Why Kotter?

Every organization faces the challenge of accelerating change. At Kotter, we help turn it into an opportunity.

Kotter pioneered the science of change through decades of Harvard research and real-world experience. We get to the heart of business problems quickly, and enable new levels of performance, leadership, and teamwork. Through our work, fundamentally new ways of working emerge, clearing a path to a shift in mindsets and behaviors.

And we hire people bold enough to believe it’s possible. Because it is. We challenge ourselves like we challenge our clients – stubborn in the belief that so much more is possible. We know what change feels like; both the exhilaration of daring to try to build something that doesn’t yet exist, and the discomfort and uncertainty of choosing where to begin. Our success isn’t just in our methods and principles – it’s in our people. We share a common purpose: to see more leadership from more people, and make our client organizations and ourselves better, day after day.

It’s not just about who we hire, but what we do next.  At Kotter, we practice what we preach. Our people are our greatest asset, and we treat our team accordingly.  We value our wonderfully diverse perspectives, and celebrate each other as whole people – individuals with families and interests that make us all better every day.  And we reinforce that support through competitive salaries and bonus program; 11 paid holidays plus flexible paid time off; 100% premium coverage for robust medical, dental, and vision plans for both employees and dependents; generous parental leave; employer contributions to 401k; commuter benefits; Flexible Spending Accounts; long-term disability; and Employee Assistance Program (EAP).

The Role

The Sales Operations Manager is a critical enabler of sales and business development. From keeping a finger on the pulse of our pipeline to ensuring our team has all of the assets they need to share Kotter’s value with prospective clients and partners, this role sits at the center of our growth engine.

The Work

  • Manage Salesforce.com system design, implementation, operation, and evolution
    • Identify scope and parameters of the usage of the tool, and continue to mindfully evolve
    • Identify how competitors or allies in the industry are using the tool
    • Ensure data quality through regular monitoring
    • Deliver individual and team trainings for existing and new hires
    • Provide ongoing, as-needed support for individuals and teams
    • Utilize dashboards and reports to turbo-charge opportunities
    • Explore new account planning methods
  • Leverage data from Salesforce.com and outside sources to report, track, analyze, and provide insights into the sales pipeline and opportunities
    • Utilize data to keep Leadership Team informed of progress against revenue-related strategic goals
    • Share relevant activity, opportunities, and wins with all of Kotter
    • Identify potential or existing trends and insights in target industries and within Kotter
    • Uncover leads in partnership with internal team and – potentially – outside vendors
    • Identify and monitor competitors
    • Provide research on individual and industry targets to business development and account leaders
  • Oversee the content management for all sales assets, ensuring that everyone involved in the sales process has access to high-quality, relevant, value-add collateral that enables them to efficiently and effectively conduct sales meetings and submit proposals / RFPs
  • Manage and execute the lead triage process
  • Improve on the existing business development and sales process
  • Work closely with internal partners across functions
    • Marketing. Ensuring all sales materials are updated, and used in all outreach
    • Finance. Reconciling revenue projections and actual receivables against pipeline and forecast
    • Consulting.  Ensuring business development efforts are closely connected to the needs of existing and future clients
    • Leadership Team. Identifying and implementing best-in-class sales and revenue strategy and process

The Right Fit

A Bias for Teams

  • You love to do work that helps others be at their best.
  • You take great pride in your work, but seek to learn from others’ diverse perspectives and experiences every day.
  • In your professional and personal life, people look to you as a trusted resource for insights, perspectives, and a pulse on what’s happening around you.

Grounded + Flexible

  • While ambiguity may spark anxiety in some, you welcome it as an opportunity to innovate, flex, adapt, and thrive.
  • You are able to maintain a sense of balance and pragmatism, while also being willing to make decisions quickly.  While you value quality and high standards, you don’t let the perfect get in the way of the good.
  • Working at a variable pace, with ebbs and flows, doesn’t take you out of your comfort zone.
  • You enjoy experimenting and failing fast, and aren’t afraid to pilot test and quickly change course when needed.

Strategic + Tactical

  • You have an ability to look at sales and market data – from many sources and through many lenses – to gather insights that will help us accelerate our pipeline and make strategic business decisions.
  • Your organizational and project management skills are hard to top.
  • You get excited by the prospect of contributing to the design and development of management processes in a highly entrepreneurial environment.

Experienced + Hungry to Learn

  • You know your way around a service-based business.  Whether for-profit professional services, or non-profit, you understand what it means to sell and deliver meaningful value to people over time.
  • You know the ins and outs of Salesforce.com, and are confident in your ability to leverage the platform to accelerate growth.
  • You are interested in learning about our business and our IP.
  • You are eternally curious.


To apply for this position, please use the form below and upload both:

  • Your resume or CV.
  • A cover letter that demonstrates your knowledge of and interest in Kotter and why you would be a good fit at our organization.

  • Drop files here or
    Please upload all required documents

About Kotter

Kotter is a dynamic, energetic firm founded on the research and lifelong practice of renowned change expert, Dr. John Kotter.  We work with leaders across industries and functions to unlock the full power of their organizations to achieve strategic, sustainable results faster than they believe possible.

To ALL recruitment agencies: Kotter, Inc. only accepts agencies on our Approved Agency List. Please do not forward resumes to Kotter employees or send to any Kotter location. Kotter, Inc. is not responsible for any fees related to unsolicited resumes.

Kotter is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, veteran status, physical or mental disability, marital status or any other status protected by Federal, State or local laws.

Please, no phone calls about this job posting.

Please do not contact job poster about other services, products or commercial interests.