development through quoting, booking, order fulfillment, and downstream financial processing.

The Manager will oversee quote-to-order execution, Salesforce governance, forecasting and reporting, order processing, and cross-functional coordination. The role also advances approved generative AI, agentic AI, analytics, and workflow automation within Aqueduct’s broader governance framework, while protecting pricing, margin, data integrity, customer experience, and operational controls.

Core Responsibilities:Sales Operations Leadership

Lead, coach, and develop the Sales Operations team supporting Sales, customers, vendors, distributors, and internal stakeholders.
Establish clear responsibilities, priorities, service-level expectations, operating procedures, escalation paths, and workload allocation based on complexity and business impact.
Build a culture of accountability, responsiveness, accuracy, collaboration, continuous improvement, and customer service.
Identify capability gaps and provide practical coaching in Salesforce, quoting, vendor processes, reporting, business operations, and approved AI tools.
Develop team members beyond transactional execution by strengthening their analysis, problem-solving, process-improvement, and business-partnership skills.

Deal Execution

Oversee the end-to-end quote-to-order process, including intake, pricing validation, distributor coordination, deal registration, customer-facing quote preparation, order submission, and status management.
Review complex or high-risk transactions involving low margins, subscription changes, unusual commercial terms, contract modifications, or material customer commitments.
Ensure quotes are structured and classified accurately, with controls that reduce duplicate bookings, pricing discrepancies, incorrect configurations, incomplete documentation, and order-entry errors.
Coordinate with Sales, Finance, Services, Renewals, vendors, and distributors to resolve pricing, approval, margin, contractual, availability, and fulfillment issues.
Track quote volume, turnaround time, backlog, aging, accuracy, rework, and other service-level measures.

Salesforce, Forecasting, and Reporting

Maintain operating discipline and data quality within Salesforce across opportunities, quotes, close dates, stages, forecast categories, products, and next steps.
Conduct pipeline and data-quality reviews to identify incomplete, outdated, duplicate, replaced, canceled, or restructured opportunities and prevent inaccurate bookings or reporting.
Build dashboards and reports covering pipeline, bookings, gross profit, conversion, forecast risk, quote activity, renewals, and operational performance.
Support forecasting and business-planning cadences; reconcile Salesforce data to actual activity, flag material risks, and provide concise narratives explaining changes, impact, and required actions.
Partner with Sales leadership and Enterprise Applications on opportunity-management standards, workflows, integrations, system enhancements, training, and user adoption.

Order-to-Cash and Process Improvement

Help operationalize Aqueduct’s order-to-cash process across Sales, Sales Operations, Finance, Services, Operations, Renewals, Customer Success, PMO, and Enterprise Applications.
Reinforce ownership, required documentation, approvals, handoffs, and escalation procedures while monitoring delayed, incomplete, incorrectly booked, or aging transactions.
Coordinate resolution of order-entry, invoicing, margin, contracting, licensing, fulfillment issues, and ensure customer commitments are accurately reflected in systems and documentation.
Identify recurring process failures, determine root causes, implement corrective actions, reduce rework, and improve cycle times and accountability.

AI, Automation, and Team Enablement

Identify repetitive, manual, time-consuming, or error-prone work that may benefit from approved AI assistance, analytics, workflow automation, or process redesign.
Translate operational challenges into defined use cases, requirements, risks, controls, expected outcomes, and success measures; pilot approved solutions with the appropriate business, IT, Security, and Finance stakeholders.
Apply AI and automation to practical activities such as data-quality monitoring, quote comparison, exception detection, pipeline summaries, order-status follow-up, reporting drafts, and procedure development.
Train the team on approved tools, effective prompting, output validation, responsible data handling, and required human oversight; integrate successful workflows into standard procedures and team expectations.

Required Skills & Qualifications:

Experience with a value-added reseller, managed service provider, systems integrator, technology reseller, or similarly complex transaction environment.
Approximately 5–8 years of experience in Sales Operations, Revenue Operations, commercial operations, sales support, or a related field.
Experience managing, supervising, or providing day-to-day leadership to an operational team.
Familiarity with hardware, software, maintenance, subscriptions, professional services, managed services, and renewals.
Strong Salesforce experience, including opportunity management, pipeline reporting, dashboards, data quality, and user adoption.
Experience supporting quoting, order processing, deal structures, forecasting, sales reporting, and cross-functional operational workflows.
Strong analytical skills and advanced proficiency in Microsoft Excel or comparable reporting and analysis tools.
Demonstrated success improving processes, documenting procedures, implementing controls, and driving adoption in a high-volume environment.
Ability to operate effectively in a fast-paced, dynamic environment, adapting priorities and approach as business needs, customer requirements, technologies, and market conditions change.
Demonstrated accountability and ownership, including reliable follow-through, proactive communication, sound decision-making, and responsibility for outcomes.
Proven ability to build trusted, productive cross-functional relationships and influence stakeholders across teams, functions, and levels of the organization, as well as external vendors and distributors.
Ability to independently drive projects and initiatives from definition through execution, identifying next steps, resolving obstacles, maintaining momentum, and escalating issues appropriately.
Strong written, verbal, and interpersonal communication skills, with the ability to translate complex issues into clear recommendations and action plans, and present to leadership.

Preferred Qualifications:

Experience with a value-added reseller, managed service provider, systems integrator, technology reseller, or similarly complex transaction environment.
Experience with Salesforce, NetSuite, CPQ platforms, distributor systems, business intelligence tools, or workflow-automation platforms.
Experience supporting vendor deal registration, special pricing, contract modifications, and multi-year subscriptions.
Practical experience piloting or implementing generative AI, intelligent automation, or AI-assisted analytics with appropriate privacy, controls, validation, and human oversight.

Compensation:

The anticipated base salary range is $115,000–$135,000. Actual compensation will be determined based on the candidate’s experience, skills, qualifications, and other job-related factors. This position is also eligible to participate in Aqueduct's discretionary bonus program, subject to the terms of the applicable plan. This position is based in Canton, Massachusetts, and follows a hybrid work model.

Aqueduct Technologies is committed to developing a diverse and talented team. We celebrate and support diversity and are committed to making an inclusive environment for all employees and applicants including women, minorities, individuals with disabilities, members of the LGBTQIA community, veterans, and any other legally protected group. We are an Equal Opportunity Employer and do not discriminate against any employee or applicant on the basis of any status protected by federal, state, or local laws. Aqueduct Technologies is one of the largest IT solutions providers in the US, recognized for our relentless pursuit of customer satisfaction, our corporate culture, technology leadership, and our commitment to the local community. We pride ourselves on our world-class engineering, the investments we make in our employees and our systems, and on our loyal base of customers and manufacturers. Recognized as one of the fastest-growing, private companies in Massachusetts—and awarded the Best Place to Work in Boston for six, consecutive years—there is no better time to join Aqueduct than now! Recruitment Fraud Notice: Recruitment fraud is an increasingly common scam where individuals pose as employers to offer fictitious job opportunities. Scammers sometimes impersonate recruiters on Linkedin and other channels. We will never ask for payment or sensitive personal information during the hiring process. Verify any role on our official Careers site.

This position is not eligible for visa sponsorship. Candidates must have authorization to work in the U.S. without the need for employer sponsorship now or in the future.We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.