Sales Play Manager

About this role

Sales Play Manager , Revenue Operations

Location: Remote, United States

About the Role

We are seeking a detail-oriented and proactive Sales Play Manager to join our growing team in a newly created role focused on Sales Plays execution. This position is critical to the success of our go-to-market strategy, partnering closely with GTM leadership, Sales, Marketing, and Field Enablement teams to design, launch, and optimize Sales Plays that drive revenue growth.

As the Sales Play Manager, you will own the end-to-end execution of Sales Plays, from data sourcing and account matching through launch, monitoring, and continuous improvement. This is a highly collaborative, hands-on role requiring strong technical skills in Salesforce, sales cadencing tools, and Excel, combined with excellent communication, problem-solving abilities, and a self-starter mentality. You'll be working in a dynamic, evolving program where adaptability and attention to detail are essential. As a member of our growing Revenue Operations team, there will be opportunities to expand your skills and grow within the organization.

Key Responsibilities

Sales Play Execution & Data Management

• Build and manage target account lists based on propensity-to-buy attributes including industry, annual revenue, customer status, geographic territory, and other segmentation criteria

• Identify existing Leads and Contacts to target within Sales Plays and source additional contacts using tools such as ZoomInfo and Cognism

• Perform advanced data matching to align companies from external sources with existing Salesforce Accounts using data matching methodologies

• Partner with SFDC Administrators to execute bulk uploads of new Accounts, Contacts, and Leads, ensuring data quality, required field population, and adherence to validation rules

• Add prospects to the appropriate sales cadencing tool (High Velocity Sales/Salesforce Sales Engagement, SalesLoft, or Outreach.io) with proper assignee and engagement allocation

• Validate and scrub all data against suppression lists (opt-outs, competitors, do-not-contact) and ensure compliance with data quality standards before loading into Salesforce

Stakeholder Collaboration & Alignment

• Collaborate with GTM Leadership to define Sales Play participants, territory assignments, and ownership structures; facilitate Sales leadership reviews to resolve ownership conflicts and finalize account assignments

• Partner with Marketing and Field Enablement teams to align on lead intake processes, campaign associations, and play timing

• Train GTM teams on leveraging tools involved in Sales Plays, including cadencing platforms, Salesforce reporting, and play-specific processes

• Proactively communicate timelines, dependencies, and resource requirements to stakeholders; drive accountability to ensure plays launch on schedule

Monitoring, Reporting & Continuous Improvement

• Monitor key performance indicators (KPIs) for active Sales Plays, including engagement rates, conversion metrics, pipeline impact, and seller activity

• Build and maintain Salesforce reports and dashboards to track play performance and provide visibility to stakeholders

• Own play performance reporting and share insights with leadership and cross-functional stakeholders based on data analysis, seller feedback, and data quality observations

• Participate in post-play retrospectives to capture lessons learned and drive incremental improvements to the Sales Play process

• Collaborate with Revenue Operations peers to maintain and update Sales Play process documentation, including standard operating procedures, lessons learned, and best practices

Data Governance & Quality Assurance

• Own data quality standards for Sales Plays, ensuring all records meet required field criteria, suppression list validations, and formatting consistency

• Identify and resolve data load errors immediately post-execution; troubleshoot assignment failures, routing errors, and validation rule issues

• Maintain suppression lists and manage data enrichment workflows to ensure compliance and data accuracy across all plays

Qualifications

Required Experience & Skills

• 2-4 years of experience in Revenue Operations, Sales Operations, Marketing Operations, or related GTM operations role; OR experience as a Sales Development Representative (SDR/BDR) with hands-on prospecting, list-building, and cadencing tool experience

• Experience working in mid-sized B2B environments preferred; must be comfortable learning and navigating complex organizational structures, including sales territories, routing logic, and GTM team hierarchies

• Deep knowledge of Salesforce architecture and data model; advanced permissions and data access experience strongly preferred

• Advanced Salesforce reporting skills, including building complex reports and dashboards; familiarity with filters, formulas, and cross-object reporting

• Hands-on experience using sales cadencing tools such as High Velocity Sales (Salesforce Sales Engagement), SalesLoft, or Outreach.io to enroll prospects and manage multi-touch campaigns

• Advanced Excel/Google Sheets skills, including complex formulas (XLOOKUP, VLOOKUP, INDEX/MATCH, CONCATENATE), data manipulation, text-to-columns, pivot tables, and combining large datasets from multiple sources

• Experience using contact sourcing tools such as ZoomInfo, Cognism, LinkedIn Sales Navigator, or similar data enrichment platforms

• Understanding of GTM team structures, sales territories, and ownership models; experience working with or supporting sales teams in a fast-paced environment

• Experience training or enabling sales or operations teams on tools and processes

Key Competencies

• Self-starter with strong ownership mentality and ability to work independently with minimal supervision

• Exceptional attention to detail and commitment to data quality and accuracy

• Strong problem-solving skills and resourcefulness; able to troubleshoot technical i

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