Note: The job is a remote job and is open to candidates in USA. MGT provides technology and advisory solutions to state, local, and education government agencies across the United States. The Vice President of Sales Operations will build and lead MGT’s enterprise Sales Operations function, establishing processes, governance, cadences, tools, and analytics to improve forecasting, pipeline management, seller productivity, and sales performance. The role partners with sales, finance, marketing, and business leaders while presenting operational insights and recommendations to executive leadership.

Responsibilities

• Build MGT's enterprise Sales Operations function and business management system, establishing governance, standards, and operating rhythms for a high-performing sales culture
• Run consistent weekly, monthly, and quarterly sales cadences, including forecast calls, pipeline reviews, account reviews, opportunity inspections, and business reviews
• Own Salesforce forecasting governance and methodology, improving forecast accuracy, consistency, and executive confidence in business rollups
• Establish pipeline management standards for stage discipline, coverage, aging, conversion, push-outs, opportunity progression, and CRM hygiene
• Lead account and territory planning and sales coverage analysis with Sales leadership to align resources with market opportunity and growth priorities
• Provide performance analytics and inputs for sales compensation, quota, capacity, and productivity planning with Sales, Finance, and Human Resources
• Build executive dashboards for pipeline coverage, conversion, win rates, sales cycle, attainment, productivity, and forecast accuracy
• Translate sales strategy into scalable processes, playbooks, tools, and enablement that improve seller effectiveness and accountability
• Govern CRM data quality and help integrate legacy sales processes, systems, and reporting into a consistent enterprise sales infrastructure
• Support annual and in-year sales planning through headcount, capacity, coverage, productivity, and performance analysis
• Partner with Sales, Marketing, go-to-market, pursuit/proposal, Finance, and business leaders while maintaining clear Finance ownership of pricing, margin, revenue recognition, and deal-desk activities
• Lead adoption of new sales processes, tools, reporting, and operating cadences, balancing rigor with simplicity and speed
• Demonstrated expertise integrating CRM, ERP, planning, forecasting, compensation, analytics, and workflow platforms to create a scalable operating architecture and single source of truth across business units. Experience with platforms such as Salesforce, Anaplan, Xactly/CaptivateIQ, Tableau/Power BI, NetSuite, Snowflake, and AI/automation technologies strongly preferred
• Embrace and integrate AI, automation, and emerging technologies to improve forecasting insight, pipeline risk identification, CRM productivity, data synthesis, and process efficiency with responsible-use practices
• Present sales performance, forecast, pipeline, productivity, and operational insights to executive leadership, translating data into clear recommendations and actions

Skills

• * Bachelor's degree from an accredited college or university, preferably in Business, Finance, Analytics, Economics, or a related field; MBA or advanced degree a plus
• * Fifteen (15) or more years of progressive Sales Operations, Sales Strategy, Business Operations, or related experience, preferably in B2B technology or professional services
• * Proven experience building, scaling, or transforming Sales Operations in a fast-growing, multi-business, or acquisitive organization
• * Deep expertise in forecasting, pipeline management, CRM governance, operating cadences, account and territory planning, and sales productivity; strong Salesforce experience required
• * Experience supporting sales compensation, quota, capacity, coverage, and annual planning in partnership with Sales leadership and Finance
• * Strong analytical and financial acumen; advanced Excel and experience with reporting/BI tools such as Power BI, Tableau, or similar platforms preferred
• * Demonstrated experience using AI-powered tools, automation, and emerging technologies to improve workflows, analysis, decision-making, and productivity
• * Exceptional communication, project management, change leadership, and stakeholder-management skills; SLED or broader public-sector sales experience is a plus
• * Demonstrated expertise integrating CRM, ERP, planning, forecasting, compensation, analytics, and workflow platforms to create a scalable operating architecture and single source of truth across business units. Experience with platforms such as Salesforce, Anaplan, Xactly/CaptivateIQ, Tableau/Power BI, NetSuite, Snowflake, and AI/automation technologies strongly preferred

Benefits

• Flexible and remote work options
• Professional development opportunities for career growth
• Flexible paid time off
• 5% 401K matching program
• Equity opportunities
• Incentive and bonus programs
• Up to 16 weeks of paid parental leave
• Flexible spending accounts
• Full-health benefits with base employee coverage fully funded
• Medical, dental, and vision coverage
• Life insurance
• Short and long-term disability coverage
• Income protection benefits

Company Overview