Hiring for Sales Ops in 2024? Here Are the 5 Must-Have Job Descriptions
As we look ahead to 2024, one thing is clear: sales operations will be more critical than ever in driving revenue growth and sales effectiveness. According to a recent survey by ZoomInfo, 88% of B2B companies plan to increase their investment in sales operations over the next 12 months, with headcount growth as the number one priority.
If you want to stay competitive and hit your increasingly ambitious revenue targets, you need a world-class sales operations team with the right mix of strategic, analytical, and executional talent. But with so many different roles and responsibilities falling under the sales ops umbrella, where do you begin?
As a sales operations leader who has built multiple high-performing teams from the ground up, I‘m here to break down the five essential sales ops roles you need to hire for in 2024, complete with detailed job descriptions, key qualifications, and compensation benchmarks. Let‘s dive in.
1. Sales Operations Administrator
The sales operations administrator is the backbone of your sales ops function, ensuring that all the day-to-day processes, systems, and programs are running smoothly. This is an ideal role for an early-career candidate who is highly organized, detail-oriented, and eager to learn the ins and outs of sales operations.
Key Responsibilities
- Serve as primary administrator for the sales team‘s CRM system (Salesforce, HubSpot, etc.), including user setup, data quality management, and troubleshooting
- Project manage the implementation and rollout of new tools and processes, such as a sales engagement platform or predictive analytics solution
- Coordinate and deliver training for sales reps on key systems, methodologies, and best practices
- Assist with planning and logistics for sales team meetings, off-sites, and other events
- Prepare weekly/monthly reports on key sales metrics and KPIs for leadership
Must-Have Qualifications
- 1-3 years of experience in sales operations, sales enablement, or a related field
- Deep proficiency with CRM and other sales tech systems
- Strong project management and organizational skills
- Excellent written and verbal communication abilities
- Positive attitude and ability to thrive in a fast-paced, ever-changing environment
According to Glassdoor, the average base pay for sales operations administrators in the US is $65,368 as of 2024. Highly qualified candidates in competitive markets can expect total compensation up to $80K or more.
2. Sales Operations Analyst
If your sales leaders often find themselves asking questions like "Why did we miss our forecast last quarter?" or "Which lead sources generate the largest deals?", it‘s time to invest in a sales operations analyst. This role is all about transforming raw sales data into actionable insights that help optimize performance.
Key Responsibilities
- Analyze sales performance data across the funnel to identify trends, risks, and opportunities
- Build and maintain core sales dashboards and reports in CRM or BI tools
- Partner with sales and finance to develop bottoms-up sales forecasts by rep, region, product line, etc.
- Conduct ad hoc analyses to assess the ROI of specific programs or initiatives (e.g. impact of a new sales methodology on win rates)
- Help design and administer sales incentive compensation plans that drive desired behaviors
Must-Have Qualifications
- 3-5 years of experience in sales operations, sales analytics, FP&A, or a similar function
- Advanced proficiency with Excel and data visualization tools (Tableau, Looker, Power BI)
- Experience with statistical analysis and modeling techniques
- Strong business acumen and ability to translate data into recommendations
- Excellent stakeholder management and collaboration skills
Compensation for sales operations analysts varies based on location and industry, but the median base salary in the US is $88,000 as of 2024 according to Payscale. Top performers can earn total compensation of $110K+, often with bonus tied to sales performance.
3. Sales Operations Manager
As your sales organization scales, you‘ll eventually need a sales operations manager to oversee the team‘s performance and strategic direction. This role typically reports to a director or VP of sales operations and manages a small team of admins and analysts.
Key Responsibilities
- Develop and execute quarterly and annual operating plans for the sales ops team
- Oversee the administration of sales tech stack and identify opportunities for optimization
- Define and track KPIs for the sales organization, partnering with leadership to set targets
- Lead cross-functional initiatives to improve sales productivity (e.g. implementing a new lead scoring model)
- Manage relationships with key vendors (e.g. CRM provider) and monitor ROI
Must-Have Qualifications
- 5-7+ years of sales operations experience, with at least 2 years in a people management role
- Proven track record of building and leading high-performing teams
- Deep expertise in sales forecasting, planning, and analytics
- Experience managing large-scale projects and change management initiatives
- Executive presence and ability to influence senior stakeholders
According to OpenComp, the median base salary for sales operations managers in the US is $125,000 as of 2024, with total compensation often exceeding $160,000 at high-growth companies.
