As a Sales Operations Manager on our B2B Strategy & Ops team, you'll be the connective tissue between our systems, data, and sales execution. You'll own Salesforce as a core platform, but your scope goes beyond systems administration. You'll drive the end-to-end sales operations motion, from pipeline design and performance tracking to comp planning and cross-functional alignment ensuring our sales teams have the structure, tools, and insights needed to consistently hit targets. You'll also play a key role in our supply acquisition engine, optimizing the processes and incentives that help our inside and field sales teams bring bookable supply online. By combining systems expertise with operational leadership, you'll make sure the supply acquisition motion runs predictably and scales effectively across markets. This role reports directly to the Head of Sales Operations and Sales, giving you visibility and influence across the broader commercial organization.
What You'll Do
* Own and manage Salesforce as the daily operating system for account management and supply acquisition teams, maintaining workflows, data integrity, and reporting structures.
* Design and maintain dashboards that track supply acquisition performance, pipeline pacing, enabling fast, data-informed decisions across Sales and B2B Leadership.
* Analyze sales and acquisition data to spot gaps, trends, or inefficiencies, and translate those insights into process changes, new tooling, or market-level adjustments.
* Drive comp planning and incentives in partnership with Sales leadership, modeling, testing, and optimizing structures that reward the right behaviors and accelerate growth.
* Prepare and deliver materials for QBRs, performance reviews, and executive-level reporting, turning complex data into clear, actionable recommendations.
* Act as a hands‑on resource to supply acquisition and account teams – offering real-time troubleshooting, systems coaching, and documentation that sharpens day‑to‑day execution.
Qualifications
* 6+ years in Sales Operations, BizOps, or Strategy, with experience in B2B marketplaces and/or travel.
* Deep, hands‑on Salesforce experience – including reporting, object/field management, workflow configuration, and coordination with R&D.
* Proficiency in SQL and Excel and comfortable building dashboards, running scenario models, and supporting ad‑hoc analysis for operational decision‑making.
* A structured thinker with a consultant's approach to problem‑solving, skilled at breaking down complexity, prioritizing solutions, and aligning stakeholders.
* Track record of leading operational initiatives across Sales, Product, Marketing, or Finance, with measurable impact on sales execution.
* Strong communicator and collaborator, able to rally cross‑functional teams, navigate ambiguity, and deliver actionable outcomes.
* Proven experience with compensation planning and quota/target setting – able to design and model incentive structures that drive performance.
Viator, a Tripadvisor company, is the leading marketplace for travel experiences. We're on a mission to bring more wonder to the world, and we believe that making memories is what travel is all about. And with 300,000+ travel experiences to explore – everything from cultural tours to extreme adventures (and all the niche, interesting and fun stuff in between) – making memories that will last a lifetime has never been easier. Viator. One app, 300,000+ travel experiences you'll remember.
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