Sales Operations Manager

Job description

# **About Allocate** Allocate is building the operating system for private markets — wealth advisors and their clients use the platform to access, transact in, and manage private market investments. The platform supports 350+ advisory firms and 1,500+ GP relationships, with $ 5B+ in assets on the platform. # **About The Role** As the Relationship Management organization scales into two distinct motions — Capital Formation & Wealth Advisory Solutions— Allocate needs a single owner for the operating rigor that keeps both motions accountable, forecastable, and clean. This role is the CRO's right hand on data and process: you build the systems that turn activity into a trustworthy number. # **What You’ll Own** ## **Pipeline Tracking & Forecasting** - Define and maintain pipeline stage gates for each sales and product motion (advisory vs. structured enterprise pursuit), including renewals and expansion - Track pipeline creation, velocity, and conversion by stage, rep, and surface area; flag stalled or at-risk opportunities before they become forecast misses - Build and run forecasting by product/motion (Capital Formation & Advisory vs. Platform Sales), rolling up to a company forecast and ARR goals - Own forecast cadence and accuracy tracking against actuals — the source of truth the CRO and board rely on ## **Activity & Meeting Reporting** - Report call and meeting volume/quality by rep and by team - Surface leading-indicator activity metrics to the CRO, CXO, and CEO ahead of pipeline reviews ## **Territory & Coverage Reporting** - Build territory/account coverage reports across GPs, family offices, and advisors (Capital Formation) and enterprise buying groups (RIAs) - Partner with the CRO on account ownership assignment and overlap resolution, ensuring single ownership across existing and greenfield accounts - Provide white-glove client experience and business continuity support for RM changes by aligning Associate Relationship Managers with each account - Support Relationship Managers with strategic list pulls and targeting for marketing events and campaigns **Aging & Hygiene** - Run aging reports on open opportunities, stalled deals, active onboarding, and overdue next steps - Maintain Salesforce hygiene: data completeness, required-field enforcement, lead dedup across both teams, and ownership-field accuracy ## **Revenue Operating System** - Help redefine the RM process end-to-end: stage definitions, exit criteria, and instrumented funnel metrics - Drive action items from the biweekly cross-team pipeline review cadence - Partner with Finance on revenue recognition inputs and unit economics data & prepare board- and investor-ready reports for the CEO # **What Success Looks Like** - Forecast accuracy improves quarter over quarter, by product/motion and in aggregate - CRM data is clean by default, no manual scrubbing before a board meeting - Pipeline reviews run on real, current data with zero “let me check and get back to you” - Account ownership is unambiguous - RMs spend less time on reporting, more time selling. This role absorbs that overhead. # **Who You Are** - 5+ years in sales ops / revenue ops, ideally in a company running multiple distinct sales motions - Deep Salesforce fluency. Not just reports and dashboards but using it to create real operational leverage - Comfortable being the source of truth on numbers that go to the CEO and board - Detail-oriented on hygiene, but able to zoom out to forecasting and process design - Experience in fintech, wealth management, or private markets is a plus, not a requirement # **Essential Values & Culture** - **Providing our clients with a world-class experience is our number one priority.** We obsessively search for ways to improve the experience for our clients and partners. This requires extraordinary response times, proactivity, and ensuring that everything we do — from product strategy to offline communications — reflects a top-tier client experience. - **Challenge convention:** Instead of detailing all the reasons why an idea may not work, we constantly question things to determine how a viable idea may be put into motion. - **Commitment to continuous improvement:** We find ways to personally scale each day by pushing ourselves up the learning curve. - **Meritocracy, not politics:** We place the utmost value on results and rewards through merit, not reward actions driven by political agendas or behavior. - **Civil Discourse is embraced:** We believe open, intellectually curious conversations are required to consistently arrive at the best decisions. Respect is paramount in our dealings with one another, but our mission is always to get the right answer collectively, not to be right. - **Embrace technological change:** We adopt tools and techniques that make us faster, smarter, and better. We stay open to innovation, especially around AI and automation, and drop outdated methods without hesitation. This includes actively integrating AI-assisted tools into your daily workflow and staying current as the landscape evolves. Complacency kills progress — we value adaptability and curiosity. # **Additional Details** - Fully Hybrid Position - Travel may be required for company offsites - Broadband internet connection required - Location: All I-9 eligible candidates will be considered - Salary: $150,000+ base, with bonus and equity eligibility - Benefits: Medical, dental, and vision; 401(k); and responsible vacation time (PTO) - Employment: Full-time *The base pay offered will be determined based on the candidate's experience, location, skills, training, certifications, education, internal equity, and market data. Total compensation may also include a discretionary performance-based bonus. We do not anticipate that candidates hired will begin at the top of the range, though this may occur on a case-by-case basis.*