About the job XTN-1562867 | SALES OPERATIONS MANAGER
The SANS Institute – Who are we and what do we do?
Founded in 1989, SANS was established to strengthen information security capability and support long-term cyber resilience. SANS advances this mission by delivering high-quality training, industry-recognised certifications, scholarship programmes, cyber ranges, and applied resources that help build skilled and sustainable national cybersecurity workforces. Supported by leading research and global cybersecurity experts, SANS enables governments and organisations to develop practical, actionable capabilities to prevent, detect, and respond to cyber incidents.
SANS is globally recognised as the world’s most trusted and largest provider of information security training and certification. This reputation reflects the relevance, quality, and practical impact of SANS training. SANS delivers intensive, hands-on programmes that help organisations build real-world capability to detect, respond to, and defend against actively exploited cyber threats.
Job Purpose
The SANS Institute is seeking a Sales Operations Manager (APAC-Latam) to serve as the trusted owner of our sales performance data and analytics across the Asia Pacific and Latin America Region
You will be responsible for ensuring forecast accuracy, sales process discipline, and Salesforce hygiene, enabling country leaders to sell effectively while giving regional leadership confidence in numbers and execution.
- Health Insurance/HMO
- Enjoy unlimited MadMax Coffee
- Diverse learning & growth opportunities
- Accessible Cloud HR platform (Sprout)
- Above standard leaves
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Revenue Forecasting & Performance Management
- Consolidate revenue forecasts across APAC-Latam (Australia, India, Japan, Singapore/SE Asia/North Asia and Latam)
- Enforce a consistent forecasting methodology (stages, probabilities, definitions)
- Produce weekly, monthly, and quarterly forecasts with:
- Commit vs upside
- Risk assessment
- Variance analysis vs targets
- Challenge assumptions and flag forecast risk early to regional leadership
Salesforce Discipline & Sales Process
- Define and enforce:
- Data quality
- Pipeline stage definitions
- Mandatory fields and close-date hygiene
- Deal aging and stagnation rules
- Partner attribution and deal ownership
- Act as the bridge between sales teams and Salesforce administration on structure, usability and configuration 
Target Tracking & Insights
- Track achievement against:
- Country targets
- Individual and team targets
- Product / course / delivery-type mix (where applicable)
- Build clear, simple dashboards and performance packs for:
- Regional leadership
- Country Directors
- Identify trends, bottlenecks, and conversion issues across the funnel
Sales Cadence & Governance
- Support the mechanics of:
- Weekly forecast calls
- Monthly performance reviews
- Quarterly planning inputs
- Ensure reviews are data-driven, consistent, and decision-oriented
- Reduce reliance on side spreadsheets and offline reporting
Sales Onboarding & Enablement Support
- Coordinate with HR and track onboarding milestones (System access, Salesforce training, certifications) and pro-actively identify and support the resolution of gaps before they slow sales ramp up
- Work with Global Sales Ops to maintain and continuously update APAC sales onboarding checklists and documentation to reflect current tools, processes, and ways of working
Payroll & Compensation Liaison (KMC)
- Act as the primary point of contact with the KMC payroll team for monthly payroll processing
- Validate and submit accurate commission, incentive, and variable comp data in line with payroll deadlines
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Experience & Qualifications
- 5 - 7 years of experience in Sales Operations, Revenue Operations, or a related business operations role supporting sales teams
- Advanced proficiency in Excel, including complex formulas, data validation, pivot tables, and reconciling large data sets
- Excellent analytical aptitude, fluent in reporting and BI tools like Tableau
- Experience with quota setting and sales compensation program design
- Exceptional attention to detail, with a track record of delivering accurate, reliable operational outputs, with comfort handling sensitive, confidential employee and compensation data
- Ability to build clear, professional presentations and summaries for senior leadership, translating operational data into actionable insights
- Experience working with international teams, ideally
Why work for us?
- Work with one of the most reputable companies in the Cyber Security Industry – Be part of a company known for its expertise and reputation in the industry.
- Work From Home & Flexible Work Options – (After regularization) Enjoy the convenience of working from home with flexible hours to support work-life balance.
- Health Coverage & Wellbeing Support – Receive healthcare coverage along with access to an Employee Assistance Program (EAP) for confidential support if needed.
- Opportunities for International Travel – Depending on your role and projects, travel globally for work and networking experiences.
- Continuous Learning & Growth – The opportunity to receive annual SANS training for yourself.