Sales Operations Senior Manager
Baker Tilly.com
133k - 253k USD/year
Office
USA WI Milwaukee, United States
Full Time
Overview
Baker Tilly is a leading advisory, tax and assurance firm, providing clients with a genuine coast-to-coast and global advantage in major regions of the U.S. and in many of the world’s leading financial centers – New York, London, San Francisco, Los Angeles, Chicago and Boston. Baker Tilly Advisory Group, LP and Baker Tilly US, LLP (Baker Tilly) provide professional services through an alternative practice structure in accordance with the AICPA Code of Professional Conduct and applicable laws, regulations and professional standards. Baker Tilly US, LLP is a licensed independent CPA firm that provides attest services to its clients. Baker Tilly Advisory Group, LP and its subsidiary entities provide tax and business advisory services to their clients. Baker Tilly Advisory Group, LP and its subsidiary entities are not licensed CPA firms.
Baker Tilly Advisory Group, LP and Baker Tilly US, LLP, trading as Baker Tilly, are independent members of Baker Tilly International, a worldwide network of independent accounting and business advisory firms in 141 territories, with 43,000 professionals and a combined worldwide revenue of $5.2 billion. Visit bakertilly.com or join the conversation on LinkedIn, Facebook and Instagram.
Please discuss the work location status with your Baker Tilly talent acquisition professional to understand the requirements for an opportunity you are exploring.
Baker Tilly is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability or protected veteran status, gender identity, sexual orientation, or any other legally protected basis, in accordance with applicable federal, state or local law.
Any unsolicited resumes submitted through our website or to Baker Tilly Advisory Group, LP, employee e-mail accounts are considered property of Baker Tilly Advisory Group, LP, and are not subject to payment of agency fees. In order to be an authorized recruitment agency ("search firm") for Baker Tilly Advisory Group, LP, there must be a formal written agreement in place and the agency must be invited, by Baker Tilly's Talent Attraction team, to submit candidates for review via our applicant tracking system.
Job Description:
The Sales Operations Senior Manager is a strategic leader supporting the Professional Sales Organization (PSO). This role leads a high performing team and drives initiatives that enhance sales productivity by identifying and addressing operational gaps. In partnership with the Enterprise Sales Operations Director and PSO leadership, the Senior Manager leads the development and execution of processes and large-scale initiatives across:
- Sales compensation design and administration
- Sales performance management
- Sales analytics & intelligence
- Sales force design & deployment
- Sales process & systems
Responsibilities
Team Leadership & Development
- Lead and develop the PSO Sales Operations team, fostering a high-performance culture and ensuring alignment with firm-wide goals and priorities.
Sales Compensation
- Design and administer compensation plans for new and existing sellers.
- Build and manage scalable compensation models to forecast impact and support onboarding.
- Oversee validation and calculation processes to ensure accuracy and consistency.
- Ensure enough resources are assigned to adequately administer sales compensation programs.
- Work with the appropriate internal partners to establish or modify sales compensation program rules, policies and procedures.
Budget & Expense Management
- Lead various components of the PSO fiscal year budget planning and allocation process across labor, expenses, and incentives.
- Collaborate with finance to forecast against budget on a quarterly or as needed basis.
- Oversee the tracking of actuals monthly, proactively recommending actions needed to stay within budget.
Sales Process & Technology Optimization
- Partner with PSO leadership to identify process improvement opportunities.
- Collaborate with Growth Technology to enhance Salesforce and user knowledge, experience, and overall tool adoption.
- Promote a culture of continuous process improvement.
Sales Integration Execution
- Oversee integration of merged seller teams and ensure successful implementation of PSO sales processes.
- Review legacy incentive plans and payments and model the impact of transitioning to current PSO compensation structures.
Sales Analytics & Tool Development
- Lead collaboration with sales, Data Analytics, and Growth Technology teams to deliver accurate and efficient analytics.
- Develop new tools, systems, and reporting to support PSO operations and sales initiatives.
- Conduct audit of existing tools and guide the design and adoption of improved resources.
Performance Management & Enablement
- Work closely with leadership to define and implement performance measurement and management programs.
- Align reporting, training, and incentive programs with performance priorities to ensure PSO success.
Qualifications
- Bachelor’s degree in Business Management, Finance, or a related field
- 7+ years of experience in Sales Operations or a similar function
- 3+ years of leading high-performing teams
- Deep understanding of incentive compensation design, execution, and the behavioral impact of plan structures
- Strong analytical skills with expertise in performance dashboards, budgeting, and forecasting
- Excellent communication and stakeholder engagement abilities
- Proficiency in CRM systems (Salesforce preferred), business intelligence tools, and sales analytics platforms
- Ability to thrive in a fast-paced, matrixed environment
- Solid knowledge of IT systems and experience in defining business requirements
- Skilled in managing multiple concurrent projects and communicating status to senior executives
- Strategic thinker with creativity and agility to balance hands-on analysis with big-picture planning