Senior Manager, Sales Operations

Clio is the global leader in legal AI technology, empowering legal professionals and law firms of every size to work smarter, faster, and more securely.

We are transforming the legal experience for all by

bettering the lives of legal professionals

while

increasing access to justice

. Summary:

What your team does:

Revenue Operations has one job—to drive growth by accelerating our revenue-generating teams. We directly support Sales, Marketing, Channel and Product by providing insights, reducing friction, and enabling teams to be innovative and self-sufficient. You will be joining Clio’s Revenue Operations team as a high-impact leader during a pivotal phase of the company’s explosive growth. As Senior Manager, Sales Operations, you will play a critical role in optimizing existing revenue processes to support sustainable growth. This role is responsible for overseeing and optimizing revenue operations across new business, expansion, and renewal motions, ensuring operational excellence, forecasting accuracy, and strong alignment with Clio’s go-to-market strategy. You will partner closely with Sales, Marketing, Customer Success, Finance, and Product, and report directly to the Sr. Director, Revenue Operations. What you'll work on:

Team Leadership & Scaling Building, leading, and mentoring a high-performing Revenue Operations team specifically focused on supporting high velocity sales in the SMB segment.

Partnering with Senior Sales Leadership on OKR's to develop and operationalize revenue strategies aligned with Clio's growth objectives

Building tools, frameworks, and processes that support new market entry, expansion motions, and renewals at scale with an AI-Forward approach

Driving cross-functional alignment and consistency in operational practices between global and regional teams.

Systems & Revenue Operations Identifying, designing, and implementing improvements to revenue workflows and processes to increase efficiency, scalability, and visibility across regions

Owning and optimizing the systems Sales Teams interact with such as Salesforce, Gong, Chili Piper, LeanData, Letter AI, Openprise, Salesloft, Scratchpad.

Ensuring processes scale effectively to support expansion, regional nuances, and future product growth

Ensuring the revenue technology stack adequately supports the unique requirements of various go-to-market channels.

Sales Territories & Planning Developing accurate, global sales territories using historical data, pipeline analysis, and market trends

Partnering with sales leadership and compensation teams to establish realistic targets, quotas, and capacity plans across regions and segments

Driving rigor and consistency in forecasting and pipeline management

Owning and enforcing Rules of Engagement (ROE) policy governing account ownership, lead routing, and cross-team crediting across Sales, Marketing, and Partner motions

Adjudicating ROE disputes and maintaining documented precedent so rulings stay consistent as edge cases recur

Updating ROE policy as new segments, channels, or partner motions are introduced, and driving Sales Leadership sign-off on changes

Revenue Analytics & Insights Owning the design and delivery of Sales Leadership's recurring reporting cadence (weekly forecast, monthly business review, QBR), translating raw CRM data into leadership-ready insight

Building and maintaining live dashboards (Salesforce Analytics) giving Sales Leadership real-time visibility into pipeline, forecast accuracy, and rep/segment performance

Defining and governing the KPI framework used to evaluate segment and regional performance, ensuring one source of truth across Sales Leadership reviews

Preparing and presenting recurring reports, dashboards, and insights on sales performance, key metrics, and strategic initiatives

Delivering clear, actionable insights to Sales Leadership and cross-functional stakeholders to inform decision-making

Analyzing sales metrics to identify trends, opportunities, and areas for improvement across the funnel that inform strategy, improve execution, and elevate global sales performance

Who you are:

High-impact self-starter: you take initiative to move projects forward and can operate well with little guidance. You’re excited by the possibility of leading cross-functional workstreams and generating buy-in among senior leadership.

Raw smarts and H