Manager, Sales Operations

Manager, Sales Operations

Location: Lake Mary, FL (Hybrid)
Department: Sales Operations
Position Type: Full-Time

About The IIA

The Institute of Internal Auditors (IIA) is the global leader and recognized authority for the internal audit profession. We advance the profession worldwide through education, advocacy, certifications, standards, and professional resources.

Guided by our values of People First, Integrity, Collaboration, Accountability, and Innovation, we offer a collaborative, purpose-driven workplace where employees can grow professionally while making a global impact.

Why Join The IIA?

Join a global, mission-driven organization and help strengthen the operations supporting our business-to-business (B2B) revenue programs. You'll have the opportunity to lead process improvements, enhance CRM and automation capabilities, and collaborate with Sales, Finance, Technology, and other teams to improve efficiency, customer experience, and business performance.

Position Summary

The IIA is seeking a strategic, analytical, and hands-on Manager, Sales Operations to lead and optimize the processes, systems, and reporting that support multiple B2B revenue streams, including licensing, sponsorships, partnerships, advertising, and related financial operations.

This role owns the Sales Operations operating model, CRM business requirements, workflow automation, reporting, and operational controls. The Manager will oversee day-to-day Sales Operations activities, direct the work of a Sales Operations Specialist, and partner with cross-functional leaders to ensure efficient, accurate, and scalable processes.

The ideal candidate brings experience in sales operations, revenue operations, CRM optimization, business process improvement, and financial controls, with the ability to translate complex business needs into practical solutions.

What You'll Do

Sales & Revenue Operations Management

• Lead and continuously improve Sales Operations processes across licensing, sponsorships, exhibits, advertising, partnerships, and other B2B revenue programs.

• Develop and maintain standard operating procedures (SOPs), workflows, service-level agreements (SLAs), and cross-functional responsibilities.

• Set priorities, coordinate daily activities, and provide guidance to the Sales Operations Specialist and external partners.

• Manage operational escalations and collaborate with Sales, Finance, Legal, Events, Marketing, and Technology teams.

• Support licensing operations during process transitions, including contract tracking, renewals, and fulfillment.

CRM Systems, Dynamics 365 & Automation

• Serve as the business owner for Sales Operations requirements in Microsoft Dynamics 365 and related Power Platform solutions.

• Partner with Technology to improve CRM workflows, pipeline management, data standards, and system integrations.

• Identify and prioritize automation opportunities using tools such as Power Automate, Power Apps, Power BI, and SharePoint.

• Define business requirements for CRM enhancements, reporting, renewal tracking, and sales-to-fulfillment processes.

• Maintain accurate customer, contract, and revenue information across systems.

Licensing, Sponsorship & Partner Operations

• Establish efficient workflows for licensing renewals, contract lifecycle management, and customer fulfillment.

• Coordinate operational processes supporting conference sponsorships, exhibits, principal partners, and advertising programs.

• Develop standardized processes for client onboarding, contract tracking, asset management, and service delivery.

• Partner with internal teams to monitor partner commitments, renewals, and fulfillment performance.

• Identify operational risks and opportunities to improve customer experience and revenue retention.

Financial Controls & Reporting

• Partner with Finance to improve contract-to-invoice workflows, invoicing accuracy, cash application, and reconciliation processes.

• Develop operational controls and reporting for outstanding invoices, revenue fulfillment, partner commitments, and financial exceptions.

• Build and maintain dashboards, KPIs, and performance reports covering pipeline activity, renewals, revenue, SLAs, and workload.

• Analyze operational trends, identify process gaps, and recommend improvements to leadership.

Process Improvement & Team Leadership

• Lead process documentation, workflow standardization, and continuous improvement initiatives.

• Support operational transitions, shared-services coordination, and technology enhancements.

• Develop training, cross-functional handoffs, and business-continuity documentation.

• Monitor team capacity, transaction volumes, and operational performance to support resource planning.

• Drive accountability, service quality, and consistent execution across Sales Operations.

Qualifications

Required Qualifications

• Bachelor's degree or an equivalent combination of education and relevant professional experience.

• 5+ years of experience in sales operations, revenue operations, business operations, or a related field, including ownership of business processes or systems.

• Experience serving as a business owner or business analyst for CRM implementation, optimization, or system enhancements.

• Experience managing contract, renewal, invoicing, or partner-related operational workflows.

• Demonstrated ability to develop SOPs, workflows, SLAs, reporting dashboards, and operational controls.

• Experience directing or coordinating the work of others, including external vendors or business partners.

• Strong analytical and problem-solving skills, with experience using data to improve business processes and performance.

• Proficiency with Microsoft Office applications, including Excel, Outlook, OneDrive, and SharePoint.

• Excellent written and verbal communication, stakeholder management, and organizational skills.

• Ability to manage multiple priorities, work independently, and collaborate across departments.

• Strong judgment, accountability, and discretion when handling customer, contract, and financial information.

• Ability to work in a hybrid arrangement based in Lake Mary, Florida, with occasional travel of up to approximately 20%.

Preferred Qualifications

• Experience with Microsoft Dynamics 365, Power Automate, Power BI, Power Apps, or comparable CRM and workflow automation platforms.

• Experience supporting licensing, sponsorship, exhibits, advertising, or other B2B revenue operations.

• Background in professional associations, event organizations, or media-related businesses.

• Experience supporting process transformation, CRM implementation, or operational automation initiatives.

Equal Opportunity Employer

The Institute of Internal Auditors (IIA) is an Equal Opportunity Employer. We are committed to creating an inclusive workplace where all employees are treated with dignity and respect. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex (including pregnancy, sexual orientation, and gender identity), national origin, age, disability, genetic information, protected veteran status, or any other characteristic protected by applicable federal, state, or local law.