Job Description

Who We Are

Oncourse Home Solutions, also operated as American Water Resources, is a trusted home protection provider helping homeowners across the country protect what matters most. We are a $500 million organization backed by private equity firm Apax Partners, serving 2 million customers across 43 states. We partner with 25+ utilities and municipalities (and growing!) to provide customized solutions tailored to any community - delivering real value where people live. We help homeowners protect the essential systems that keep their homes running - from HVAC, appliances, and electrical to water, sewer, gas lines, and more - so they can avoid the stress and financial impact of unexpected repairs. Our work helps homeowners stay safe, comfortable, and confident in their homes every day.

At Oncourse, our people are what makes that possible. We call ourselves SUPERs - Successful, United, Progressive, Empathetic, and Reliable - because that’s how we show up for our customers and for each other. We invest in our employees through competitive benefits, an inclusive culture, and employee-led resource groups that strengthen connection, community, and belonging across the company.

As an equal opportunity employer, our employment decisions are based on business needs, job requirements and individual qualifications without regard to race, color, religion, age, sex (including pregnancy), sexual orientation, gender identity, national origin, ancestry, marital status, parental status, mental or physical disability, military or veteran status, or any other basis protected by federal, state, or local law. Oncourse Home Solutions is committed to recruiting and retaining talented applicants and to providing all employees with a workplace free from discrimination and/or harassment. 

The Sales Operations Manager is a commercial execution leader responsible for bringing process discipline, pipeline integrity, and operational rigor to a complex, long-cycle sales environment. Reporting to the Director of Sales Strategy & Operations and working in close collaboration with Business Development leadership, this role owns the business performance layer, translating systems, data, and process into consistent, measurable revenue outcomes across Business Development (BD) and Partnerships.

This is a precision operations role purpose-built for a consultative sales environment where complex, long-cycle deals demand sustained discipline, structured engagement, and airtight process management. The Sales Operations Manager builds and maintains the operational infrastructure that keeps deals advancing, eliminates execution gaps, and ensures leadership always knows exactly where the business stands.

Working closely with the Business Development team and senior leadership, this individual ensures the revenue process runs as a well-coordinated, documented, and repeatable operation. Key areas of ownership include: pipeline governance and structured reviews, CRM dashboard integrity and data accuracy, RFP and proposal response coordination and support, sales engagement platform campaign launch and effectiveness analysis, BDR cadence management and execution support, activity KPI tracking, onboarding of new sales hires, and ownership of Weekly and Monthly Business Review report packs, all in service of advancing long-cycle deals with precision and maximizing the productivity of every rep across the team.

Located at our office in Naperville, IL. Our office environment is a key driver of our company culture and employee experience, so a regular in-office hybrid model (generally T-TH in office and M & F remote) is required.

Responsibilities include but are not limited to:

• Pipeline Governance & Forecast Management: Partner with Business Development leadership to maintain pipeline integrity, inspection cadence, and forecast accuracy across BD and Partnerships. Establish and uphold deal hygiene standards, stage progression criteria, and qualification discipline within the CRM, surfacing gaps and risks to leadership. Deliver gap-to-plan analysis and forward-looking pipeline health narratives to support leadership decision-making.
• Structured Pipeline Reviews with Sales & Leadership: Design the cadence and structure of weekly pipeline reviews with in partnership with leadership. Prepare and present pre-read materials with synthesized insights and clear calls to action. Track commitments and follow-through from each session to support accountability across the team.
• CRM Dashboard Management & Data Accuracy: Maintain and continuously improve CRM dashboards segmented by team, individual, vertical, and deal stage. Own data accuracy standards across all pipeline and activity fields; enforce data hygiene protocols with the BD team. Consolidate and surface data from CRM and other platforms into unified, actionable views for leadership and the BD team.
• RFP, Proposal Response & Automation: Support the Director of Sales Strategy & Operations and BD leadership in the execution of high-value RFPs and complex proposals, coordinating cross-functional inputs, managing timelines, and ensuring clear ownership across contributing teams. Build and maintain a structured proposal content library with standardized messaging and reusable sections that enable faster, more consistent responses. Leverage automation tools and workflows to accelerate proposal assembly, reduce manual effort, and enforce quality standards.
• BDR Cadence Management, Campaign Execution & Content Optimization: Own the launch and operationalization of sales engagement platform campaigns against defined segments, sequencing, and timing aligned to sales plays. Build and continuously refine outreach cadences for BDRs based on sales playbooks and conversion data. Analyze campaign effectiveness across open rates, reply rates, meeting conversion, and sequence completion by campaign, rep, and segment. Run A/B testing on email templates, subject lines, and call scripts to optimize response and meeting conversion rates. Maintain a living library of highest-performing outreach content and retire underperforming campaigns based on data. Brief RevOps on any configuration or platform changes required to support campaign execution.
• Execution Reporting & Performance Analytics: Build and maintain activity reporting using sales engagement platform and CRM data to track calls made, emails sent, meetings booked, and opportunities created against daily and weekly KPI targets. Prepare rep-level and team-level performance views for structured pipeline reviews, equipping the Business Development leader and BD team with the data needed to identify productivity gaps.
• Sales Onboarding & Enablement: Own onboarding for new BDRs and BD hires, covering sales process, CRM data standards, sales engagement platform cadence usage, and execution playbooks. Maintain up-to-date onboarding documentation and training materials. Partner with Sales leadership to continuously refine enablement programs as tools and processes evolve.
• Deal Acceleration & Commercial Execution: Support deal progression by coordinating approvals, contracting workflows, and stakeholder alignment across Legal, Finance, and Operations in partnership with BD leadership. Identify and flag bottlenecks that slow deal velocity; track cycle times and conversion leakage by stage. Maintain and reinforce deal strategy playbooks developed with leadership to support consistent execution and faster time to close.
• Territory Strategy & Coverage Analytics: Support Business Development in refining territory and account coverage models by providing analysis, segmentation data, and workload modeling across the BD team. Maintain account prioritization frameworks and surface coverage gaps and whitespace opportunities to inform leadership decisions on rep focus and book of business design.
• Business Performance Insights & Reporting: Translate pipeline and activity data into actionable commercial insights not just dashboards. Deliver WBRs, MBRs, and executive-level performance narratives that identify clear drivers of overperformance and underperformance. Proactively surface conversion trends, pipeline health indicators, and rep productivity patterns for leadership decision-making.
• Cross-Functional Commercial Orchestration: Act as the operational hub across BD, Partnerships, Marketing, Legal, and Finance, ensuring seamless execution across the full sales lifecycle. Facilitate alignment on priorities, timelines, and deal execution coordination across functions. Identify and reduce non-revenue activities for the BD team by embedding repeatable processes and removing operational friction.

