Role: Manager - Sales Ops Lead (US)
Location: United States — Remote (East Coast strongly preferred for India overlap)
Level: Manager | Experience: 8–10 years
Darwinbox is the fastest-growing HR technology platform, designing the future of work by building the world's best HR tech, driven by a fierce focus on employee experience and customer success, and continuous, iterative innovation. We are the preferred choice of 900+ global enterprises to manage their 2.5 million+ employees across 116+ countries.
Darwinbox's new-age HCM suite competes with local as well as global players in the enterprise technology space (such as SAP, Oracle, and Workday). The firm has acquired notable customers ranging from large conglomerates to unicorn start-ups: DP World, Masafi, DIFC, Abu Dhabi Department of Finance, Nivea, Starbucks, Swiggy, DLF, Crisil, CRED, Vedanta, Mahindra, Glenmark, Gokongwei Group, Mitra Adiperkasa, EFS Facilities Management, VNG Corporation, and many more.
Our vision of building a world-class product company from Asia is backed by marquee global investors like Microsoft, Salesforce, Sequoia Capital, and Lightspeed Venture Partners.
About the Role
We're looking for a seasoned Revenue / Sales Operations leader to own the operational engine behind Darwinbox's US go-to-market. This is a business- and strategy-first role. You'll be the trusted operational partner to US sales leadership — translating GTM strategy into pipeline, forecasting, and revenue cadence that scale, and running the analysis that drives the decisions behind them: territory models, quota and capacity planning, commission and productivity analysis.
You'll influence senior stakeholders on where the business should place its bets. This is not a systems-administration role; it's for someone who uses data fluency and process discipline in service of revenue outcomes, and can think like a business partner rather than a report-builder.
Key Responsibilities
- Forecasting & Revenue Cadence: Own the weekly, monthly, and quarterly forecasting and revenue cadence for the US business — deal inspection, stage discipline, and early risk flagging — and partner with sales leaders to surface slippage and course-correct before it hits the number.
- Pipeline & GTM Motion Strategy: Build pipeline coverage models by segment, territory, and sales motion; show where the GTM engine is converting and where it's leaking, and recommend where to invest.
- Territory, Quota & Capacity Planning: Design and run territory models, quota-setting, and headcount/capacity planning that align coverage to the revenue plan.
- Incentive & Commission Analysis: Model commission plans and their impact on seller behavior and cost of sale; partner with Finance on plan design, scenario analysis, and payout accuracy.
- Sales Productivity & Effectiveness: Identify friction in seller workflows, track productivity and ramp, and operationalize sales plays with Enablement to lift seller effectiveness.
- Business Reviews & Insights: Own leadership scorecards and support QBRs, MBRs, and AOP / annual planning with a data-backed narrative that translates into clear actions for sales leadership.
- Deal Desk & Commercial Support: Support complex enterprise deals on pricing, discounting, and approvals in partnership with Finance and Legal; enable scalable deal governance without slowing sales velocity.
- Process & Data Integrity (Partner, not Admin): Keep the CRM a reliable single source of truth for pipeline and reporting by partnering with RevOps systems and enablement teams on process and data quality — you define what “good” looks like; you don't administer the tooling.
- Cross-functional Partnership: Act as the connective tissue across Sales, Finance, Marketing Ops, and Product Ops, and influence senior stakeholders on GTM initiatives — new market entry, product launches, and pricing changes.
Qualifications
- Experience: 8–10 years in Sales Operations / Revenue Operations, ideally in B2B SaaS, including time supporting a US enterprise sales motion.
- GTM & Business Acumen: Deep, first-hand understanding of GTM motions, pipeline management, revenue cadence, and sales productivity — able to operate as a business partner to sales leadership.
- Analytical Horsepower: Fluent in the analysis that drives revenue decisions — territory models, quota and capacity planning, commission analysis, and forecasting — using data in service of business outcomes.
- Stakeholder Influence: Proven ability to influence and earn the trust of senior sales and revenue leaders, and to turn analysis into decisions.
- Tools: Strong command of CRM (Salesforce and/or HubSpot), advanced spreadsheet skills (Excel, Google Sheets), and comfort with BI / reporting tools. Systems fluency is expected; deep systems administration is not the focus of this role.
- Education: Bachelor's degree required; MBA or equivalent a plus.
- Location & Overlap: Remote within the US; East Coast strongly preferred to maximize daily overlap with India-based teams.
Benefits
- Comprehensive benefits package including medical insurance plan, 401(k), and paid time off.
- Flexible work arrangements (remote within the U.S.).
- Professional growth and international career opportunities within a fast-scaling global organization.
Work Authorization
Applicants must be currently authorized to work in the United States.
Equal Opportunity Employer
Darwinbox is proud to be an Equal Employment Opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All qualified applicants will be considered without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, veteran status, or any other legally protected status.
