About this role.
NetBox Labs seeks a Senior Sales Operations Manager to build and improve the operating foundation for its global B2B SaaS sales organization. The role owns forecasting, pipeline management, reporting, territory and quota design, capacity planning, and sales-process governance. It partners closely with Sales leadership, Revenue Operations, Finance, and Enablement while using HubSpot, Salesforce, and automation to improve seller productivity. The ideal candidate has hands-on experience building sales operations processes at a scaling, sub-$50M ARR SaaS company and can turn CRM data into practical leadership decisions.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
4/5Pace & Pressure
4/5Autonomy Level
5/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
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Sample interview questions
I would establish clear stage definitions, required opportunity fields, regular pipeline-inspection cadences, and forecast categories tied to historical conversion and cycle-time data. I would then measure forecast variance by segment, manager, and rep, identify recurring sources of slippage, and use those findings to improve inspection and coaching.
I would start with total addressable accounts, segmentation, historical conversion, average contract value, capacity, ramp assumptions, and attainment data. I would model equitable opportunity distribution and coverage, validate the design with sales leadership, document account-ownership rules, and monitor results after rollout to address imbalances.
I would prioritize pipeline coverage by segment and period, stage conversion, pipeline creation, forecast versus actuals, attainment, deal aging, win rate, average sales cycle, rep productivity, and capacity versus plan. Each dashboard would have defined business decisions and owners rather than serving as a collection of passive metrics.
A strong approach is to automate CRM data capture and follow-up workflows from meeting intelligence, flag incomplete opportunities and stalled deals, and surface next-best actions based on stage and account activity. I would measure success through reduced administrative time, improved opportunity hygiene, faster follow-up, and improved conversion.
I would involve managers early in defining the problem, use data to show the operational impact, and pilot the process with a small group before broad rollout. Clear documentation, enablement, feedback loops, and reporting that demonstrates adoption and business outcomes help turn the process into a practical management tool rather than an administrative burden.
About the Role
At NetBox Labs, we’re building the future of network automation. Our products power network and infrastructure management for thousands of organizations, from fast-growing startups to global Fortune 500 enterprises.
We’re hiring a Sr. Sales Operations Manager to help drive operational rigor, visibility, and execution across our global sales organization. This role will partner closely with Sales leadership to improve how we manage pipeline, forecasting, territories, account coverage, rep productivity, and overall sales performance. You’ll help establish scalable sales processes, translate data into actionable insights, and give sales leaders the visibility they need to identify gaps and improve execution. This role will also work closely with the Revenue Operations Managers on HubSpot administration, GTM systems architecture, and the integration stack.
This is a highly analytical and hands-on role for someone who can translate sales data into actionable insights, build scalable operating processes, and help sales leaders identify and address gaps in execution. You’ll play a key role in establishing the operational foundation and cadence needed to support a growing sales organization.
What you’ll do
Partner with Sales leadership and Revenue Operations Managers to manage and continuously improve forecasting, pipeline management, and sales operating cadences.
Build and maintain reporting that provides visibility into pipeline coverage, conversion, sales productivity, attainment, deal progression, and forecast accuracy.
Analyze sales performance to identify trends, risks, bottlenecks, and opportunities to improve execution.
Support territory design, account segmentation, capacity planning, and account ownership processes.
Partner with Sales leadership on quarterly and annual planning, including targets, coverage models, and resource allocation.
Drive consistent sales processes and stage management across the organization, including opportunity hygiene and pipeline inspection.
Develop dashboards, scorecards, and analyses that enable sales leaders to make faster, data-driven decisions.
Partner with Finance and Revenue Operations on quota, headcount, productivity, and performance analysis.
Support the operational rollout of new sales processes, programs, and initiatives.
Identify opportunities to simplify seller workflows and improve rep productivity through process, automation, and technology.
Partner with Enablement to translate process changes and operational insights into seller training and adoption.
Maintain documentation for sales processes, rules of engagement, territory structures, and operating cadences.
Serve as a trusted operational partner to Sales leadership and frontline managers.
What you’ll bring
4+ years in Sales Operations, Revenue Operations, or GTM Strategy & Operations at a B2B SaaS company, including time at sub-$50M ARR where you built the process rather than inherited it
Owned the forecast and pipeline motion end to end, including territory and quota design, coverage modeling, and rep productivity analysis
Strong understanding of SaaS sales metrics, pipeline dynamics, conversion, coverage, and rep productivity.
Deep hands-on HubSpot and Salesforce including the ability to pull, model, and QA your own data without waiting on analytics
Built the reporting layer that sales leadership and the CFO actually run the business on, not dashboards that go unopened
Partnered directly with a CRO or VP Sales as a thought partner, and with frontline managers as a coach on their own numbers
Used AI and automation to remove manual work from the seller’s day, with a specific example you can walk through
Our stack
CRM & Revenue Operations: HubSpot
Sales Intelligence & Prospecting: Apollo.io
Meeting Intelligence: Fathom
About NetBox Labs:
NetBox Labs helps companies build and manage complex networks. We help customers accelerate network automation by delivering open, composable products and supporting the network automation community.
NetBox Labs is the commercial steward of open source NetBox, the world’s most popular network source of truth, and Orb, the next-generation open source network observability platform. Our products include NetBox Enterprise, a fully supported self-managed NetBox with advanced features, and NetBox Cloud, a secure, scalable, and reliable SaaS edition of NetBox.
NetBox powers thousands of companies, and NetBox Labs is backed by investment from Notable Capital (formerly GGV), Grafana Labs CEO Raj Dutt, Flybridge, IBM, Salesforce Ventures, and Mango Capital.
Our culture and values:
We own and solve problems with high attention to detail.
Our open source contributors, users, customers & team are all part of our community. When our community wins, we win.
We prioritize simplicity and think twice before adding complexity
Clear communication helps keep our team aligned and collaborating smoothly.
NetBox Labs is proud to be an equal opportunity employer. We believe diverse teams build better software, and we welcome applicants of every race, color, religion, gender identity, sexual orientation, national origin, age, disability, and veteran status. If you need accommodation at any point in the process, just let us know.
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