Vice President of Sales Operations
FLSA Status: Exempt
Full-Time
Location: Remote
WHO WE ARE:
MGT is a leading provider of technology and advisory solutions serving state, local, and education government agencies (SLED) across the United States. Through client partnerships, MGT’s almost 1,000 employees impact communities for good by managing and securing critical networks, solving complex human capital and fiscal problems, elevating education systems, and advancing equity as a performance imperative. MGT partners with thousands of agencies as a trusted advisor delivering solutions that improve technology, operational, and economic performance to help communities thrive.
Founded in 1975, MGT initiated an ambitious restart in 2016, broadening the solutions portfolio to provide the most specialized solutions, tackling the most mission-critical problems that live at the top of the public agency leadership agenda. MGT drives over 20% compound annual organic growth and utilizes programmatic mergers and acquisitions to grow capabilities, attract top talent, and accelerate growth scale. Since 2020, MGT has successfully completed 10 acquisitions, driving over 60% compound annual inorganic growth.
Celebrating its 50th year in 2025, the firm attracts exceptional talent and empowers them to exceed client expectations as they navigate the dynamic demands of the clients we serve. Hear more about MGT’s culture in the words of our employees.
WHAT YOU’LL DO:
The Vice President of Sales Operations is a spotlight role that will build and lead the operating system behind MGT's sales organization, creating the processes, cadences, tools, governance, and insights that improve forecast reliability, pipeline discipline, and seller productivity. This is a career-defining opportunity to establish a scalable Sales Operations capability within an innovative, highly acquisitive private-equity-backed public-sector business. If you are looking for a job that challenges you and gives you the opportunity to make an impact, where ideas are encouraged, and an entrepreneurial spirit is essential, then MGT may be the place for you.
IN THIS ROLE, YOU WILL:
- Build MGT's enterprise Sales Operations function and business management system, establishing governance, standards, and operating rhythms for a high-performing sales culture
- Run consistent weekly, monthly, and quarterly sales cadences, including forecast calls, pipeline reviews, account reviews, opportunity inspections, and business reviews
- Own Salesforce forecasting governance and methodology, improving forecast accuracy, consistency, and executive confidence in business rollups
- Establish pipeline management standards for stage discipline, coverage, aging, conversion, push-outs, opportunity progression, and CRM hygiene
- Lead account and territory planning and sales coverage analysis with Sales leadership to align resources with market opportunity and growth priorities
- Provide performance analytics and inputs for sales compensation, quota, capacity, and productivity planning with Sales, Finance, and Human Resources
- Build executive dashboards for pipeline coverage, conversion, win rates, sales cycle, attainment, productivity, and forecast accuracy
- Translate sales strategy into scalable processes, playbooks, tools, and enablement that improve seller effectiveness and accountability
- Govern CRM data quality and help integrate legacy sales processes, systems, and reporting into a consistent enterprise sales infrastructure
- Support annual and in-year sales planning through headcount, capacity, coverage, productivity, and performance analysis
- Partner with Sales, Marketing, go-to-market, pursuit/proposal, Finance, and business leaders while maintaining clear Finance ownership of pricing, margin, revenue recognition, and deal-desk activities
- Lead adoption of new sales processes, tools, reporting, and operating cadences, balancing rigor with simplicity and speed
- Demonstrated expertise integrating CRM, ERP, planning, forecasting, compensation, analytics, and workflow platforms to create a scalable operating architecture and single source of truth across business units. Experience with platforms such as Salesforce, Anaplan, Xactly/CaptivateIQ, Tableau/Power BI, NetSuite, Snowflake, and AI/automation technologies strongly preferred
- Embrace and integrate AI, automation, and emerging technologies to improve forecasting insight, pipeline risk identification, CRM productivity, data synthesis, and process efficiency with responsible-use practices
- Present sales performance, forecast, pipeline, productivity, and operational insights to executive leadership, translating data into clear recommendations and actions
WHAT YOU’LL BRING:
- Bachelor's degree from an accredited college or university, preferably in Business, Finance, Analytics, Economics, or a related field; MBA or advanced degree a plus
- Fifteen (15) or more years of progressive Sales Operations, Sales Strategy, Business Operations, or related experience, preferably in B2B technology or professional services
- Proven experience building, scaling, or transforming Sales Operations in a fast-growing, multi-business, or acquisitive organization
- Deep expertise in forecasting, pipeline management, CRM governance, operating cadences, account and territory planning, and sales productivity; strong Salesforce experience required
- Experience supporting sales compensation, quota, capacity, coverage, and annual planning in partnership with Sales leadership and Finance
- Strong analytical and financial acumen; advanced Excel and experience with reporting/BI tools such as Power BI, Tableau, or similar platforms preferred
- Demonstrated experience using AI-powered tools, automation, and emerging technologies to improve workflows, analysis, decision-making, and productivity
- Exceptional communication, project management, change leadership, and stakeholder-management skills; SLED or broader public-sector sales experience is a plus
KEY CHARACTERISTICS
- Builder and operator who is strategic, data-driven, and action oriented
- High-accountability change leader who creates simple, scalable processes and operating discipline
- Collaborative, technology-forward, and commercially minded leader who thrives in a fast-paced, acquisitive environment
WHAT WE OFFER:
Our world-class work environment encompasses flexible and remote work options, a commitment to equity, and nationally respected teams in management consulting and technology services. We also offer opportunities to make a profound social impact through innovative projects, and professional development opportunities for career growth. Here you can read more about our extensive Employee Value Proposition (EVP).
Specifically, we will offer you a competitive compensation package including:
- Incentive and bonus programs
- Up to 16 weeks of paid parental leave
- Flexible spending accounts
Full-health benefits with base employee coverage fully funded, comprising:
- Medical, dental, and vision coverage
- Short and long-term disability coverage
- Income protection benefits
MGT Impact Solutions, LLC is an equal opportunity employer. We will not discriminate against any employee or applicant for employment on the basis of race, color, religion, sex, national origin, age, disability, marital status, genetic information, sexual orientation, pregnancy, gender identity, or any other characteristic or class protected by law.
