Highway · 1 hour ago
Sales Operations Manager
Dallas, TX
Full-time
Onsite
Mid, Senior Level
3+ years expHighway is the fastest-growing freight tech provider in North America, focusing on solving critical issues in the freight brokerage industry. They are seeking a strategic and analytical Sales Operations Manager to optimize sales processes, improve forecasting accuracy, and facilitate data-driven decision-making within the sales and customer success teams.
Information TechnologyOnline PortalsSoftware
Responsibilities
Build and maintain role-based sales dashboards and reports tracking pipeline health, deal velocity, quota attainment, conversion rates, and rep performance
Support sales forecast accuracy through historical analysis, pipeline coverage modeling, and predictive analytics
Conduct win/loss analysis, conversion rate tracking, and sales cycle analysis to identify trends and improvement opportunities
Provide ad-hoc analytical support to sales leadership for strategic decision-making, territory reviews, and performance evaluations
Partner with Marketing Operations to document, implement and monitor defined lead definitions (MQL, SQL), SLAs, handoff processes, and attribution methodology; surfacing gaps and recommendations to Sales and Marketing Leadership
Collaborate with Customer Success on various initiatives, retention campaigns, and expansion plays
Work closely with Learning & Development to identify training needs, measure training effectiveness, and ensure reps have the tools and knowledge to execute
Participate in Revenue Operations initiatives to ensure unified go-to-market alignment across business units
Serve as liaison between Sales and Business Systems for system enhancements, data requests and requirements gathering including the translation of business problems and needs into solutions
Operationalize and scale standardized sales processes through clear stage definitions, exit criteria, and SLAs across business units
Establish and enforce data governance policies to maintain CRM data integrity and pipeline hygiene across multiple business units
Partner with Sales Leadership to operationalize sales methodologies (MEDDIC, Challenger, Sandler) through CRM processes, business systems and process playbooks
Track key sales metrics (new bookings, ASP , sales cycle length, win rates) and surface insights that enable BU Sales Leaders to coach and drive accountability
Ensure data flows cleanly across systems through proper configuration, validation rules, and enrichment protocols
Design and maintain integrations between CRM, ChurnZero, marketing automation, and reporting platforms to eliminate data silos (in collaboration with the Business Systems Administrator)
Evaluate, recommend, and implement sales operations tools (automation, intelligence, forecasting, analytics platforms)
Build data pipelines that consolidate sales, customer success, finance, and marketing data into centralized reporting infrastructure
Collaborate with FP&A on integrated revenue planning, aligning sales forecasts with financial projections and budget assumptions
Analyze revenue drivers (new business, expansion, churn, pricing) to identify trends, risks, and opportunities
Support design and optimization of quota structures, compensation plans, and incentive programs
Conduct monthly and quarterly variance analysis comparing actual results to plan, identifying root causes and recommending corrective actions
Qualification
Required
Bachelor's degree in Business Administration, Finance, Information Systems, or related field
3-5+ years of experience in Sales Operations, Revenue Operations, or similar role at a B2B SaaS company
Proven experience in sales forecasting, territory planning, and quota management at a growing company (ideally $20M-$100M+ ARR stage)
Demonstrated success implementing sales processes and systems at scale across multiple teams or business units
Advanced proficiency with CRM platforms (Salesforce or HubSpot), including system administration, workflow automation, and custom object configuration
Strong Excel/Google Sheets proficiency (pivot tables, VLOOKUP, data modeling, statistical analysis)
Preferred
Experience with data visualization and BI tools preferred (Tableau, Looker, Power BI, or similar)
Familiarity with customer success platforms (ChurnZero, Gainsight, Totango) and renewal forecasting methodologies
Company
Highway
Highway offers software to verify freight carriers, reduce fraud, and optimize digital bookings in logistics.
51-200 employees
Funding
Current Stage
Growth StageTotal Funding
unknownKey Investors
FTV Capital
2025-08-20Private Equity
Leadership Team
Jordan Graft
Founder & CEO
Recent News
2025-12-16
Company data provided by crunchbase