Senior Manager, Sales Operations & Commercial Intelligence

Build a career powered by innovations that matter! At Novanta, our innovations power technology products that are transforming healthcare and advanced manufacturing-improving productivity, enhancing people's lives and redefining what's possible. We create for our global customers engineered components and sub-systems that deliver extreme precision and performance for a range of mission-critical applications-from minimally invasive surgery to robotics to 3D metal printing.

Novanta is one global team with over 26 offices located in The Americas, Europe and Asia-Pacific. Looking for a great place to work? You have found it with a culture that embraces teamwork, collaboration and empowerment. Come explore Novanta.

Senior Manager, Sales Operations & Commercial Intelligence

Novanta | Precision Manufacturing

Bedford MA, Hybrid Working

At Novanta, our technology enables life-saving medical devices and advanced manufacturing breakthroughs. This role sits at the center of how we commercialize that innovation.

This is a dual-hatted leadership role - owning Sales Operations execution while acting as the AI deployment lead across Salesforce and SAP.

Role Overview:

• Chair monthly demand reviews and own the SIOP demand plan
• Run SIP mechanics, quota modelling, and territory design
• Build AI-enabled workflows using Power Automate and Copilot Studio
• Challenge pipeline assumptions and influence senior leaders
• Eliminate manual reporting through automation and insight

This role is for someone who wants ownership, impact, and credibility - not just dashboards.

Key Responsibilities:

Sales Operations & SIP Administration

• Full Salesforce admin responsibility for the Precision Manufacturing BU: data quality, account hierarchies, pipeline hygiene, field validation rules, and user access management. Business owner for SFDC.
• Weekly pipeline review with the sales team: stage progression, coverage analysis, win/loss tracking, and probability accuracy. Owns the pipeline data quality that feeds the revenue forecast.
• Weekly rep-level attainment pulls, exception flagging, and SIP tracking vs. quota. Annual SIP plan mechanics built in partnership with Finance Manager.
• Builds territory models and quota scenarios in partnership with VP Sales and Finance. Produces quota letters and tracks attainment through the plan year.
• Owns the Power BI reporting ecosystem for the commercial team: territory analytics, rep productivity, pipeline velocity, win/loss, and coverage metrics.
• Flags revenue gaps identified from pipeline and forecast data.

Revenue Operations Support

• Builds and maintains the pipeline-to-forecast model in Salesforce/Power BI.
• Produces weekly bookings-to-revenue gap reporting.
• Owns commercial MDM governance: account hierarchies, territory assignments, product/pricing master data in Salesforce and SAP.
• Builds the commercial performance deck for QOR using live data connectors.

SIOP Demand Planning

• Owns the demand side of the monthly SIOP process: statistical baseline, customer forecast inputs, pipeline signals, and management overrides. Responsible for the demand number that feeds MPS.
• Chairs the monthly demand review meeting (Week 1 of SIOP cycle). Consolidates inputs from sales, product management, and market intelligence into a single approved demand plan.
• Participates in the monthly supply vs. demand reconciliation session alongside the SIOP/Planning Manager.
• Prepares demand-side slides and data for the Executive SIOP session.
• Weekly demand signal update Uploads updated demand plan to SAP weekly for MRP consumption by Planning Manager. Maintains accuracy of demand signal in system of record.
• 18-month rolling demand outlook Maintains and presents 18-month rolling demand assumptions.

AI Deployment & Commercial Systems

• Designs, builds, and maintains automated commercial workflows without IT dependency.
• Maintains a prioritized backlog of automation and analytics enhancements.
• Business owner for SFDC AI features: Einstein forecasting, opportunity scoring, and AI-generated pipeline insights. Evaluates, configures, and governs AI tools in the SFDC environment.
• Designs training materials and SOPs for new automated workflows. Builds feedback loops to ensure AI tools are embedded in daily team rhythms - not just deployed and abandoned.

Required Experience, Education, Skills, Training and Competencies

• BS degree in Business, Mathematics, Computer Science, Engineering, or related field
• MBA or advanced degree a plus; formal AI/data science coursework a differentiator
• 3-5 years of progressive experience in Sales Operations, Revenue Operations, or Commercial Analytics in a B2B manufacturing or technology environment
• Demonstrated experience administering or closely supporting Sales Incentive Plans (SIP/SIC): quota modeling, attainment tracking, exception management
• Hands-on Salesforce experience - not just as a user but as a report builder, dashboard owner, or admin-level configurator
• Participation in SIOP or S&OP demand planning processes in a manufacturing business is strongly preferred
• Prior exposure to AI/ML tools in a commercial or operations context; hands-on Power Automate or Copilot Studio experience is a strong differentiator.

Travel Requirements

• 10%

The salary for this role will range from $115,000 - 155,000 annually based on full-time employment. Salary offers are based on a wide range of factors including but not limited to location, relevant skills, training, experience, education, etc.

Certain roles may be eligible for performance-based incentive compensation and/or long-term incentives. Incentives could be discretionary or non-discretionary depending on the plan.

Novanta supports all aspects of your life's needs. This position provides a full range of medical, financial, and other benefits to make your quality of life better.

Novanta is proud to be an equal employment opportunity and affirmative action workplace. We consider all qualified applicants without regard to race, color, religion, sex (including pregnancy), sexual orientation, gender identity or expression, national origin, military and veteran status, disability, genetics, or any other category protected by federal law or Novanta policy.

Please call +1 781-266-5700 if you need a disability accommodation for any part of the employment process.