Global Sales Operations Program Manager

Revenue Excellence (Primary)

Owns global revenue integrity for Elevate, ensuring revenue is recognized and attributed to the correct segment, account, and seller.

• Drives proactive revenue sweeps and forensics to identify, correct, and prevent misattributed or at-risk revenue across the Education and Nonprofit segments.

• Owns Manual Revenue Adjustment (MRA) governance, routing, and resolution, ensuring adjustments are accurate, well-documented, and policy-compliant.

• Manages GSOC escalations and routing, serving as the global point of orchestration for complex revenue, allocation, and parenting cases.

• Oversees allocation and dispute resolution, including escalations and stakeholder communications, to protect seller trust and reporting accuracy.

• Establishes the controls, audits, and cadences that sustain revenue accuracy and operational compliance throughout the fiscal year.

• Determines quota shift calculations for segmentation and parenting changes in partnership with GSOC, ensuring downstream quota and coverage impacts are understood and planned.

Future-Year Segmentation Strategy (Primary)

Owns the fiscal-year segmentation strategy for Elevate, translating business priorities and company policy into a coherent, executable coverage model.

• Defines the future-year segmentation and parenting strategy in alignment with leadership team (LT) priorities, business goals, and company policy.

• Drives LT communication and alignment on segmentation strategy, trade-offs, risks, and recommendations.

• Owns and implements the in-year parenting change process end to end - capturing proposed changes from sellers; reviewing, validating, and approving proposals; proposing, validating, and approving cross-org parenting changes between MCAPS and Elevate in partnership with MCAPS and Area BSO teams; and partnering with DMS to leverage their tools and resources for proactive parenting recommendations and data quality clean-up Partners with the broader Business Sales Operations (BSO) and planning community to land segmentation as part of the integrated FY planning process (segmentation, territory, quota, account planning, and blueprint).

• Assesses the downstream quota, blueprint, and coverage impacts of proposed segmentation changes so they are understood.

In-Year Segmentation & Parenting Execution (Primary)

Governs the global in-year segmentation and parenting process - an ongoing, year-round motion - setting standards and overseeing vendor execution to clean closure.

• Owns alignment to the global business rules, quality bar, and SLAs for in-year segmentation and parenting requests across the Americas, EMEA, and Asia. Reviews and confirms GSOC-calculated quota shifts for in-year segmentation and parenting changes, safeguarding accurate movement of quota and attainment with each account

• Tracks in-year requests that fall outside current policy and therefore cannot be executed in-year, ensuring they are validated, documented, and carried forward for execution during the fiscal planning process.

• Holds approval and decision authority on segmentation and parenting outcomes, with vendor partners preparing and driving requests to submission readiness.

• Ensures accurate, timely segmentation and parenting so revenue is attributed to the right segment, sellers are aligned to the right accounts, and customers are served by the right coverage model.

• Drives global consistency in business-rules interpretation, reporting standards, and communication across all regions.

Employee Assignment & Territory Management

• Owns employee assignment business rules and SPM (Sales Performance Management) configuration for Elevate.

• Drives proactive audits, including the plan participation report (in partnership with WWIC), territory assignments, and seller taxonomy.

• Leads territory design, ATU Group setup in SPM, and Sales Group Hierarchy setup.

• Delivers analytics and balancing of territories against blueprint to ensure equitable, well-structured coverage.

Vendor Team Leadership & Oversight

• Provides escalation, quality oversight, and direction for the Sales Operations vendor team executing in-year allocations, parenting, employee data management, quota submission/tracking, revenue sweeps, SMB sweeps, and analytics.

• Sets standards, prioritization, and quality controls; reviews vendor output and resolves complex, high-impact, or disputed cases.

• Partners with the regional vendor leads (Americas, International, SMB, and Analytics & Operations) to ensure global alignment, consistency, and shared best practices.

• Coaches and uplifts vendor capability, embedding continuous-improvement practices across intake, execution, reporting, and communication.

Insights, Reporting & Continuous Improvement

• Delivers trustworthy program reporting and analytics on pipeline health, revenue trends, segmentation/parenting status, and operational risk.

• Supports weekly and monthly Rhythm of Business (RoB) and In-Application Reporting (IAR) data views for leadership.

• Proactively identifies and implements process improvements across intake, execution, reporting, and communication.

• Champions adoption of tools and capabilities (e.g., Copilot, Power BI, SPM, Excel, SharePoint) to drive efficiency and data quality.

Stakeholder Engagement & Orchestration

• Partners with Sales Excellence, Finance, HR, GSOC, WWIC, Corporate, and segment leaders to align priorities and execution.

• Owns a consistent communication cadence of clear, business-ready updates on status, actions, risks, and decisions needed across regions.

• Acts as the connective tissue between strategy and field execution, ensuring sellers and leaders can rely on accurate operations.

Other

• Embody our culture and values.

• Provide ad hoc sales, market, and business analysis or strategy as required.