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Enterprise Sales Operations is a “big picture” view into the inner workings of the SaaS and enterprise software sales organization. The sales operations function is integral to how enterprise sales organizations function and align with marketing, finance, IT and product development.

Fundamentals are covered here without apology. The basics are the most common failure point for under performing sales organizations and instilling a solid foundation is the key to scaling an organization past $25M, $100M and $1B+ in annual sales.


  • Sales operations professionals
  • Sales and marketing leaders
  • Anyone involved in supporting a sales team



Our content is organized by primary job responsibility based upon research into the explicit job requirements for the sales operations role in SaaS and enterprise software companies.

Job FunctionPrimary Responsibility (2014)
Cross-Function Sales Alignment 95%
Sales Analytics & KPIs 90%
Forecast & Pipeline management 77%
Strategy & Planning 70%
Project Leadership 61%
Sales Training 46%
Territory Design 45%
Compensation Administration 29%

*Chart: Includes Manager | Director | Vice-President

**Leader: Includes Director and Vice-President (referenced elsewhere on the site)

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If you’d like to learn more, check out our About page. Thanks very much for your interest and participation in the Enterprise Sales Operations.


+Neal Murphy +ESO