We're Excited if this is You!

Experience and Qualifications of the Role:

• 5+ years of progressive experience in Sales Operations, Revenue Operations, Commercial Strategy, or a closely related B2B function.

• Demonstrated impact on pipeline growth, forecast accuracy, deal velocity, or rep productivity in a high-growth or performance-driven environment.

• Hands-on experience managing RFP and proposal response processes, including content library development and cross-functional coordination.

• Advanced CRM proficiency including dashboard creation, data management, and pipeline governance.

• Experience managing BDR/SDR cadences and sales engagement platforms, including A/B testing, execution reporting, and activity KPI tracking.

• Proven ability to design and facilitate structured pipeline reviews and executive-level performance reporting, translating data into clear business narratives.

• Expert-level Excel/Google Sheets skills and experience with data visualization and business intelligence tools.

• Familiarity with proposal automation or RFP response platforms and workflow automation tools for process design and operational efficiency.

• Experience in a private equity-backed, high-growth, or performance-driven commercial environment.

Computer Skills Needed to Perform the Job:

Required:

• CRM platform - advanced proficiency in pipeline management, dashboards, reporting, and data hygiene

• Sales engagement platform - proficient in cadence management, campaign execution, and activity reporting

• Microsoft Office Suite - expert-level Excel and PowerPoint for data modeling, performance analysis, and executive presentation development

• Data visualization tools - dashboard creation and performance reporting

Preferred:

• Proposal automation or RFP response platforms

• Workflow automation tools for process design and operational efficiency

• Project management tools for cross-functional coordination and timeline management

Education:

• Bachelor's degree in Business, Marketing, Analytics, Information Systems, or a related field required. Equivalent professional experience in Sales Operations, Revenue Operations, or a comparable commercial execution function will be considered in lieu of a degree.

Certificates, Licenses, Registrations:

• N/A

We offer a compelling total rewards package that includes a competitive base salary and comprehensive benefits to support your total wellbeing.  The base pay range for this position is $98,720 - $148,080 USD Annual. The specific pay offered will depend on qualifications, experience, education and skill set. The compensation offered may also include an annual performance-based bonus, sales incentive plan or commission target.

Our benefits include, but are not limited to, healthcare, life insurance, paid time off, retirement, commuter benefits, and education reimbursement. Exact compensation may vary based on skills, experience, and location.

Join our SUPER Team and Enjoy Amazing Benefits!

• Competitive Compensation: We value your hard work and are proud of our competitive pay for performance philosophy.
• Comprehensive Health Coverage: Medical, dental, and vision insurance options, plus paid short-term and long-term disability coverage.
• 401(k) Plan with 4% Company Match: Secure your future with our robust retirement plan.
• Generous Paid Time Off: Take the time you need to recharge and relax.
• Education Assistance Program: Invest in your growth and development with our support.
• FSA/HSA Options: Flexible spending and health savings accounts to manage your transportation and dependent care expenses.
• Employee Wellness: Access to EAP, health, legal, and financial resources to support your overall well-being.
• Vibrant Company Culture: Monthly Townhalls, employee recognition programs, and Employee Business Resource Groups (EBRGs) to keep you engaged and connected.

Competencies

Interpersonal Savvy - Relates well to all kinds of people, up, down and sideways, inside and outside the organization; builds appropriate rapport; builds constructive and effective relationships; uses diplomacy and tact; can diffuse even high-tension situations comfortably.

Process Management - Good at figuring out the processes necessary to get things done; knows how to organize people and activities; understands how to separate and combine tasks into efficient work flow; knows what to measure and how to measure it; can see opportunities for synergy and integration where others can't; can simplify complex processes; gets more out of fewer resources.

Managing and Measuring Work - Clearly assigns responsibility for tasks and decisions; sets clear objectives and measures; monitors process, progress, and results; designs feedback loops into work.

Organizing - Can marshall resources (people, funding, material, support) to get things done; can orchestrate multiple activities at once to accomplish a goal; uses resources effectively and efficiently; arranges information and files in a useful manner.

Priority Setting - Spends his/her time and the time of others on what's important; quickly zeros in on the critical few and puts the trivial many aside; can quickly sense what will help or hinder accomplishing a goal; eliminates roadblocks; creates focus.

Written Communications - Is able to write clearly and succinctly in a variety of communication settings and styles; can get messages across that have the desired effect.

Comfort Around Higher Management - Can deal comfortably with more senior managers; can present to more senior managers without undue tension and nervousness; understands how senior managers think and work; can determine the best way to get things done with them by talking their language and responding to their needs; can draft approaches likely to be seen as appropriate and positive.