Senior Sales Operations (SalesOps) Manager

Job description

Do you like making it easier for a Sales team to do its best work? Do you enjoy owning the details that keep deals moving, while also spotting where the process could work better? And do you get satisfaction from turning repetitive work into a simpler, smarter way of working? AIHR is looking for a Senior Sales Operations Manager to join our Revenue Operations team. You’ll help support more than €10 million in annual deal value , working closely with Sales leadership while owning the operational processes that move deals from opportunity to collected revenue. About AIHR Founded in 2016 with the mission to future-proof HR, the Academy to Innovate HR (AIHR) has become the world’s market leader in online training for human resources (HR) professionals. We have a global customer base spread across 140+ countries, amongst which companies like Unilever, Reckitt, Goldman Sachs, Philips, Deloitte, Nike, Heineken, and UBS. It is our goal to continuously upskill and empower 1,000,000 HR Professionals. We are an international team of 90+ people, driven by excellence, innovation, and a hunger to grow in everything we do. As such, we strive to provide the world’s best courses and excellent support to our customers while continuously optimizing every aspect of our work. With over 30 nationalities, our team is diverse, yet we all share a few traits: we're friendly, enthusiastic, and great team players. Being a fast-growing company, working at AIHR means taking on a lot of responsibility and getting countless opportunities to develop yourself in new areas and potential to craft your own role. Role and Responsibilities As our Senior Sales Operations Manager, your job is to make it easier for Sales to do great work. This is a hands-on role with a broad view of the commercial journey. You’ll work on how Sales operates, support leadership with better insight, and own processes such as the Deal Desk, vendor registration, invoicing, collections, and order-to-cash. We see those responsibilities as connected. Being close to the day-to-day work gives you the context to see where time is being lost, where a process no longer works, and where the same problem keeps coming back. We want someone who is comfortable doing the work themselves, but who does not simply accept unnecessary manual work because “that’s how we do it.” This role is a combination of keeping things moving today and making sure they work better tomorrow. Your responsibilities include: Improving how Sales works. You use data, feedback, and your understanding of the day-to-day work to identify where things can be better. That could mean redesigning a workflow, improving reporting, clarifying ownership, creating a better operating rhythm, or removing manual steps that no longer add value. Helping Sales leadership improve performance. You look beyond individual requests and help spot patterns across the Sales organization. Where are deals slowing down? What does the data tell us about why? Are we missing information in HubSpot that would help Sales, Marketing, or leadership make better decisions? You turn those observations into practical recommendations and are comfortable challenging existing ways of working when the data points somewhere else. Owning and improving the Deal Desk. When a deal needs something outside the standard process, you help move it forward. This can include approvals, documentation, commercial questions, vendor or supplier registration, procurement portals, questionnaires, and coordination across internal and external stakeholders. You take care of the immediate need, while also looking for patterns that could make the next request simpler. Owning order-to-cash and collections. You take responsibility for turning booked revenue into collected cash. Collections is a meaningful and hands-on part of the role: monitoring outstanding invoices, following up with customers, picking up the phone when that is the best way to resolve an issue, and working with Sales, Finance, procurement teams, and other stakeholders to clear payment blockers. You also look at the process behind the work — reducing overdue balances, improving follow-up, and finding ways to make order-to-cash more effective over time. Working AI-first. You actively use AI and automation where they can make the work more efficient or improve the quality of the outcome. That might mean analyzing patterns in Sales data, speeding up vendor registration, improving a recurring workflow, or removing repetitive administrative work. As part of RevOps, you are expected to try new approaches, keep what works, and share useful ways of working with the wider team. Connecting the dots across teams. Many commercial processes cross Sales, Finance, Customer Experience, Marketing, Operations, and other parts of the business. You help create clarity around ownership, bring the right people together, and make sure decisions turn into action. You’ll work with tools including HubSpot, Gong, Atlassian, QuotaPath, Zapier, Google Workspace , and a growing set of AI tools and internal AI workflows. We do not expect you to arrive as an expert in every system. We do expect you to be comfortable learning how they fit together and questioning whether we are using them in the best way. Success in this role is not simply an empty queue or a dashboard that looks good. It is reliable day-to-day execution combined with steady improvement in how Sales operates. On a typical day On Monday morning, you start by getting a view of the commercial week ahead. You check active deals in HubSpot, outstanding operational requests, the payments inbox, and anything else that needs attention. During the RevOps stand-up with the RevOps team, you talk through priorities. An Account Executive is working on an enterprise opportunity where the customer's procurement team needs AIHR registered as a vendor. Several invoices need follow-up. You have also noticed a group of deals spending longer than expected in one stage