2019 Sales Operations Salary Benchmarks

Comparatives matter. If you work in sales, you need to make sure that you price yourself competitively and get compensated accordingly. Sales operations is a complex field, and an understanding of what others in the profession expect can help you ensure the right salary range.
Whether you are looking for a new position or simply want to improve your negotiating position at your existing company, sales operations salary ranges in 2019 help you understand where to start, and what you can realistically ask for. That way, when you feel confident that you can make the ask, you have the necessary data to back you up.

2019 Sales Operations Salary, By Position

Naturally, the most important variable in trying to determine an adequate salary range is the position you currently occupy or want to move into. That means the first step is simple: just look at your job title, and jump to the right section below. Skip the rest, unless you’re interested in other compensatory ranges within your profession.

Sales Operations Manager Salary Ranges

Work as a sales operations manager can be difficult. You have to oversee the training, development, and support of a staff of salespeople, while at the same time analyzing reports and reviewing progress to goal in order to build greater efficiencies, hit revenue targets, and drive the company forward.
The Sales Lead Management Association (SLMA) estimates the average sales operations manager salary in 2019 to be $75,066. That falls in line with ZipRecruiter, which estimates that same salary at just over $78,000.
Other estimates differ slightly. For instance, Glass Door shows the salary range for the same position at $93,876, while Comparably estimates as high as $107,000 for the role of Sales Operations and Planning Manager. The planning function made explicit in the job title may contribute to that high range.
It’s important to note that all of these ranges are base pay, not taking into account bonuses or commissions. These can range widely, and may or may not be available, depending on the industry and exact job function. At the managerial level, estimating base pay makes for the easiest comparison.

Sales Operations Analyst Salary Ranges

Sales Operations Analysts work closely with the active sales teams. They use qualitative and quantitative data to analyze current sales processes, finding opportunities for improvement in both the process and potential prospects. For that work, you probably expect to be compensated fairly.
Whether you are, of course, depends on your definition of fair. According to Glass Door, Sales Operations Analyst salaries average just over $61,000. The platform also estimates an average of about $4,800 in additional pay through bonuses or indirect commission.
ZipRecruiter estimates the analyst salary range a little higher, at $64,898 as of August 2019. The noteworthy piece here is the range; according to the platform, a sales operations analyst might make as little as $36,000 or as high as $96,500. Location, experience, and industry are the biggest factor in determining the scale on that range.
Comparably again estimates high, at an $82,000 average for a sales ops analyst. An average in the $50,000, which goes up based on experience, is a realistic expectation here.

Director of Sales Operations Salary Ranges

In the typical org chart, the Director of Sales Operations sits above the manager and directs multiple teams to ensure optimum success rates in the sales ops process. The compensation reflects that elevated role, particularly when it comes to positions currently open and reported in the United States.
Glassdoor places the average Director of Sales Operations Salary at $139,650. That’s a significant jump from the $93,000 for a sales ops manager and the $61,000 for a sales ops analyst, estimated on the same platform. Additional cash considerations also rise significantly, to $27,000 in commission and bonuses.
Other platforms estimate the same position more conservatively. ZipRecruiter places the average salary range at just over $107,000, with a $30,000 jump from a manager position that is comparable on both platforms. Finally, PayScale puts the average UK salary for a sales operations director at £79,327, which at current exchange rates equals about $96,000.
With great power comes great responsibility might be a cliche, but it certainly rings true here. The steady rise from analyst to manager and director of sales operation brings additional responsibilities that span the organization, leading to a well-deserved pay raise between each level.

Sales Operations Specialist Salary Ranges

Of the positions analyzed in this post, the sales operations specialist is compensated the least. Like the sales ops analyst, this is more of an entry to mid-level position, typically without personnel oversight, focusing merely on analysis of sales processes and opportunities. The salary reflects as much.
PayScale estimates the average salary of a sales operations specialist to be $53,188. That does not include average bonuses of just under $4,000 and an average $5,000 commission, bringing the position up slightly in connection to other, related professions.
Other platforms agree with that general range. According to Glass Door, the average salary of a specialist is $52,598, not counting an additional $3,000 in cash compensation. ZipRecruiter has the same salary estimate at $53,566. Notable here is the broad range: sales operations specialists can make as little as $23,000 or as much as $89,000.
Where on that range you land depends less on qualifications and more on the exact nature of the position. Some sales ops specialists are a one-person show, providing analysis and strategic decision-making at the highest level. Others are small kogs in a larger machine, just waiting to make their move to a more managerial, decision-making role.

Sales Operations Manager Salary in the UK

Analyze the salaries of sales operations manager and sales ops professional and general, and a curious trend begins to emerge. For instance, the UK salary of a sales operations manager is at £39,888, the equivalent of about $48,000. That’s a significant downgrade from the $75,000 average for American positions with the same title.
Analyzing why is a crucial exercise especially when international opportunities arise. Glass Door does have a slightly higher average at £56,551, falling closer to the $75,000 average mentioned above. Still, an analysis of various sales positions in the UK reveals the fact that the position tends to be higher-paid by American companies, who place an organizational value on the importance of a team analyzing sales processes for greater revenue generation.
Complicating the environment, of course, is the fact that plenty of American organizations hire sales professionals in the United Kingdom and vice versa. Generally speaking, expect to be closer to the range of the country you’re hired in, not the home country of the organization for which you’ll work. That gives you a better idea of the salary you can expect in your position.

Building Your Skills to Improve Your Salary Range

As you look to build your career, knowing the average salary ranges within both your current position and the positions you aspire to is an important step. It helps you set expectations, and make comprehensive arguments for better compensation. At the same time, you still have to prove yourself worthy to demand these figures.
We can help in that regard. Whether you are just getting into the wide world of sales ops or are looking for some improvement and advancement tips, our podcasts and webinars can get you started. Consider just some of our more recent content:

• Joe Gates shared his experience as a Sales Operations Analyst at Spendesk, how he got into the profession and how he leverages forecasting data.
• Jeanette Appiah, sales operations analyst at Merkle, shared tips and stories on leveraging tools like SalesForce and Microsoft Dynamics for better analysis.
• Catherine Mandungu and Nia Barnabie talked about being managers of sales operations at Ometria and Jumio, providing tips for aspiring professionals in the role.
• Kelsi Hansen, sales operations manager of Workfront, talked about her journey to becoming a sales ops manager and Workfront’s current tech stack.

Each of these talks are available in video form and as podcasts. The knowledge gained here might just be invaluable in building your case to a better career, more knowledge, and of course a deservedly higher salary in the sales operations profession.