Sales Operations Lead (SOP Lead) - CL9

The Sales Operations Lead (SOP Lead) plays a critical role in leading and optimizing sales operations for high-profile clients in the AdTech industry. This role partners closely with sales leadership and key stakeholders in a fast-paced, demanding environment where precision, agility, and strategic problem-solving are essential.

The SOP Lead is responsible for driving operational excellence across core sales processes, including account assignments, quota management, Salesforce hygiene, and reporting. In addition, this role leads a high-performing Sales Operations team, serves as an escalation point for complex issues, and delivers continuous improvements that enhance sales productivity and data integrity across the organization.

Key Responsibilities

Team Leadership & Performance Management

● Lead, manage, and develop a team of Sales Operations and/or Training Specialists to ensure high performance and operational excellence.

● Establish team goals, track KPIs, and ensure delivery against SLAs and business priorities.

● Promote continuous improvement, knowledge sharing, and capability building within the team.

Project Management & Stakeholder Communication

● Oversee incoming Sales Operations requests, ensuring effective sprint planning, prioritization, and execution.

● Act as the primary point of contact for stakeholders regarding project progress, scope changes, and new reporting or operational initiatives.

● Identify and mitigate risks while driving efficient cross-functional collaboration.

Account Assignments & Data Management

● Oversee account transitions, territory changes, and coverage adjustments to ensure seamless execution and minimal sales disruption.

● Conduct regular Salesforce audits to maintain data hygiene, accuracy, and compliance.

● Manage personnel-driven account or territory transfers and ensure end-to-end data integrity across systems.

Ownership & Sales Credit Disputes

● Serve as the escalation owner for account ownership changes impacting revenue attribution and sales crediting.

● Partner with Sales, Finance, and other stakeholders to resolve sales credit disputes in a fair and timely manner.

● Ensure clear documentation and communication of decisions.

Quota Management

● Manage mid-quarter quota adjustments driven by account transitions or organizational changes.

● Lead quarterly quota-setting processes at both pod and individual representative levels prior to quarter start.

● Ensure quota allocations are equitable, accurate, and aligned with business strategy.

Roster Configuration & System Management

● Manage changes to roster and Salesforce configurations, including fields, picklists, record layouts, and related system settings.

● Ensure roster structures align with business needs and support operational efficiency and scalability.

● Coordinate testing and deployment of configuration changes with systems and enablement teams.

Job Qualifications

● Minimum 4 years of experience in a Sales Operations team or similar function within a sales environment (or equivalent experience).

Preferred Job Qualifications

● Proven experience leading high-performing teams in a Sales Operations or Revenue Operations environment.

● Strong understanding of sales processes, account coverage models, quota-setting methodologies, and sales crediting.

● Hands-on experience managing Salesforce hygiene, account transitions, and reporting processes.

● Demonstrated ability to handle escalations related to account ownership, quota adjustments, and revenue or sales credit disputes.

● Strong project management, organizational, and communication skills with the ability to manage multiple priorities.

● Proficient in Salesforce, Google Sheets, Excel, Tableau, and other sales operations tools.

● Strong analytical and problem-solving skills with a data-driven mindset

● Bachelor’s degree in business, Sales, Operations, or a related field.

● Experience in sales, digital marketing, AdTech, or sales analytics environments.

● Familiarity with Agile or Scrum-based project management methodologies.

About Accenture

Accenture is a leading global professional services company that helps the world’s leading businesses, governments and other organizations build their digital core, optimize their operations, accelerate revenue growth and enhance citizen services—creating tangible value at speed and scale. We are a talent- and innovation-led company with approximately 791,000 people serving clients in more than 120 countries. Technology is at the core of change today, and we are one of the world’s leaders in helping drive that change, with strong ecosystem relationships. We combine our strength in technology and leadership in cloud, data and AI with unmatched industry experience, functional expertise and global delivery capability. Our broad range of services, solutions and assets across Strategy & Consulting, Technology, Operations, Industry X and Song, together with our culture of shared success and commitment to creating 360° value, enable us to help our clients reinvent and build trusted, lasting relationships. We measure our success by the 360° value we create for our clients, each other, our shareholders, partners and communities.

Visit us at www.accenture.com

Equal Employment Opportunity Statement

We believe that no one should be discriminated against because of their differences. All employment decisions shall be made without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, sexual orientation, gender identity or expression, marital status, citizenship status or any other basis as protected by applicable law. Our rich diversity makes us more innovative, more competitive, and more creative, which helps us better serve our clients and our communities.

About Accenture

Accenture is a leading global professional services company that helps the world’s leading businesses, governments and other organizations build their digital core, optimize their operations, accelerate revenue growth and enhance citizen services—creating tangible value at speed and scale. We are a talent- and innovation-led company with approximately 791,000 people serving clients in more than 120 countries. Technology is at the core of change today, and we are one of the world’s leaders in helping drive that change, with strong ecosystem relationships. We combine our strength in technology and leadership in cloud, data and AI with unmatched industry experience, functional expertise and global delivery capability. Our broad range of services, solutions and assets across Strategy & Consulting, Technology, Operations, Industry X and Song, together with our culture of shared success and commitment to creating 360° value, enable us to help our clients reinvent and build trusted, lasting relationships. We measure our success by the 360° value we create for our clients, each other, our shareholders, partners and communities. Visit us at www.accenture.com

Equal Employment Opportunity Statement

We believe that no one should be discriminated against because of their differences. All employment decisions shall be made without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, sexual orientation, gender identity or expression, marital status, citizenship status or any other basis as protected by applicable law. Our rich diversity makes us more innovative, more competitive, and more creative, which helps us better serve our clients and our communities