Business Operations Manager-PNW

Overview

This role serves as the financial and operational right hand to an Area Vice President and Regional Sales Managers (RSMs). RSMs spend much of their time in the field with customers, while this position owns the tactical, data-driven, financial, and operational work that helps keep the business healthy.

The role collaborates closely with Strategy & Planning and other functional teams to translate established programs, frameworks, and priorities into consistent regional execution. Primary accountability for regional priorities and outcomes remains with the Area Vice President.

Initially, the position supports 2 Regional Sales Managers, scaling up to support up to 10 account teams. It may also support up to 3 P&Ls as the role and program mature.

Responsibilities

• Salesforce Hygiene & Forecast Accuracy: Own the weekly forecast and pipeline-inspection cadence across all supported account teams. Enforce CRM data-entry standards and opportunity hygiene, and hold account managers and RSMs accountable to commit/best-case discipline and forecast variance targets.
• Margin Analysis & Margin Improvement Strategy: Run recurring deal-level and portfolio margin analysis to flag erosion and at-risk accounts. Build and track margin-improvement action plans with account teams, partnering with Pricing, Delivery, and Finance to close leakage.
• Pricing Strategy: Advise account teams on deal structuring, discount governance, and competitive positioning. Manage deal-desk escalations and ensure pricing protects margin without slowing deal velocity.
• Executive Engagement & Event Support: Support established executive engagement and marketing event frameworks for sales area logistics. Manage the executive engagement calendar (EBCs, CABs, and company events), ensuring the right customer and company executives are identified, invited, and tracked. Measure executive coverage across top accounts.
• Compensation Planning: Partner with Sales Compensation, HR, and Finance to design, model, and administer territory and individual comp plans. Own plan documentation, exception approvals, and quarterly true-ups, and ensure incentives stay aligned to account, margin, and growth priorities.
• GP per Head Performance: Track and report gross-profit-per-head by P&L and territory. Identify underperformance and partner with RSMs on remediation and capacity planning.
• GP → SC Performance: Track, analyze, and report gross profit to SC performance across P&Ls. Partner with Regional Finance and the Area Vice President on trends, targets, and corrective actions.
• Expense Management: Own budget tracking and expense governance for supported P&Ls. Review and approve (or challenge) account team spend against policy and ROI, and report variances with a plan to correct them.

Requirements

• 7+ years in sales operations, revenue operations, business/financial operations, or FP&A, ideally within an IT solutions provider, VAR, technology distributor, OEM, or another complex B2B technology sales organization
• Deep, hands-on Salesforce experience (administrator-level fluency strongly preferred; not just end-user proficiency)
• Demonstrated experience building and administering sales compensation plans
• Strong financial acumen, including margin analysis, gross profit, P&L literacy, and expense management
• Advanced Excel and BI-tool skills (Power BI, Tableau, or similar)
• Proven ability to manage multiple stakeholders and shifting priorities across a large, matrixed organization
• Track record of holding senior stakeholders accountable and driving outcomes without relying on direct authority
• Bachelor’s degree in Business, Finance, or a related field, or equivalent experience
• Willingness to travel regularly to account teams, customer sites, and company events

Preferred Qualifications

• Experience at an IT solutions provider, VAR, systems integrator, or technology distributor
• Familiarity with Smartsheet, Lucid, Mural, or similar account-planning and collaboration tools
• Prior experience supporting multiple P&Ls or a matrixed regional sales organization
• Background as a Chief of Staff, Deal Desk lead, or Sales Finance business partner

Compensation & Benefits

Salary range (base pay)

• $120,000 to $140,000 annually

Actual salary is based on factors including shift, location, experience, skill set, performance, licensure and certification, and business needs. Geographic ranges may differ. The role may also be eligible for variable incentive compensation (such as bonuses or commissions), which is not included in base pay.

Benefits (full-time employees)

• Health and Wellbeing: Health, dental, and vision care; onsite health centers; employee assistance program; wellness program
• Financial Benefits: Competitive pay; profit sharing; 401k plan with company matching; life and disability insurance; tuition reimbursement
• Paid Time Off: PTO & holidays; parental leave; sick leave; military leave; bereavement
• Additional Perks: Nursing mothers benefits; voluntary legal; pet insurance; employee discount program

Location

This posting does not specify a location in the provided description.