Manager, Sales Operations - Panopto

Company Overview

At Panopto, we are the most customer-centric learning technology company in the world. As the leader in visual and audio-based learning, we empower organizations to share knowledge effortlessly in a capture and post-capture world. We don’t just build software; we obsess over our users’ goals to deliver solutions that truly matter. Our mission is simple: to attract the brightest talent, people like you, to Elevate the Craft and do the most impactful work of your career.

To enhance our team, we are seeking an experienced Manager, Sales Operations who combines strong people leadership with a passion for operational excellence and continuous improvement. In this role, you will lead the team responsible for supporting our global sales organization throughout the quote-to-close lifecycle, including frontline sales support, deal desk, contracting, and order processing. You’ll play a key role in ensuring efficient day-to-day execution while proactively identifying opportunities to simplify processes, improve the seller experience, and drive scalable operational improvements in partnership with Sales Leadership and cross-functional teams.

Position Summary

In this role, you will have the opportunity to do meaningful work in your career, elevating your craft while contributing to a team that values lifelong learning.

As a Manager, Sales Operations, you will lead, coach, and develop a team responsible for the day-to-day operational support of our sales organization. You'll oversee critical processes spanning sales inquiries, quoting, commercial approvals, contracting, and order processing, ensuring accurate and timely execution while maintaining appropriate commercial controls.

Beyond managing daily operations, you'll serve as a proactive partner to Sales Leadership, Business Systems, Finance, Legal, and Product, identifying operational bottlenecks, evaluating existing workflows, and driving improvements that enable our sales teams to work more effectively. You'll combine a hands-on understanding of sales operations with an analytical, solutions-oriented mindset to help build efficient, scalable processes that support revenue growth.

You will also have opportunities to contribute to other initiatives that directly advance our core values and support you in elevating your craft.

How You’ll Contribute

In this role, you will have the opportunity to…

• Lead, coach, and develop a team of Sales Operations Managers and Specialists responsible for frontline sales support, deal desk, contracting, and order processing. Establish clear expectations, manage workload distribution, and foster a culture of accountability, collaboration, and continuous improvement.
• Oversee daily sales support operations, ensuring timely and effective resolution of sales representative inquiries related to quoting, Salesforce processes, commercial policies, and other operational needs. Establish clear escalation paths and SLAs to ensure consistent, high-quality support.
• Manage deal desk operations and commercial approval workflows, ensuring adherence to established pricing policies, discounting guidelines, and approval matrices.
• Partner with Sales Leadership and senior stakeholders to maintain and refine approval processes that balance deal velocity with appropriate governance.
• Serve as the primary operational escalation point for non-standard commercial terms, discounting approvals, and order processing exceptions, collaborating with Finance, Legal, and Sales leadership.
• Ensure accurate and timely sales order processing, including validation of executed agreements, opportunity, and order data, and required documentation. Partner with Finance and Accounting to support data flow for accurate invoicing, reporting, and downstream financial processes.
• Proactively evaluate sales operations workflows, identify recurring bottlenecks, manual processes and sources of friction, and develop actionable recommendations to improve efficiency, accuracy, and the overall seller experience.
• Establish, track, and maintain operational performance metrics, including request volumes, turnaround times, processing accuracy, and recurring issue trends. Regularly report operational insights, emerging risks, and improvement opportunities to Revenue Operations leadership.
• Identify opportunities to leverage automation, AI, and existing technology capabilities to reduce administrative burden, streamline repetitive tasks, and improve the scalability of sales operations.
• Develop, maintain, and continuously improve standard operating procedures, process documentation, and internal knowledge resources to promote consistency, enable team development, and support efficient onboarding and execution.
• Collaborate with Sales Enablement and Sales Leadership to identify recurring knowledge gaps and opportunities for improved training, communication, or self-service resources that reduce unnecessary operational requests and improve sales team effectiveness.

What Success Looks Like

• Within 3 Months: Build strong relationships with your team, Sales Leadership, and cross-functional partners; develop a thorough understanding of existing quote-to-close processes and operational challenges; establish visibility into team performance and workload; and identify initial opportunities to improve efficiency and the seller experience.
• Within 6 Months: Establish consistent operational performance standards and reporting, implement initial process improvements that address recurring bottlenecks, and strengthen collaboration with Sales Leadership and Business Systems to prioritize and execute workflow enhancements. Demonstrate progress in reducing unnecessary manual effort and improving the consistency and quality of sales support.
• Within 1 Year: Deliver measurable improvements in operational efficiency, processing accuracy, and the seller experience. Establish a proactive, data-informed approach to continuous improvement, with scalable processes, stronger cross-functional workflows, and a team empowered to independently resolve challenges and contribute ideas for improvement.
• Your Legacy: You built a high-performing Sales Operations team that is recognized not only for delivering reliable, responsive support, but for proactively solving problems and making it easier for the business to operate. You’ve developed a team of confident, capable professionals and established a culture where operational challenges become opportunities for meaningful, lasting improvement.