of the pipeline. The vendor registration comes first. You use one of our existing AI workflows to help complete the documentation, gather any missing information internally, and get the process moving. While doing that, you notice that part of the information the workflow relies on is out of date. Rather than working around it, you fix the source and make sure the next registration is easier. Later, you turn to the stalled opportunities. You dig into the data, speak with the Sales team, and find that Account Executives are not consistently recording meeting outcomes. That makes it difficult to understand why certain MQLs progress while others do not. The answer may not be “Sales needs to update HubSpot more.” You look at why the information is not being captured in the first place and whether the workflow can be made easier for reps while still giving Marketing and leadership the information they need. You believe it’s easier to change a process than to change human behaviors. After lunch with colleagues in the office, you spend time on collections. Some invoices need a straightforward reminder. Others need more persistence. You follow up with customers, get on the phone where needed, and work through issues involving purchase orders, invoicing details, procurement processes, or internal ownership. This work is part of the role, not something sitting outside it. And because you are doing it yourself, you see first-hand which issues are one-offs and which ones point to something we should fix. On another day, you sit down with Sales leadership to look at commercial performance. You are not there simply to report what happened. You help interpret what is behind the numbers and what we might do differently. You also regularly connect with Neal, Head of CX & Operations , and colleagues across Business Operations. Some weeks you will spend more time on live operational work; other weeks give you more room to improve reporting, build an automation in Zapier, clean up a process in HubSpot, or work on a broader RevOps project. That balance is part of the role. By Friday, a good week means the work got done: customers were followed up, deals moved forward, Sales had the support they needed, and something in the way we operate is now a little clearer or easier than it was before. We offer A high-impact role working closely with Sales leadership and the wider Business Operations organization; The opportunity to own important commercial processes while also improving how our Sales organization works; Managing a growing deal volume of €10M+ per year across the commercial funnel; Competitive, benchmarked compensation; The opportunity to shape your own day-to-day work; Regular growth talks and support to reach your career goals; Flexible working hours & working from home arrangements; A high degree of autonomy in a vibrant, result-driven, inclusive, and international team; Access to AI tools including the latest AI models so you can automate repetitive work and improve how you operate day to day; A beautiful office right across Rotterdam Central Station (Milleniumtower) and a satellite office in Amsterdam; 26 paid holidays per year + 1 extra day for the first 5 years you work at AIHR Exchange any 2 public holiday days for 2 other days of your choice; Work from anywhere policy, where you can work abroad for 20 days in a calendar year; Pension plan; 4 Trust days per year (ad-hoc recovery days to take whenever you're overwhelmed, exhausted, or need to deal with something personal); Access to OpenUp mental health platform; Personal development budget, training, and we pay for the books you read; All public transport expenses covered (NS Business Card); MacBook + all other equipment you need to do your work; Daily lunch prepared by a chef, regular drinks, and fun team activities; Free access to the office gym. Get a taste of the AIHR experience and check out our AIHR Benefits Guide ! Apply for the job Are you excited to become our Senior Sales Operations (SalesOps) Manager? Then we'd love to hear from you! We are looking to hire for this role as soon as we find an eligible candidate. P.S. Research shows that while men apply to jobs when they meet an average of 60% of the criteria, women tend to apply only when they meet 100% of them. So if you think you have what it takes, but don't necessarily meet every single point above, please still apply. We'd love to consider you and see if you could be a great fit. Who you are We are looking for someone who combines strong operational execution with commercial awareness. You are comfortable getting into the details and doing repetitive work when it needs to be done. At the same time, you tend to notice when the same issue keeps appearing and start thinking about how to remove it rather than simply processing it faster. You are likely a strong fit if you: Have solid experience in Sales Operations, Revenue Operations, Commercial Operations, or an end-to-end order-to-cash role within a B2B environment, including hands-on exposure to collections; Understand how B2B Sales processes work and can use data, operational signals, and feedback from Sales to identify where things could improve; Are comfortable owning processes such as the Deal Desk, vendor registration, invoicing, collections, and order-to-cash , even if you have not owned every one of them previously; Are confident working with CRM data, spreadsheets, reporting, and operational tools. Experience with platforms such as HubSpot, Gong, Atlassian, QuotaPath, Zapier, or Google Workspace is useful, but curiosity and the ability to learn matter more than knowing our exact stack; Communicate clearly across Sales, Finance, Operations, Marketing, and leadership, and are comfortable raising a different point of view when you believe there is a better way forward. You do not need to match every point perfectly. What matters most is that you can combine ownership, attention to detail, analytical thinking, and the judgment to know when to execute the process and when to change it.