Sales Operations Manager in London

The commercial engine needs an engineer. Our client is a 40-person award-winning data strategy consultancy doing genuinely differentiated work — helping boards and senior leadership teams in complex organisations quantify the financial value of their data. They work across Government, Energy, Water, Infrastructure, Defence, and Transport. They are at an inflection point. The CEO and CGO are actively pursuing a pipeline of high-value, long-cycle opportunities. What they need now is someone to build the operational infrastructure behind that activity — the CRM discipline, pipeline governance, and reporting rigour that turns promising conversations into a reliable, scalable revenue operation.

This is not a sales role. There are no targets, no quota, and no cold calls. This is the person who makes sure the right opportunities are being tracked, qualified, and progressed — and that the whole growth team has the data, process, and tooling to operate at its best.

The brief

• Own and administer HubSpot Sales Hub Professional — pipeline stages, custom properties, workflows, automations, and data quality across 1,300 company and contact records.
• Run the weekly pipeline governance cadence with the CEO and CGO — facilitating structured reviews, challenging deal status, and holding the growth team accountable to agreed process and stage discipline.
• Build and maintain pipeline and performance dashboards — weighted pipeline, conversion rates, sector performance, and revenue visibility for senior leadership.
• Support pursuit planning — account intelligence, competitor scanning, and briefing packs for sector leads.
• Maintain bid/no-bid governance documentation and process compliance.
• Help develop and improve the firm's AI-enabled BD workflows, already in active use across the growth function.

Who will land this

You have worked in a revenue operations, sales operations, or commercial operations capacity — and you understand how professional services firms sell. Long cycles. Relationship-led. High value. Low volume. The opposite of a SaaS funnel. You are also comfortable in an environment that is still being built. There is no fully defined playbook here. You will write it.

This role will suit candidates who have worked under a range of titles — Sales Operations Manager, BD Operations Manager, Sales Capture Manager, Commercial Operations Manager, or Sales Enablement Manager are all relevant backgrounds. What matters is the environment: professional services, consulting, legal, or advisory — not SaaS or product-led sales.

You will bring:

• HubSpot administration experience — custom properties, pipeline configuration, workflow automation, and reporting. Not just a user — an administrator.
• Strong analytical skills — weighted pipeline modelling, conversion tracking, and the ability to turn data into a clear and honest story for the CEO and CGO.
• Experience in a consulting, professional services, or high-value services environment — or a demonstrable understanding of what that selling environment looks like.
• The confidence to constructively challenge senior stakeholders in governance meetings — patience, thick skin, and authority without a formal mandate.
• Self-starting behaviour — you can set your own priorities and build structure in an ambiguous, fast-moving environment.
• Genuine interest in AI tools — the firm has built BD modules to support pursuit preparation and client intelligence, and wants someone who will help improve them.

Why it's worth a conversation

• Build something from scratch alongside a CEO and CGO who are deeply invested in getting the commercial function right.
• Work at the intersection of commercial operations and data strategy in a firm doing genuinely pioneering work.
• No sales targets, no quota pressure, no cold calling.
• Direct mentorship from the CGO from day one.
• Hybrid working from London.
• Performance bonus and long-term growth incentives.

Nicholson Glover is a specialist recruitment consultancy founded in 2002. We focus exclusively on four disciplines: Customer Research & Insight, Strategy & Innovation, Data, Analytics & AI, and Product & Technology — placing mid-to-senior professionals with agencies, consultancies, corporate teams, and venture-backed businesses.