Job Title: Sales Operations Manager Department: Sales & Business Development Reports To: Chief Executive Officer Direct Reports: Sales Coordinators and Sales Admin Location: Boca Raton, FL (fully in office) FLSA Status: Exempt SUMMARY: The Sales Operations Manager builds and runs the system that holds BlueTeam's sales organization accountable. Reporting directly to the CEO, this person designs the KPIs, scorecards, reporting, and meeting cadences that show how every member of the sales team is performing, and then uses that system to drive results. This role manages BlueTeam's two Sales Coordinators and the Sales Admin, and holds the sales team accountable for hitting their KPIs on behalf of the CEO. The ideal candidate has built sales accountability infrastructure before, is an expert in Pipedrive or HubSpot, and understands how sales works in the restoration, construction, or roofing industry. OUR ENVIRONMENT AND HOW SUCCESS IS DEFINED BlueTeam is a national commercial restoration, construction, and roofing company. We sell to large commercial clients who own or manage portfolios of properties across the country, and the heart of our business is the national account relationship. Our growth does not come from chasing jobs property by property. It comes from building into these accounts: mapping a client's organization, reaching the decision makers who control the full portfolio, signing and expanding master service agreements, and steadily growing our share of a client's properties across our full range of restoration, roofing, and reconstruction services. Because our work is event-driven, a single storm can put many of a client's locations in play at once, and it is the strength of the national account relationship, not a local route, that lets us mobilize across that footprint instead of competing for one building at a time. Success in this role is defined by whether that penetration grows. The right person expands the share of a portfolio client's properties we serve, deepens decision-maker coverage inside each account, drives MSA expansion, and increases cross-service adoption across a client's footprint. This is an account-building and portfolio-penetration motion, not a territory or route-based one. You will recognize this environment if you have built or grown national or enterprise multi-site accounts, carried a portfolio-expansion number, and think in client org charts rather than individual addresses. If your background is single-territory, transactional, property-by-property selling, this will be a difficult fit, and we would rather both know that now. ESSENTIAL DUTIES AND RESPONSIBILITIES: - Build BlueTeam's sales accountability framework from the ground up, including KPIs, targets, scorecards, dashboards, and review cadences for every role on the sales team
- Define activity, deal, account coverage, and revenue KPIs that reflect how BlueTeam wins large commercial portfolio clients, and set targets with the CEO
- Establish clear standards for what good performance looks like in each role, and document them so expectations are consistent and measurable
- Continuously review and refine KPIs as the business, territories, and sales strategy evolve
- Lead the weekly sales meeting, using individual and team scorecards to review results, gaps, and commitments
- Hold regular one-on-one performance reviews with each member of the sales team against their KPIs
- Hold the Vice Presidents of Business Development accountable for hitting their KPIs, surfacing gaps early and escalating to the CEO when needed
- Partner with Human Resources on performance improvement plans when team members consistently miss targets
- Give the CEO clear, timely visibility into team and individual performance at all times
- Serve as the business owner of BlueTeam's CRM (Pipedrive), including deal stages, activity types, required fields, and automations
- Set data standards and ensure every team member logs activities, contacts, and deals completely and on time
- Run regular CRM audits to find stale deals, missing next steps, and gaps in decision maker coverage
- Drive adoption of the CRM across the sales team and train team members on best practices
- Partner with the data analyst to design and specify the sales dashboards covering activity, deal progression, account coverage, and revenue by vertical, leaving the Power BI build to the analyst, and produce supporting analyses directly in Excel
- Deliver weekly and monthly performance reports to the CEO, with insights and recommended actions rather than data alone
- Own the sales forecast, track forecast accuracy, and identify risks and opportunities before they affect results
- Directly manage, coach, and develop the two Sales Coordinators and the Sales Admin
- Oversee the coordinators' work, including national account organizational mapping, P1 and P2 contact targeting, VP meeting and event scheduling, client onboarding, MSAs and DocuSign, and CRM accuracy, and set the standards that work is measured against
- Balance workloads and priorities across the team so the VPs and the CEO are consistently supported
- Align KPIs and scorecards with the BlueTeam Sales Incentive Plan so that what is measured is what is rewarded
- Partner with the CEO, Finance, and Human Resources on incentive calculations, tracking, and reporting
- Recommend changes to incentive structures based on performance data
- Document and standardize BlueTeam's sales process, from prospecting and discovery through MSA signing and client onboarding, in alignment with the Sales Training Manual
- Partner with Human Resources on onboarding and training new sales team members
- Identify process bottlenecks and implement improvements that increase sales productivity
SUPERVISORY RESPONSIBILITIES: WHAT THIS ROLE IS AND IS NOT: This is not a reporting or administrative role. The Sales Operations Manager is a builder and a leader: someone who designs the accountability system, owns the numbers, and has the confidence to hold senior sales leaders to their commitments on behalf of the CEO. The right person combines strong analytical skills with the leadership presence to turn data into action. QUALIFICATIONS: EDUCATION and/or EXPERIENCE: - Bachelor's degree in business, marketing, finance, or a related field required
- 7+ years of experience in sales operations, revenue operations, or sales management, including 3+ years managing people
- Required: experience in the restoration, construction, or roofing industry
- Required: proven experience building into national accounts, including mapping client organizations, reaching the decision makers who control multi-site portfolios, and expanding MSAs and share of properties served
- Proven experience building KPI frameworks, scorecards, and sales accountability systems from scratch
- Advanced, administrator-level experience with Pipedrive or HubSpot
- Experience reporting directly to a CEO or senior executive
Knowledge, Skills & Abilities - Expert in Excel and strong with data; able to analyze large data sets and translate them into clear reporting, and to define dashboard requirements and partner with the data analyst on report builds (hands-on Power BI development is not required)
- Confident leader who can hold senior sales leaders accountable while keeping strong working relationships
- Strong understanding of commercial sales cycles, MSAs, and multi-site portfolio clients
- Clear, direct communicator in writing and in person, including presenting results to executives
- Highly organized and detail-oriented, with high standards for data accuracy and follow-through
- Comfortable in a fast-moving, entrepreneurial, founder-led environment
OPERATIONAL MILESTONES: - KPI Framework in Place: A complete set of KPIs, targets, and scorecards is live for every sales role within the first 90 days
- Team Performance: The sales team consistently meets or exceeds its activity, deal, and revenue targets
- VP Accountability: VP performance against KPIs is visible, reviewed weekly, and gaps are addressed quickly
- CRM Health: Pipedrive data is accurate, complete, and current, with no stale deals or missing next steps
- Forecast Accuracy: Monthly and quarterly forecasts are reliable and improve over time
- Team Development: The coordinators and Sales Admin are meeting their own performance standards and growing in their roles
TRAVEL: Moderate travel, approximately 15 to 30 percent, for VP field visits, client meetings, trade shows, and industry events. PHYSICAL DEMANDS: - Ability to work in an office environment, sitting at a desk for extended periods of time
- Ability to lift and carry office materials and sales supplies (up to 25 pounds)
- Occasionally required to attend events or meetings outside of regular office hours
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