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About the Role
As Senior Manager, Sales Operations at Clio, you will play a critical role in optimizing existing revenue processes to support sustainable growth. This role is responsible for overseeing and optimizing revenue operations across new business, expansion, and renewal motions, ensuring operational excellence, forecasting accuracy, and strong alignment with Clio’s go-to-market strategy. You will partner closely with Sales, Marketing, Customer Success, Finance, and Product, and report directly to the Sr. Director, Revenue Operations.
Responsibilities
- Building, leading, and mentoring a high-performing Revenue Operations team focused on supporting high velocity sales in the SMB segment.
- Partnering with Senior Sales Leadership on OKR's to develop and operationalize revenue strategies aligned with Clio's growth objectives.
- Building tools, frameworks, and processes that support new market entry, expansion motions, and renewals at scale with an AI-Forward approach.
- Driving cross-functional alignment and consistency in operational practices between global and regional teams.
- Identifying, designing, and implementing improvements to revenue workflows and processes to increase efficiency, scalability, and visibility across regions.
- Owning and optimizing systems such as Salesforce, Gong, Chili Piper, LeanData, Letter AI, Openprise, Salesloft, Scratchpad.
- Ensuring processes scale effectively to support expansion, regional nuances, and future product growth.
- Ensuring the revenue technology stack adequately supports the unique requirements of various go-to-market channels.
- Developing accurate, global sales territories using historical data, pipeline analysis, and market trends.
- Partnering with sales leadership and compensation teams to establish realistic targets, quotas, and capacity plans across regions and segments.
- Driving rigor and consistency in forecasting and pipeline management.
- Owning and enforcing Rules of Engagement (ROE) policy governing account ownership, lead routing, and cross-team crediting across Sales, Marketing, and Partner motions.
- Adjudicating ROE disputes and maintaining documented precedent.
- Updating ROE policy as new segments, channels, or partner motions are introduced, and driving Sales Leadership sign-off on changes.
- Owning the design and delivery of Sales Leadership's recurring reporting cadence (weekly forecast, monthly business review, QBR), translating raw CRM data into leadership-ready insight.
- Building and maintaining live dashboards (Salesforce Analytics) giving Sales Leadership real-time visibility into pipeline, forecast accuracy, and rep/segment performance.
- Defining and governing the KPI framework used to evaluate segment and regional performance.
- Preparing and presenting recurring reports, dashboards, and insights on sales performance, key metrics, and strategic initiatives.
- Delivering clear, actionable insights to Sales Leadership and cross-functional stakeholders to inform decision-making.
- Analyzing sales metrics to identify trends, opportunities, and areas for improvement across the funnel.
Requirements
- High-impact self-starter with the ability to lead cross-functional workstreams and generate buy-in among senior leadership.
- Ability to look at complex problems and solve them start to finish.
- Strong analytical skills with the ability to structure analyses to answer key business questions and build the right data architecture.
- Process and operational thinking with the ability to iterate to a solution and document it clearly.
- Strong communication and stakeholder management skills, able to connect with diverse teams.
- Flexibility and hustle; ability to manage change and ambiguity, juggle multiple priorities, and execute in a fast-paced environment.
- Comfortable in a matrix environment — influencing without direct authority across multiple functional teams.
- Roll-up-your-sleeves mentality — this is a builder role.
- Ability to travel to or within Canada a few days per quarter.
Skills
- Salesforce
- Gong
- Chili Piper
- LeanData
- Letter AI
- Openprise
- Salesloft
- Scratchpad
- CPQ platforms
- Professional Services Automation (PSA)
- Customer Success platforms
- Tableau
- PowerBI
Location
- Vancouver
- Calgary
- Toronto
- Dublin
- Sydney
Work Type
- Hybrid
Experience Level
- 5+ years of people leadership experience, managing 4+ direct reports
- 10+ years in operations, sales, management consulting, finance, investment banking, or other analytical and strategic roles.
- Previous Salesforce experience is a plus.
- Familiarity with core GTM tools including Salesforce, SalesLoft, Gong, CPQ platforms, Professional Services Automation (PSA) and Customer Success platforms.
- Strong project management skills.
- Strong communication skills, including written and verbal communication experience with senior leadership.
- Deep interest in analyzing data and the ability to see beyond the numbers to drive sound decision-making.
- Comfort using and developing reports, metrics, and dashboards with salesforce.com, Tableau, PowerBI or other relevant sales metric tools and programs.
Education Level
- Bachelor's degree
- MBA preferred
Salary/Compensations
- $165,600 to $248,400 USD
Benefits
- Competitive, equitable salary
- Top-tier health benefits, dental, and vision insurance
- Hybrid work environment
- Flexible time off policy, with an encouraged 20 days off per year.
- EAP benefits for you and household members, including counseling and online resources
- 401k matching
- Child Education Savings
- Clioversary recognition program with special acknowledgement at 3, 5, 7, and 10 years
About the Company
- Clio is the global leader in legal AI technology, empowering legal professionals and law firms of every size to work smarter, faster, and more securely.
- We are transforming the legal experience for all by bettering the lives of legal professionals while increasing access to justice.
- We're a Human and High Performing AI company, meaning we use artificial intelligence to improve all of our operations. In recruitment, AI helps us streamline the process for greater efficiency. However, we've built our systems to ensure that a human always reviews AI-generated output, and we never make automated hiring decisions.
Equal Opportunity
- Our team shows up as their authentic selves, and are united by our mission. We are dedicated to diversity, equity and inclusion. We pride ourselves in building and fostering an environment where our teams feel included, valued, and enabled to do the best work of their careers, wherever they choose to log in from. We believe that different perspectives, skills, backgrounds, and experiences result in higher-performing teams and better innovation. We are committed to equal employment and we encourage candidates from all backgrounds to apply.
- Clio provides accessibility accommodations during the recruitment process. Should you require any accommodation, please let us know and we will work with you to meet your needs.