About the Role

As the leader of Sales Operations at Passport, you will be responsible for helping make the sales team ‘go’. The Sales Operations position is strategically positioned to facilitate internal sales processes, while providing assistance on a wide variety of sales-related projects in support of the VP of Sales. You will work creatively and collaboratively with the Sales team, work with the Proposal team, as well as work closely teams across Marketing, Product, Engineering, Client Success, Finance, and Legal to optimize Sales’ productivity. We are heavily focused on growth, and the Sales Operations Lead is critical to ensuring our sales team runs like a well-oiled machine with key metrics, real-time data, a streamlined CRM.


  • Accelerating sales team performance by providing timely data, reporting, analytics, and KPIs tied to progress against sales pipeline and goals
  • Ensuring internal sales team processes are optimized and followed
  • Managing the administration of Passport’s CRM (Salesforce) and other productivity tools, which includes ensuring strong data hygiene, driving compliance, improving stages/processes, and incorporating improvement feedback from the sales team
  • Liaising between the sales team and other teams (e.g. Finance, Legal, Marketing, Client Success) to ensure sales team remains current on all key information
  • Assisting in preparation of materials for leadership team meetings and Board of Directors meetings
  • Coordinating training
  • Following through on internal sales processes
  • Ensuring sales territories are setup to optimize deployment of sales resources
  • Working collaboratively with the Sales and Marketing teams on executing strategic plays and creating materials in support of sales efforts
  • Developing, monitoring, and analyzing sales KPIs
  • Working with the VP Sales, Sales team, and Proposals team to closely align incentives, efforts, and processes
  • Partnering with Sales leadership and Finance on forecasting, budgeting, and tracking
  • Other projects as assigned by the VP Sales

*Travel is a possibility, but would be more the exception than the norm.


  • Preferred: direct experience with Sales Operations at a SaaS company
  • Bachelor’s degree in business, marketing or related field
  • Required: Management experience
  • At least 5 years of business experience, preferably in B2B sales or marketing roles or with SaaS experience; government experience is a plus
  • Working knowledge of sales tools such as SalesForce and ClearSlide
    • Preferred: SalesForce certified
  • A self starter
  • Very analytical and data-driven
  • Proficient with Microsoft Excel and Google spreadsheets, Google Slides and Docs, and analyzing sales data
  • Excellent communication skills (written, verbal, and listening) with the ability to work effectively across internal and client teams

About You

You are obsessed with getting stuff done and you love improving processes. You are detail-oriented, organized. Nothing slips through the cracks when you’re driving a process in support of a sales organization. You know how to work with others, and champion teamwork. You are confident working with people across all levels of the company and are great at thinking on your feet. You are resilient and you learn from adversity. You measure everything. You have the ability to work as part of a dynamic team while demonstrating flexibility, autonomy, and initiative. You’re not afraid to roll your sleeves up and get your hands dirty with the details. Above all else, you are an excellent communicator, detail-oriented, effective manager of people, and you understand how to make improvements and get stuff done without a defined playbook.

You’re excited to improve the overall sales team and drive growth objectives at Passport.

About Us

Passport transforms the way cities manage their operations. The fintech company’s mobile-first platform has been adopted by more than 450 cities, universities, and private operators around the world in cities including Chicago, Toronto, London, and Miami, across more than 5,000 locations. Passport’s product lines – parking, transit and tolling payments, parking enforcement, and permit management – enable organizations in the public and private sectors to streamline their operations, enhance customer service, and make data-driven decisions. Consistently recognized as one of the fastest growing companies and Best Places to Work in Charlotte, North Carolina, Passport has an ingrained practice of putting People First – a guiding principle in its culture.

Passport is backed by a group of investors, including Bain Capital Ventures, Grotech Ventures, MK Capital and Relevance Media.

Passport provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, gender, sexual orientation, gender identity, national origin, age, disability, genetic information, marital status, amnesty or status as a covered veteran in accordance with applicable federal, state and local laws.