This role requires someone who is equally comfortable operating strategically with senior leadership and rolling up their sleeves to solve complex operational problems
5+ years of experience in Sales Operations, Revenue Operations, Strategy & Operations, Business Analytics, or related functions within a SaaS or high-growth technology environment
Strong analytical and problem-solving capabilities with advanced experience in Salesforce, Excel/Google Sheets, Tableau, etc., and data platforms such as Snowflake
Proven experience translating complex data into executive-ready insights and strategic recommendations that influence business decisions
Deep understanding of sales forecasting, territory planning, pipeline management, capacity modeling, quota deployment, and go-to-market operations
Strong executive presence with the ability to communicate effectively and build credibility with senior leaders and cross‑functional stakeholders
Demonstrated ability to manage ambiguity, prioritize effectively, and execute against multiple concurrent projects with tight timelines
Experience driving operational process improvements, systems optimization, and scalable reporting frameworks
Strong business acumen with the ability to connect operational metrics to broader company strategy and revenue outcomes
Excellent written and verbal communication skills with exceptional attention to detail and organizational discipline
Self‑starter mentality with a proactive, adaptable approach and a track record of thriving in dynamic, high‑growth environments
Ability to balance strategic thinking with hands‑on execution and operational rigor
What the job involves
Instructure is seeking a strategic, highly analytical, and execution‑oriented Senior Revenue Operations Manager (Sales Operations) to support and accelerate growth across our International and Channel business
This is a highly visible role that sits at the center of Sales, Finance, Marketing, Customer Success, and Executive Leadership, helping shape go‑to‑market strategy and operational execution across multiple regions and business units
As a trusted business partner to sales leadership, you will lead forecasting, territory and capacity planning, performance analysis, pipeline strategy, and operational cadences that drive predictable revenue growth
You will play a critical role in turning data into actionable insights, identifying growth opportunities, optimizing resource allocation, and improving overall sales productivity and efficiency
Own and drive sales forecasting, pipeline management, bookings analysis, and performance measurement processes across International regions to ensure alignment against revenue targets and strategic objectives
Partner directly with regional sales leadership to develop and execute growth strategies, optimize territory coverage, improve pipeline generation, and increase sales productivity
Lead strategic planning initiatives including territory segmentation, quota setting, capacity modeling, whitespace analysis, and coverage optimization to support scalable growth
Analyze sales performance trends, pipeline health, conversion metrics, seasonality, and customer behavior to identify risks, opportunities, and actionable recommendations
Develop executive‑level reporting, dashboards, and presentations for senior leadership, QBRs, forecasting reviews, and board‑level discussions
Build data‑driven models and business cases using Salesforce, Snowflake, Tableau, Excel, and other data sources to inform operational and strategic decisions
Identify process gaps and drive automation and operational improvements that increase reporting accuracy, forecasting predictability, and organizational efficiency
Partner cross‑functionally with Finance, Marketing, Customer Success, Deal Desk, and other GTM teams to ensure alignment across planning, reporting, and execution
Evaluate sales motions, customer journey metrics, and funnel performance to improve pipeline velocity, conversion, retention, and expansion opportunities
Support and influence compensation planning, incentive alignment, and operational governance initiatives that reinforce company objectives and sales behaviors
Operate as a trusted advisor and thought partner to leadership by bringing clarity, structure, and actionable insights to complex business challenges
Manage multiple high‑priority initiatives simultaneously in a fast‑paced, evolving environment while maintaining strong attention to detail and execution quality