Values in Action

• Customer First, Always: You proactively surface friction points in the customer experience before they are escalated — and propose solutions, not just reports.
• Thrive Together: You share work-in-progress for early feedback, knowing that challenge improves the outcome. You separate critiques of ideas from critiques of people.
• Elevate the Craft: You hold the bar high on your own work and invest in developing those around you. You treat every project as an opportunity to learn something new.
• Act with Ownership: You define success by outcomes, not activity. You flag problems early and bring a proposed path forward, not just the problem.
• Clarity Over Complexity: You default to the simpler solution. Your written communication — internal or external — is direct, specific, and free of filler.

How We Thrive

You’ll join a team that thrives on clarity, ownership, and continuous improvement.

We operate with a bias toward action, balancing strategic thinking with execution, and hold ourselves accountable to outcomes that drive the business forward. Collaboration is at the core of how we work, and we value diverse perspectives that strengthen our collective thinking.

The Foundation for Success

• Education: Bachelor’s degree in Business, Finance, Operations, Information Systems, or a related field; or equivalent practical operational experience.
• Experience: 5+ years of progressive experience within Sales Operations, Revenue Operations, Deal Desk, or Commercial Operations in a B2B SaaS or technology organization, with at least 1–2 years of direct people management or formal team leadership experience.
• Demonstrated success leading operational teams, managing competing priorities, coaching and developing employees, and ensuring accurate, timely execution of critical business processes.
• Proven ability to identify operational inefficiencies, analyze root causes, and implement process improvements that enhance productivity, accuracy, and scalability.
• Strong proficiency in Salesforce CRM, including opportunity management, quoting workflows, approval processes, reporting, and data management. Experience working with CPQ solutions and related sales technologies.
• Strong understanding of the quote-to-close lifecycle, including sales support, commercial approvals, contracting, order processing, and cross-functional handoffs to Finance and Accounting.
• Strong analytical, problem-solving, communication, and stakeholder management skills, with the ability to translate operational challenges into actionable recommendations and collaborate effectively across teams.

What Sets You Apart

• Experience partnering with Business Systems or IT teams to design and implement Salesforce enhancements, workflow automation, or other operational technology improvements.
• Demonstrated success leading cross-functional process improvement initiatives across Marketing, Sales, Finance, Product, Customer Success, and Legal, from identifying opportunities through implementation and measuring outcomes.
• Experience developing operational KPIs, capacity planning models, or dashboards to improve team performance and inform operational decisions.
• Familiarity with AI-enabled productivity tools, ticketing platforms, or business intelligence solutions used to streamline operational workflows.
• Prior success improving or scaling sales operations processes and teams in a growing B2B SaaS organization.

Join Us

Join Panopto and play a key role in building the operational backbone that powers our global sales organization. If you take pride in mentoring early-career talent, streamlining complex sales workflows, removing roadblocks for sales reps, and driving measurable operational efficiency, you will feel right at home here.

Total Rewards

The salary range for this position is $115,000 - $125,000 USD per year. This position is also eligible for a bonus as part of the compensation package.

Base pay offered may vary depending on various factors, including, but not limited to: job-related knowledge, skills, experience, and other eligibility factors such as geographic location. The Total Rewards package includes competitive base pay and an opportunity to enroll in a variety of benefit programs such as health insurance, flexible spending accounts, retirement savings plans, life and disability insurance programs, and programs that provide for both paid and unpaid time away from work. At Panopto, we know that great people make an organization great. We value our people and offer employees benefits that are market competitive for our industry. Learn more about what working at Panopto can mean for you.

At Panopto, our commitment to pay equity and transparency is unwavering. We do not engage in salary negotiations beyond the established range to maintain fairness and prevent potential pay disparities among team members based on negotiation strategies.

Beyond the Requirements

At this point, we hope you're feeling excited about the job description you’re reading. Even if you don't feel that you meet every single requirement, we still encourage you to apply. We're eager to meet people that believe in our mission and can contribute to our team in a variety of ways - not just candidates who check all the boxes. We want people to feel comfortable expressing their true selv