Sales Operations Manager

Readiness Delivered. Kratos is a leader in assured aerospace communication solutions and services. We are cutting-edge innovators and creative problem solvers working collaboratively to solve our customers toughest challenges. Our culture is fast-paced and innovative. We are a trusted partneridriven by doing the right thing and achieving maximum success for our customers, our partners and ourselves. The Sales Operations Manager will lead and strengthen our cybersecurity services sales organization by managing a high performing team and driving operational excellence. This role improves sales productivity, enhances process discipline, and supports revenue growth through streamlined workflows, high quality business development materials, and impactful proposal contributions. The ideal candidate is highly organized, analytically strong, and experienced in cybersecurity or technology services with a proven ability to manage and motivate sales teams while executing the full sales process with clarity and precision. This role also works cross-functionally with Delivery, Operations, and Contracts teams to ensure seamless deal execution and alignment across the sales lifecycle.

Team Leadership & Sales Management:

• Directly manage, coach, and develop sales representatives to achieve performance and growth targets.
• Oversee inbound lead management and guide the sales team in converting opportunities and closing bookings.

Sales Operations & Process Optimization:

• Maintain and enhance CRM workflows, data accuracy, and sales tool utilization.
• Lead forecasting, pipeline management, and sales performance reporting.
• Provide insights on pipeline health, win/loss trends, and revenue drivers to support strategic decision making.
• Assist with strategic planning, quota setting, and territory alignment.
• Identify inefficiencies in sales workflows, such as proposal turnaround, SOW generation, and customer onboarding processes, and implement improvements.
• Strengthen and streamline sales processes for cybersecurity services, including qualification, scoping, and handoff to delivery teams.

Proposal Management & Capture Support:

• Oversee and manage the end-to-end process for all incoming proposal and RFP/RFI requests, ensuring timely triage, assignment, and high-quality responses.
• Maintain proposal content repositories, establish response standards, track deadlines, and ensure compliant, compelling submissions.
• Build and maintain a library of proposal assets such as templates, scoping questionnaires, past performance summaries, case studies, presentations, resumes.
• Partner with Delivery SMEs, Operations, and Contracts teams on pricing strategy, proposal development, and deal execution.

• Bacheloris degree in Business, Cybersecurity, Operations, or related field; advanced degree preferred.
• 10+ years of experience in sales operations, revenue operations, or business operations, ideally within cybersecurity or technology services.
• 3-5 years of direct sales team management.
• Demonstrated experience coaching or developing sales talent, including performance management and pipeline discipline.
• Strong understanding of cybersecurity services models such as assessments, managed services, consulting, and compliance programs (CMMC, FedRAMP, FISMA, etc.).
• Familiarity with federal contracting processes (RFPs, SOWs, IDIQs, BPA call orders) and commercial procurement practices.
• Advanced proficiency with CRM systems (Salesforce preferred), sales enablement tools, proposal management systems, and automation processes for contract reviews and approvals.
• Exceptional communication, analytical, and project management skills.
• Ability to work cross-functionally in a fast-paced, highly technical environment.
• Skilled at developing and presenting executive-level communications and data visualization.

Preferred Skills/Experience

• Proficiency with Awarded AI proposal writing platform.
• Foundation in cybersecurity consulting and assessment.

#LI-Hybrid

Competitive salary based on experience and education

Kratos is valued for our ability to design and deliver leading edge, resilient solutions for aerospace communication, control, awareness and mission success across a continuum of offeringsifrom commercial to tailored custom solutions and integrated programs. Customers trust us to stay relevant and know we are in it for the long-haul. We bring both the capability and confidence that our customers value and depend on. And we always deliver.

This posting will close within 90 days from the Posting Date. i