4. Sales Enablement Manager
While some companies lump sales enablement under the broader sales operations umbrella, it‘s increasingly common to have a dedicated enablement function. The sales enablement manager is responsible for onboarding, training, and equipping reps with the knowledge and resources they need to succeed.
Key Responsibilities
- Design and deliver comprehensive onboarding programs for new sales hires
- Create and maintain a library of sales collateral, including decks, case studies, and email templates
- Develop and facilitate ongoing training on product, industry, and sales skills
- Assist with the rollout and adoption of new sales methodologies (e.g. MEDDPICC)
- Analyze sales performance data to identify skill gaps and training opportunities
Must-Have Qualifications
- 4-6 years of experience in sales enablement, sales training, or a similar role
- Expertise in instructional design and adult learning principles
- Excellent communication and presentation skills
- Ability to collaborate cross-functionally with marketing, product, and customer success teams
- Proficiency with learning management systems and sales content management tools
According to data from Glassdoor, the average base pay for sales enablement managers in the US is $115,565 as of 2024, with total compensation reaching $150K+ for top candidates.
5. Sales Operations Director
For larger sales organizations with 100+ reps, a director of sales operations is essential for driving alignment, efficiency, and strategic direction across the function. This role typically reports to a VP of Sales or Chief Revenue Officer and manages managers of sales ops, analytics, enablement, and more.
Key Responsibilities
- Develop and execute the overall strategy and vision for sales operations
- Build and manage an effective sales ops organization structure and headcount plan
- Oversee the annual sales planning process, including territory design, quota setting, and capacity planning
- Design and optimize the sales process and lead management framework
- Serve as the liaison between sales and other key functions like marketing, finance, and customer success
Must-Have Qualifications
- 10+ years of sales operations experience, with at least 5 years in a leadership role
- Proven track record of scaling sales ops in a high-growth environment
- Deep expertise in sales strategy, planning, and revenue operations
- Exceptional communication and executive presence
- Strategic mindset and ability to navigate complex organizational dynamics
According to OpenComp, the median base salary for sales operations directors in the US is $172,500 as of 2024, with total compensation often exceeding $250K at the director level.
Putting the Pieces Together
Now that you have a comprehensive understanding of the key sales ops roles you need to hire for, it‘s time to put the pieces together into a high-performing team. The exact structure and headcount will vary based on your company‘s size, industry, and growth stage, but here‘s a sample org chart for a sales ops team supporting a 200-person sales organization:
| Role | Headcount |
|---|---|
| Director of Sales Ops | 1 |
| Sales Ops Manager | 2 |
| Sales Enablement Manager | 1 |
| Sales Ops Analyst | 3 |
| Sales Ops Administrator | 2 |
Of course, org design is just the beginning. To truly unlock the potential of your sales ops team, you need to provide them with the right tools, processes, and executive support to succeed. That means investing in a robust sales tech stack, defining clear metrics and KPIs, and fostering a culture of continuous improvement.
The Future of Sales Operations
As I look ahead to the next few years, I believe the role of sales operations will only continue to grow in importance and scope. With the rise of AI and machine learning, sales ops teams will increasingly be tasked with leveraging advanced analytics to drive real-time decision making and personalized sales strategies. We‘ll also see a greater emphasis on revenue operations (RevOps), with sales ops leaders partnering closely with their counterparts in marketing and customer success to drive end-to-end optimization.
To stay ahead of the curve, my advice is to prioritize hiring for the roles and skills that will be most critical in the years ahead: data science, process optimization, change management, and cross-functional collaboration. By building a forward-thinking sales ops organization today, you‘ll be well-positioned to drive exponential revenue growth in 2024 and beyond.
5 Action Steps for Sales Leaders
- Audit your current sales ops team structure and identify gaps in key roles or skillsets
- Develop compelling job descriptions for priority hires using the templates and insights above
- Invest in the tools and systems your sales ops team needs to be successful (e.g. sales planning software, data visualization tools)
- Set clear goals and KPIs for your sales ops function, with a focus on leading indicators like rep productivity and pipeline quality
- Foster a culture of experimentation and continuous improvement, empowering your sales ops team to test new strategies and tactics
With the right people, processes, and mindset in place, sales operations can be a true force multiplier for your revenue engine. So what are you waiting for? It‘s time to build the sales ops team of your dreams and make 2024 your best year yet.
