Summary

Senior Manager, Sales & Sales Operations – HCW Platform Solutions

Position Summary

Hexagon Manufacturing Intelligence is seeking a Senior Manager, Sales & Sales Operations to lead sales development and sales operations for HCW Platform Solutions.

This role combines commercial leadership, sales development, and sales operations, with responsibility for building a scalable prospecting and pipeline-generation engine while strengthening the processes, systems, analytics, and reporting that enable a high-performing sales organization.

The Senior Manager will play a key role in developing and executing HCW’s direct sales go-to-market strategy, building a disciplined approach to target-account development, improving pipeline generation and conversion, and providing sales leadership with the insights required to make informed commercial decisions.

This individual will lead and develop members of the Sales Development organization while partnering closely with Account Executives, Marketing, Services, Finance, and broader Hexagon leadership. The role will also serve as a key liaison between HCW Sales and Hexagon Marketing, ensuring alignment across demand generation, account-based marketing, lead management, and commercial priorities.

The ideal candidate combines strong people leadership with deep sales operations expertise, analytical capability, and a continuous-improvement mindset. They are comfortable moving between strategy and hands-on execution and can build repeatable processes that improve sales productivity, pipeline growth, forecasting, and revenue performance.

Job Responsibilities

Key Responsibilities

• Lead the strategy and execution of the Sales Development function, building a scalable prospecting engine that consistently generates qualified opportunities for the Account Executive organization.
• Recruit, onboard, coach, develop, and manage Sales Development team members while creating a high-performance and collaborative team culture.
• Establish clear goals, KPIs, activity standards, and performance expectations aligned with pipeline and revenue objectives.
• Develop prospecting strategies focused on agreed target accounts, industries, buyer personas, and ideal customer profiles.
• Build and continuously optimize account-based prospecting models, programs, processes, messaging, and supporting tools.
• Partner closely with Marketing to align demand generation, account-based
• Monitor team performance and use data, coaching, and process improvements to increase productivity, conversion, and pipeline contribution.
• Support quarterly and annual pipeline, new-logo, and revenue objectives.

• Lead the sales operations strategy and processes required to improve sales productivity, scalability, visibility, and performance.
• Own and continuously improve core sales processes including pipeline management, forecasting, territory planning, account segmentation, quota support, opportunity management, and performance reporting.
• Identify bottlenecks, inconsistencies, and inefficiencies throughout the sales process and implement scalable solutions that accelerate commercial performance.
• Partner with sales leadership to identify opportunities to improve win rates, sales-cycle efficiency, pipeline coverage, and revenue predictability.
• Evaluate existing processes and identify repeatable best practices that can be scaled across the sales organization.
• Support customer segmentation, territory design, and account prioritization to improve new customer acquisition, renewals, and expansion opportunities.

• Develop and maintain pipeline reporting, forecasting models, dashboards, and sales-performance metrics.
• Provide regular reporting and analysis to sales and business leadership on pipeline health, forecast accuracy, quota attainment, conversion, sales productivity, and revenue performance.
• Establish leading and lagging indicators that provide early visibility into potential performance gaps.
• Translate complex sales data into clear insights and recommendations that support strategic and operational decision-making.
• Partner with leadership to define and continuously improve the KPIs used to measure commercial effectiveness.

• Identify opportunities to automate manual processes and improve seller productivity through technology.
• Partner with appropriate internal teams to evaluate and implement Salesforce enhancements and other sales technology improvements.

• Promote sharing of best practices and successful sales approaches across the organization.

• Partner with Services to ensure effective customer handoffs, information sharing, and alignment throughout the customer lifecycle.
• Bring market, customer, competitive, and sales-performance insights into business

Qualifications

Qualifications

• Bachelor's degree in Business, Marketing, Finance, Sales, or related field preferred, or equivalent professional experience.
• 5–7+ years of combined experience across technology sales, sales development, sales operations, revenue operations, or related commercial functions.
• Demonstrated experience leading, coaching, and developing sales or Sales Development teams.
• Strong understanding of B2B sales processes, prospecting, pipeline generation, opportunity management, and forecasting.
• Experience developing or managing SDR/BDR programs and outbound prospecting strategies.
• Strong knowledge of sales operations, sales analytics, forecasting, pipeline management, territory planning, and performance measurement.
• Hands-on experience with Salesforce or similar CRM platforms and familiarity with modern sales automation and enablement technologies.
• Experience building dashboards, reporting frameworks, forecasting models, and executive-level sales reporting.
• Strong analytical and problem-solving skills with the ability to translate data into actionable business recommendations.
• Demonstrated ability to identify process gaps and implement scalable solutions that improve commercial performance.
• Strong leadership, coaching, communication, and presentation skills.

• Experience within B2B software, SaaS, enterprise technology, manufacturing technology, industrial software, or related technology markets.
• Experience developing account-based sales or marketing programs.
• Experience with Salesforce optimization, sales automation, and CRM process improvement.
• Experience supporting direct enterprise or strategic-account sales organizations.
• Understanding of customer acquisition, renewal, expansion, and customer lifecycle strategies.
• Experience operating within a global or matrixed organization.

Hexagon is an Equal Opportunity Employer.

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