Sales Operations Manager

🕒 August 4

🇺🇸 United States – Remote

⏰ Full Time

🟡 Mid-level

🟠 Senior

📊 Sales Operations

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Instructure

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

📚 Education

☁️ SaaS

🤝 B2B

💰 Private Equity Round - Instructure on 2024-07

Education • SaaS • B2B

Instructure is an education-technology company that builds cloud-based learning and assessment platforms, best known for Canvas LMS. It provides an integrated ecosystem of SaaS products and services — including learning management, standards-aligned assessment (Mastery), credentialing and records (Parchment), analytics, and tools for K–12, higher education, and business/government training. Instructure focuses on student success, partner integrations, and scalable solutions for institutions and organizations to deliver, assess, and credential learning.

📋 Description

• Own the end-to-end go-to-market lifecycle for pod products, from market sizing and early strategy through launch, field execution, post-launch performance tracking, and handoff to the core business • Shape go-to-market approaches with Pod Founders, marketing, and sales overlay, including ideal-customer definition, pricing and packaging, channel strategy, and competitive positioning • Design coverage models, pipeline processes, forecasting cadences, and rules of engagement for initial seller cohorts • Build and maintain Salesforce and Excel analytics tracking pipeline health, win/loss, attach rates, average contract value, and renewal trends • Lead CRM buildout, playbook documentation, tool configuration, and alignment across enablement, marketing, finance, deal desk, and IT • Define the graduation criteria and integration motion for products moving from pods into the full seller base • Present clear, data-backed narratives in planning forums, business reviews, executive sessions, and annual planning • Establish performance visibility across active pods and drive the go-to-market motion for at least one pod through a checkpoint

🎯 Requirements

• Five or more years in sales operations, revenue operations, or a related go-to-market function • Experience supporting new-product launches or emerging-business initiatives where the playbook did not yet exist • Three or more years of hands-on Salesforce experience building and maintaining reports, dashboards, and data structures • Advanced Excel skills, including building models, running variance analysis, and converting raw data into decision-ready output • Excellent written and verbal communication, including executive-level presentations • Bachelor’s degree is preferred • Ability to operate independently from a blank page and build working operating systems • Ability to structure ambiguous go-to-market problems, develop analytical frameworks, and defend recommendations • High accuracy and ownership of leadership reporting and insights • Ability to influence product, finance, marketing, and sales without direct authority • All employees must pass a background check • Candidates may need to verify legal name, current physical location, valid contact number, and residential address • Must provide accurate personal and professional information; misrepresentation results in disqualification

🏖️ Benefits

• Cash bonus pool tied to portfolio milestones across pods • All full-time employees participate in the ownership program • Flexible work culture • Generous time off, including local holidays and the annual “Dim the Lights” period in late December • Comprehensive wellness programs and mental health support • Learning and development resources • Professional development tools • Tuition reimbursement • Technology and tools needed to do your best work • Motivosity employee recognition program • Culture rooted in inclusivity, support, and meaningful connection