Senior Sales Operations Manager EMEA (m/f/d)

About the Role

As a Senior Sales Operations Manager, you will be instrumental in driving our sales team's success by optimising our lead management processes. You will play a pivotal role in nurturing leads, improving conversion rates, and enhancing overall sales productivity.

What you will do

Lead Generation and Capture

• Collaborate with the marketing team to ensure a seamless transfer of leads generated through various channels.
• Implement and manage lead capture tools and forms to effectively collect lead information.

Lead Qualification and Scoring

• Develop and maintain lead scoring models to prioritize leads based on their potential value.
• Use data enrichment tools to supplement lead information and improve qualification accuracy.

Lead Assignment and Routing

• Create and manage lead assignment rules to ensure leads are distributed to the most appropriate sales representatives.
• Assist in defining and managing sales territories to optimise lead distribution.
• Ensure that both inbound and outbound leads are efficiently managed within the funnel, ensuring no lead is overlooked.

Lead Nurturing and Engagement

• Develop and implement personalised lead nurturing campaigns to engage and qualify leads.
• Utilise marketing automation tools to automate lead nurturing processes, ensuring consistent follow‑up and engagement.
• Plan and execute seasonal and category‑specific lead campaigns in collaboration with the marketing team, aligning efforts with sales objectives.

Sales Support and Enablement

• Support sales executives with HubSpot automation, ensuring they have the tools and resources they need to succeed.
• Manage and optimise the knowledge base, sales playbook, and collateral to enhance the sales team’s efficiency.
• Regularly reshuffle and refine lead assignment and workflows to adapt to changing sales strategies and goals.

Lead Performance Tracking

• Monitor lead progression through the sales funnel to identify bottlenecks and areas for improvement.
• Analyse lead conversion rates, pipeline velocity, and other key metrics to provide insights to sales leadership.
• Ensure thorough tracking of lead journeys, providing comprehensive visibility into both individual and overall lead performance.

What we are looking for

• 3+ years of experience in sales operations or a similar role within a B2B SaaS company.
• Proven expertise in lead management processes and best practices.
• Strong analytical skills and ability to interpret data to drive business decisions.
• Excellent communication and interpersonal skills to effectively collaborate with cross‑functional teams.
• Fluent in English, with exceptional verbal and written communication skills.
• Demonstrated ability to manage multiple projects and prioritise tasks effectively.
• A passion for sales and a drive to continuously improve processes and outcomes.
• Holding a bachelor’s degree in Business Administration, Sales, Marketing, or a related field is preferred, but practical experience and skill set are what will truly set you apart.

Here’s what you can expect:

• High trust, real impact: You’ll have the autonomy and expectation to lead with ownership, tackle problems end‑to‑end, and make decisions that move the business forward in meaningful ways.
• Curiosity with discipline: We value asking sharp questions, challenging assumptions, and exploring smarter ways to work.
• One team, all in: Collaboration beats ego, wins are shared, and we rally together when the work gets tough.
• Space to grow: You’ll be supported and stretched, taking on challenges that build capability, sharpen judgement, and accelerate your growth as a leader and problem‑solver.
• Progress with purpose: We move fast, stay focused on what truly matters, and prioritise long‑term impact over quick fixes.

You’ll be joining a global team committed to building something that truly matters—and enjoying the ride along the way.

We’d be excited to have you with us. Together, let’s shape the future of the tourism industry.