Sales Operations Manager (SDR)

About Us Perk (formerly TravelPerk) is the intelligent platform for travel and spend management. Built to tackle the time-consuming, manual work that gets in the way of real work, our tools automate everything from travel bookings to expenses, invoice processing, and more. By eliminating this shadow work that wastes hours, erodes morale, and saps innovation, we're on a mission to power real work, with real impact. We're trusted by more than 12,000 companies worldwide, including Bolt, GoCardless, and Fabletics, and we're tackling the 7 hours of lost productivity per employee each week, a $1.7 trillion problem https://www.perk.com/shadow-work-report. Founded in 2015, Perk has grown into a global company of more than 1,800 people across 12 offices globally, with headquarters in London and Boston. We combine innovation, control, and simplicity to transform how businesses work and how people feel at work. At Perk, we're driven by our values, like being an owner, delivering a 7-star experience, and working as one team. We value curiosity, purpose, and mindset, not just knowledge, to unlock the power in your potential. Our talent team brings together leading minds from the travel, fintech, and SaaS industries, representing over 70 countries. If you're excited about having a real impact and shaping how millions of people experience work, we'd love you on the team. Visit www.perk.com http://www.perk.com to learn more. ABOUT THE ROLE: Perk is going through a period of significant growth, and we're using AI and automation to make our sales teams more productive and to take manual work out of our reps' day-to-day, in our tools and in the CRM. Nowhere is that more visible than in our SDR organisation, where we are rolling out AI-driven outbound prospecting with tools like Clay. We're hiring a Revenue Operations Manager in Barcelona to support our SDR organisation globally. This is a senior individual contributor role: a strategic business partner to SDR leadership on process, systems, and operating cadences, and the business owner of the SDR tech stack, from Sales Engagement tooling to LinkedIn Sales Navigator and enrichment. You'll own how SDRs prospect, engage, and hand off pipeline, from the data and signals that tell them who to contact, to the sequences and automations that help them do it at scale, to the reporting that shows what is working. We're looking for a true owner who understands what good looks like, has rolled out AI and automation for outbound at scale elsewhere, and is curious about where AI can take outbound next. WHAT YOU'LL DO: Be the strategic partner to SDR leadership - Partner with global SDR leaders to define and run the operating model: processes, territories and handoffs, and the weekly, monthly, and quarterly cadences that keep the team on track. - Work with Sales Leadership, Marketing, Sales Enablement, and Finance to keep lead management and pipeline definitions aligned end to end. Own the SDR process - Own the end-to-end SDR process, from prospecting and outreach to qualification and handoff to Account Executives, and keep it documented in clear playbooks that are consistent across regions. - Own the prospecting process: ICP and account prioritisation, signal-based targeting, and outbound cadences. - Own the qualification methodology: lead and opportunity definitions, qualification criteria, stage and disqualification logic, and acceptance standards for handoffs, and evolve them as our go-to-market changes. - Own the inbound lead process: capture, routing, speed-to-lead standards, follow-up expectations, ownership rules, and the handoff between Marketing and SDRs. - Roll out process changes with SDR leaders and Enablement, and make sure they are adopted and followed. - Own the Rules of Engagement for outbound and inbound, including account ownership between regional and global accounts, so SDRs, Account Executives, and Marketing know who works which accounts and leads, and conflicts are resolved quickly and fairly. Own the SDR tech stack - Act as the business owner of every tool our SDR organisation uses in its prospecting efforts globally, including Sales Engagement platforms, LinkedIn Sales Navigator, and data enrichment tools, owning the roadmap, configuration, licences and cost, adoption, data quality, and vendor relationships. - Make sure the tools, the CRM, and the data around them work as one system, so reps spend their time selling, not updating records. - Evaluate, pilot, and roll out new tools and features, with clear business cases and success metrics. - Partner closely with the Revenue Systems team, who are the technical owners of these tools and manage configuration, syncs, and integrations, by setting priorities and requirements as the business owner, and with Enablement on training and change management. Drive AI and automation for outbound and inbound - Partner with the GTM Engineering team, who own Clay and the AI automation for SDRs, and act as the business owner of the SDR automation roadmap, defining the use cases and priorities for AI-driven outbound: signal-based targeting, account and contact research, enrichment, personalisation, and sequencing. - Reduce manual work for SDRs by automating CRM updates, lead and account research, routing, and follow-up, and measure the time saved and the pipeline impact. - Design and refine lead