Senior Manager, Sales Operations

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.

Summary:

What your team does:

Revenue Operations has one job to drive growth by accelerating our revenue-generating teams. We directly support Sales, Marketing, Channel and Product by providing insights, reducing friction, and enabling teams to be innovative and self-sufficient.

You will be joining Clio’s Revenue Operations team as a high-impact leader during a pivotal phase of the company’s explosive growth. As Senior Manager, Sales Operations, 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.

What you'll work on:

Team Leadership & Scaling

• Building, leading, and mentoring a high-performing Revenue Operations team specifically 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.

Systems & Revenue Operations

• Identifying, designing, and implementing improvements to revenue workflows and processes to increase efficiency, scalability, and visibility across regions
• Owning and optimizing the systems Sales Teams interact with 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.

Sales Territories & Planning

• 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 so rulings stay consistent as edge cases recur
• Updating ROE policy as new segments, channels, or partner motions are introduced, and driving Sales Leadership sign-off on changes

Revenue Analytics & Insights

• 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, ensuring one source of truth across Sales Leadership reviews
• 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 that inform strategy, improve execution, and elevate global sales performance

Who you are:

• High-impact self-starter: you take initiative to move projects forward and can operate well with little guidance. You’re excited by the possibility of leading cross-functional workstreams and generating buy-in among senior leadership.
• Raw smarts and Hustle: we are looking for people who can look at complex problems and solve them start to finish.
• Strong analytical skills: you nerd out about data, can quickly structure analyses to answer key business questions to drive decision-making, and will also have perspectives on building the right data architecture
• Process and operational thinking: you can tackle a problem independently and quickly iterate to a solution, and then also document it in a way that's easy to understand for all audiences. Previous Salesforce experience is a plus.
• Communication and stakeholder management: you'll need to be able to connect with sales reps and hardware engineers alike to figure out how we build the right processes and workflows to drive efficiency while also giving us the data to measure how we're doing. Strong written and verbal communication skills are a must.
• Flexibility and hustle: you manage change and ambiguity well, and have no problems juggling multiple priorities while executing in a fast-paced environment. You’re comfortable pivoting quickly and often.

What you bring:

• Bachelor's degree; MBA preferred
• 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.
• Comfortable in a matrix environment - influencing without direct authority across multiple functional teams
• Roll-up-your-sleeves mentality - this is a builder role, not a manager-only role
• Familiarity with core GTM tools including Salesforce, SalesLoft, Gong, CPQ platforms, Professional Services Automation (PSA) and Customer Success platforms
• Strong project management skills and the ability to mobilize cross-functional teams towards a common goal
• 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.
• Ability to travel to or within Canada a few days per quarter

What you will find here:

Compensation is one of the main components of Clio’s Total Rewards Program. We have developed a series of programs and processes to ensure we are creating fair and competitive pay practices that form the foundation of our human and high-performing culture.
Some highlights of our Total Rewards program include:

• Competitive, equitable salary with top-tier health benefits, dental, and vision insurance
• Hybrid work environment, with expectation for local Clions (Vancouver, Calgary, Toronto, Dublin and Sydney) to be in office minimum twice per week.
• 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 and Child Education Savings
• Clioversary recognition program with special acknowledgement at 3, 5, 7, and 10 years

The expected salary range for this role is $165,600 to $248,400 USD. Initial placement within the range is informed by geographic region, experience, and skillset, with room to progress as impact and tenure grow. Final offer amounts will vary based on candidate profile.

Diversity, Inclusion, Belonging and Equity (DIBE) & Accessibility

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.

Learn more about our culture at clio.com/careers

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.

Disclaimer: We only communicate with candidates through official @clio.com email addresses.