Sales Operations & Growth Manager

Job description

At RES, we’re looking for purpose-driven individuals who are passionate about restoration and sustainability, and who want their work to make a lasting environmental impact. Our team members go above and beyond, bringing initiative, integrity, and a strong work ethic to every project. Collaboration is key—we thrive on teamwork, open communication, and diverse perspectives. In a field that constantly changes, we value those who are resilient, adaptable, and resourceful in the face of challenges. If you're intellectually curious, eager to learn, and ready to help restore ecosystems and protect natural resources, you’ll find your place here. A hands-on, flexible role at the center of the sales organization. This person keeps our sales engine running (CRM, process, forecasting, reporting, training) and also helps drive growth through lead generation, regional support, channel partnerships, and new market development. We need a builder and problem-solver who is comfortable switching between analysis, systems, and working directly with customers and the market, not just a CRM administrator. ## Key Responsibilities **Sales Operations & Enablement** - Own HubSpot process design, data hygiene, and KPI setup; supervise the CRM administrator and set system priorities. - Build and document sales processes (pipeline stages, deal standards, lead scoring/routing) and train the team to use them. - Develop and maintain new-hire onboarding and ongoing sales training (methodology, pitch materials, competencies). - Evaluate and roll out sales tools (e.g., ZoomInfo, Citylitics, AI tools) that make the team more effective, and measure their ROI. **Forecasting, Planning & Reporting** - Partner with Regional Sales Managers and VPs on pipeline reviews, sales forecasts, and forecast updates. - Prepare annual sales attainment plans and support incentive compensation calculations. - Guide the Sales Ops Analyst on weekly/monthly bookings reporting and quarterly board slides. - Maintain the KPI framework and dashboards used by sales leadership. **Lead Generation & Growth Initiatives** - Run lead generation programs and pilots with marketing: sourcing, scoring, handoff, and conversion tracking. - Proactively support the regions with targeted lead lists, account planning, and pipeline-building campaigns. - Support entry into new market verticals: market research, trade shows and conferences, and building early relationships. - Help manage the channel partner program: partner identification, contacts, and performance tracking. **Sales Summit & Continuous Improvement** - Plan and run the annual Sales Summit with the VP of Sales & Marketing: agenda, session content, and logistics. - Run lessons-learned reviews and drive ongoing improvements to sales processes, tools, and effectiveness. **What we are looking for in our next Sales Operations & Growth Manager** - 4–7 years in sales operations, revenue operations, business development, or a related commercial role; B2B services experience preferred. - Experience with forecasting, pipeline management, and incentive/attainment planning. - Has built or delivered training, onboarding, or process documentation. - Self-starter who handles ambiguity well, is curious about new tools (including AI), and communicates clearly with senior leaders. - Some people-leadership experience, or ready to lead a small team. **You will stand out more with these skills:** - Strong working knowledge of HubSpot is a plus; comfortable with dashboards, reporting, and Excel/Tableau. - Comfortable in front of customers and partners, including trade shows, outreach, and building early relationships. Virginia Pay Range (Salary) $126,000—$155,000 USD Please note that the “Day in the Life” section is not intended to be an exhaustive list of job duties, but rather a representative snapshot of typical responsibilities and work experiences at RES. RES is an Equal Opportunity Employer and a VEVRAA Federal Contractor. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, or any other characteristic protected by law.