routing, scoring, and inbound handling so the right leads reach the right reps quickly. - Test and pilot emerging AI capabilities for SDR and inbound use cases, and scale what works with clear guardrails on data quality, compliance, and brand. Protect data and quality - Set the standards for data hygiene, outreach governance, and deliverability across SDR tools, and make sure they are followed. - Build the dashboards and reporting that give SDR leaders and reps a single source of truth on activity, funnel, and outcomes. - Document processes and playbooks so they are repeatable across regions. WHAT WE'RE LOOKING FOR: - Significant experience (typically 5+ years) in Revenue Operations, Sales Operations, or SDR/Pipeline Operations in B2B SaaS, with a focus on SDR or outbound productivity. - Proven experience supporting the roll out of AI and automation for outbound prospecting from a process point of view - Deep hands-on knowledge of Salesforce and of Sales Engagement platforms (such as Outreach, Salesloft, or Gong), including sequencing, enrichment, routing, and scoring. - Strong analytical skills: you can find the story in funnel and rep-activity data and turn it into decisions that SDR leaders act on. - A true owner: you take responsibility for a tool, a process, or an outcome end to end, and you don't wait to be asked. - Credibility as a strategic partner to senior sales leaders, comfortable challenging and influencing across Sales, Marketing, Enablement, Finance, and Systems. - Strong project and change management skills, with a track record of driving adoption across global teams. - Curiosity about AI and where it can take SDR, outbound, and inbound operations next. - Comfortable in a fast-growing, fast-changing environment where processes are still being built. WHAT WE OFFER: - Receive competitive compensation and equity ownership in Perk - Rest and recharge with our generous allocation of vacation days plus public holidays - Take control of your physical health with your choice of private healthcare or a gym allowance - Know that your loved ones are protected financially through your Life Insurance if the worst were to happen - Join our unforgettable Perk events, including our spectacular annual summer party - Always feel supported with Spring Health, our market-leading wellbeing partner, providing fast, comprehensive access to 12x therapy and 12x coaching sessions for you and your loved ones - Make your money go further with our flexible compensation plan - Focus on your family with 17 weeks’ paid parental leave during your child’s first year - Contribute to your community with 16 paid hours per year to spend volunteering for your dearest charitable causes - Broaden your horizons with up to 20 "Work from Anywhere" days per year - Nurture your language skills with in real-life English, Spanish and Catalan lessons - Follow your passions and take a four-week, fully paid sabbatical once you reach 5 years - Let us help you move to one of our hubs with relocation support   HIRING PROCESS - 30 min online call with Talent Acquisition - Online 45min call with the hiring manager - IRL Assessment with the Hiring manager + another senior person from the Rev Ops team - 30 min online panel interview with the SDR Manager - 30 min Online Culture interview with SE Manager AI at Perk AI is embedded in how we work across every function. The tools you'll use day-to-day are AI-enabled so you can move faster and spend more time on the work that matters. In practice, that means using AI to research and prioritise accounts, draft and refine outreach, handle customer interactions more effectively, synthesise information, and cut through shadow work - the invisible tasks that pull people away from the work only they can do - so you can focus on relationships and outcomes. How We Work At Perk, we take an IRL-first approach to work, where our team works together in-person 3 days a week. As such, this role requires you to be based within commuting distance of our hubs. We fundamentally believe in the value of meeting in real life to improve connectivity, productivity, creativity and ultimately making us a great place to work. For certain roles, we can help with relocation from anywhere in the world, English is the official language at the office. Please submit your resume in English if you choose to apply. Do not forget to submit an updated portfolio and/or resume. Perk is a global company with a diverse customer base, and we want to make sure the people behind our product reflect that. We’re an equal opportunity employer, which means you’re welcome at Perk regardless of how you look, where you’re from, or anything else that makes you, well, you. Protect Yourself from Recruitment Scams All official communication from Perk will always come from email addresses ending in @perk.com http://perk.com or @externalperk.com http://externalperk.com, our verified social media channels, or recruiters listed on our official LinkedIn page. We will never ask you to pay for equipment, training, or fees, request sensitive personal information such as bank details early in the process, or communicate through unofficial apps like WhatsApp, Telegram, or Signal. If you receive a message claiming to be from Perk that seems suspicious, please do not respond. Forward it to security [at] perk .com, and we will confirm whether it is legitimate. #LI-Hybrid