Sales Operations Manager, Foundry at Instructure · LumiJobs

Responsibilities

You’re the operational engine behind New Markets’ newest product bets. You’ll own the end-to-end go-to-market lifecycle for pod products, from market sizing and early strategy through launch, performance tracking, and the handoff when a product graduates into the core. When a pod proves customers will pay, you make that motion repeatable and hand it to the full seller base. This is a blank-page job: the playbook doesn’t exist yet, and you’ll write it. The role reports directly to the President, New Markets, with a matrixed dotted line to Instructure’s Go-to-Market Strategy and Operations leadership.
You own go-to-market operations across the portfolio, and you’re the voice of the New Markets business in the rooms where commercial decisions get made.
In practice, that means you’ll:
Own the end-to-end GTM lifecycle for pod products. Carry each product from market sizing and early strategy through launch planning, field execution, and post-launch performance tracking.
Shape the go-to-market approach with each pod. Partner with Pod Founders, marketing, and the sales overlay on ideal-customer definition, pricing and packaging input, channel strategy, and competitive positioning.
Design the sales motion. Build the coverage models, pipeline processes, forecasting cadences, and rules of engagement for the first seller cohort on each product.
Build the reporting backbone. Stand up and maintain the analytics in Salesforce and Excel that track pipeline health, win/loss, attach rates, average contract value, and renewal trends, and turn that data into insight leadership can act on.
Run launch readiness. Lead CRM buildout in Salesforce, playbook documentation, tool configuration, and alignment across enablement, marketing, finance, deal desk, and IT.
Own the graduation playbook. Define the criteria and the integration motion for products that complete a pod’s journey, so the full seller base can carry and sell the product without a messy handoff.
Be the voice of the business. Translate early-stage complexity into clear, data-backed narratives in planning forums, business reviews, and executive sessions, and support annual planning across capacity, quota, incentive design, and growth roadmaps.
Blank page to operating framework. You go from nothing to a working system without a lot of hand-holding, then improve it as results and field feedback come in.
Rigor under ambiguity. You structure messy, early-stage go-to-market problems, build the analytical frame, and land a recommendation you can defend.

Sales Operations Manager, Foundry

Responsibilities

Qualification

Required

Benefits

Company

Instructure

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