Sales Operations Manager

RateHawk is part of Emerging Travel Group — a pioneering travel-tech company also known for its two other brands, ZenHotels and Roundtrip, spanning over 220 markets worldwide.

Our mission is to create, distribute, and operate the most convenient travel products. We constantly innovate and break the rules of the highly complex travel industry to make travel more widely available for individuals, more rewarding for professionals, and simpler for everyone.

The Commercial Strategy & Transformation team has the mission to improve the effectiveness, scalability and financial performance of RateHawk’s global commercial organization, directly supporting the Chief Commercial Officer and senior regional leadership across multiple international markets.

We are looking for a highly analytical and business-oriented Sales Operations Manager to support the management of commercial performance, sales efficiency and operational excellence across the organization..

This is a remote vacancy open to candidates residing in a European time zone.

Responsabilities:

The Sales Operations Manager will report to the Commercial Strategy & Transformation Director and will support the RateHawk Managing Director, in handling the RateHawk commercial performance and improving the effectiveness and efficiency of the global commercial organization, including:

• Own and continuously improve the target-setting and quota allocation process across regions, countries and commercial teams, leveraging data-driven methodologies to ensure ambitious yet achievable targets at regional, team and individual level.
• Monitor commercial performance, manage and improve the bonus calculation process for the sales organization, including quota achievement tracking, incentive calculations, tools building and coordination with HR and Payroll teams to ensure accuracy and timely execution.
• Drive pipeline management excellence across the commercial organization by monitoring pipeline hygiene, conversion dynamics, sales process adherence and portfolio growth performance, supporting regional leaders in identifying risks and growth opportunities.
• Monitor the adoption and execution of commercial playbooks and operational processes across the sales organization, ensuring alignment with the standards and best practices defined by the Commercial Strategy & Transformation team.
• Track and analyze salesforce efficiency and profitability by developing ROI and productivity models for the commercial organization, providing visibility on commercial investments, team performance and portfolio profitability at both regional and individual contributor level.
• Build and maintain reports, dashboards and commercial performance analyses using HubSpot and BI tools, ensuring high-quality and actionable visibility for business stakeholders.
• Support Regional Directors and senior leadership in drafting sales campaigns or strategic initiatives with ad-hoc business analysis, commercial insights and performance reporting, transforming complex sales data into actionable recommendations for decision-making.
• Work in close collaboration with the broader Commercial Strategy & Transformation team, leveraging centralized analytical resources, dashboards, tools and strategic frameworks to maximize operational impact across the organization.

Requirements

Must have:

• 3+ years of experience in Sales Operations, Commercial Strategy, Business Operations, Business Analytics, Sales Excellence or similar analytical and commercial roles, ideally in consulting firms or global tech companies.
• Hands-on experience with HubSpot CRM for at least 2 years, including reporting, dashboard creation and commercial performance analysis.
• Strong and humble personality, with the ability to effectively collaborate with cross-functional and multicultural teams in a remote-first and geographically dispersed organization.

• Highly organized and detail-oriented mindset, with the ability to manage multiple priorities, deadlines and stakeholders in a fast-paced environment.
• Excellent communication and stakeholder management skills, with the ability to interact confidently with Regional Directors, Sales Leaders and senior management.
• Fluent English, both written and spoken; other languages are advantageous
• Strong quantitative and analytical skills, with the ability to independently collect, structure and analyze complex datasets to support business decision-making.
• Strong proficiency in MS Excel / Google Sheets for data analysis, reporting and performance tracking; advanced knowledge of SQL is considered a strong advantage.
• Experience with business intelligence and data visualization tools such as Tableau, Power BI, Looker or similar platforms.
• Business acumen and hypothesis-driven thinking, with the ability to translate data into actionable commercial insights and recommendations; this is not a pure analytical role.

Nice to have:

• Bachelor’s or Master’s degree in Engineering, Economics, Mathematics, Statistics or other quantitative disciplines, or equivalent practical experience.
• Experience in B2B technology, SaaS or travel industry environments.
• Previous exposure to commercial planning, incentive schemes, quota setting, forecasting or sales performance management processes.
• Experience working in fast-growing and international environments.

Benefits

• Flexible schedules and opportunity to work remotely.
• Ambitious and supportive team who love what they do, appreciate each other, and grow together.
• Internal programs for adaptation and training, development of soft skills, and leadership abilities.
• Partial compensation for participating in external training and conferences.
• Corporate prices on hotels and travel services.
• MyTime Day Off - an extra non-working day without loss of compensation.

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