Senior Sales Operations Manager

At Instructure, we believe in the power of people to grow and succeed throughout their lives. Our goal is to amplify that power by creating intuitive products that simplify learning and personal development, facilitate meaningful relationships, and inspire people to go further in their education and careers. We do this by giving smart, creative, passionate people opportunities to create awesome. And that's where you come in:

Instructure is seeking a strategic, highly analytical, and execution-oriented Sr. 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. This role requires someone who is equally comfortable operating strategically with senior leadership and rolling up their sleeves to solve complex operational problems.

THIS POSITION CAN BE WORKED REMOTELY ANYWHERE IN THE UK OR FROM OUR UK OFFICE

What You’ll Do:

• 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.

What You’ll Need:

• 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.

Get in on all the awesome at Instructure!

We offer competitive, meaningful benefits in every country where we operate. While they vary by location, here's a general idea of what you can expect:

• Competitive compensation, plus all full-time employees participate in our ownership program - because everyone should have a stake in our success.

• Flexible work culture. Our remote, hybrid and in-office collaboration spaces vary by role, team and location.

• Generous time off, including local holidays and our annual “Dim the Lights” period in late December, when teams are encouraged to step back and recharge based on departmental needs.

• Comprehensive wellness programs and mental health support

• Learning and development resources, including professional development tools and tuition reimbursement, to support your growth

• The technology and tools you need to do your best work

• Motivosity employee recognition program

• A culture rooted in inclusivity, support, and meaningful connection

We believe in hiring great people and treating them right. The more diverse we are, the better our ideas and outcomes.

Instructure is an Equal Opportunity Employer. We comply with applicable employment and anti-discrimination laws in every country where we operate.

All employees must pass a background check as part of the hiring process. To help protect our teams and systems, we’ve implemented identity verification measures. Candidates may be asked to verify their legal name, current physical location, and provide a valid contact number and residential address, in accordance with local data privacy laws.

Any attempt to misrepresent personal or professional information will result in disqualification.