Marketing & Sales Operations Manager UK/Estonia

Fractory is changing the way manufacturing works, and our commercial team is scaling fast. That growth needs more than energy, ambition, and activity. It needs a clean commercial operating system behind it.

That is what this role owns.

We looking for someone to make our CRM Salesforce today, with a broader CRM and sales operations mindset the operating backbone of Fractorys commercial team. Not a filing system, not a reporting afterthought, and not a place where deals go to become stale. Youll own the CRM architecture, the funnel management process, and the commercial dashboards that keep pipeline performance visible.

The scope is deliberately focused: CRM design, funnel mechanics, sales process inside the CRM, and commercial visibility for Sales and Marketing. The role is for you if you have experience with major CRM platforms and some exposure to Salesforce.

Broader company-level analytics and cross-functional reporting sit with the data team. Youll be a key input into that work, but this is not a general BI role.

Our commercial team is growing across the UK and Europe, and we need someone who can bring structure without slowing the team down. If you understand how sales teams actually work, know how to design CRM processes that people use rather than avoid, and can turn funnel management into a clear operating rhythm, this is your role.

Youll own the Salesforce layer of Fractorys commercial operating system. That means the structure, rules, workflows, and dashboards that make sure the pipeline is accurate, the funnel is visible, and the sales team is focused on the right work.

Youll work closely with the CRO, regional sales leadership, Marketing, Sales, and the data team to design processes that are clean, practical, and actually followed.

Your day-to-day will include:

• Owning Salesforce structure, standards, and integrity across the commercial team
• Designing and maintaining pipeline architecture: stage definitions, field standards, object relationships, validation rules, and process logic
• Building automation workflows for lead assignment, task creation, stage progression, alerts, and follow-up triggers
• Setting data standards across the team what gets captured, how, when, and by whom
• Managing user access, profiles, permission sets, and CRM hygiene
• Driving CRM adoption so Salesforce reflects what is actually happening in the business
• Running regular audits, deduplication, stale record management, and process clean-ups
• Owning lead routing rules: how inbound leads are assigned, what triggers Sales Engineer or Account Managers ownership, and when platform-generated opportunities enter the pipeline
• Defining the AM account management process in Salesforce: activity standards, follow-up cadences, expansion tagging, and account ownership logic
• Designing clean handoffs between Sales Engineers, Account Managers, BDRs, and Regional Sales Managers clear ownership at every stage, no grey zones
• Finding and fixing funnel bottlenecks: where deals stall, where leads drop out, where ownership breaks, and where process creates friction
• Documenting processes in a way the team can actually use
• Building and maintaining Salesforce dashboards for pipeline health, stage distribution, conversion rates, deal velocity, sales performance, activity metrics, forecast versus actuals, and stalled deals
• Making sure dashboard numbers are reliable enough to use in leadership reviews without caveats
• Collaborating with the data team on metric definitions and methodology while owning the CRM layer

• Based in Manchester, Tallinn, or Tartu and happy to work hybrid from one of our offices
• Own funnel management process and CRM design
• 2 6 years of hands-on experience in Salesforce administration, CRM operations, sales operations, or revenue operations, with CRM experience being a must-have
• Strong Salesforce experience pipeline configuration, workflow automation, reports, dashboards, fields, validation rules, permissions, and user management
• Experience owning a CRM in a commercial environment building processes, setting standards, cleaning data, and enforcing adoption
• A practical understanding of B2B sales processes and how pipeline, activity, ownership, and forecasting connect
• Someone who understands that CRM quality is not admin for admins sake it is what allows sales teams to focus, forecast, and perform
• Detail-oriented enough to catch data quality issues before they compound
• Process-driven, but pragmatic you ship working configurations, improve iteratively, and avoid over-engineering
• Comfortable working with Sales, Marketing, and the data team while keeping ownership boundaries clear

Nice to have

• Hold a Salesforce Administrator certification
• Have worked in a scale-up, marketplace, SaaS, manufacturing, or B2B platform environment
• Have built commercial dashboards used directly by sales leadership
• Have experience with Sales Engineer/BDR workflows, lead routing, AM cadences, expansion tracking, or sales handoff models
• Have worked with a BI or data team on metric definitions, reporting methodology, or dashboard consistency

• Competitive salary
• Equity options
• Hybrid working from our Manchester, Tallinn, or Tartu office
• International team and modern tooling
• Regular team events and socials
• A genuinely scoped role with clear ownership and real commercial impact youll be building the operating system the sales team uses every day, not maintaining someone elses mess in the background
• 25 days holiday + bank holidays (UK-based employees)
• Juno flexible benefits platform (UK-based employees)
• MediCash healthcare reimbursement (UK-based employees)
• Pension scheme 3% from Fractory (UK-based employees)
• Cycle to Work scheme (UK-based employees)
• Stebby wellness benefit (Estonia-based employees)
• Private health insurance via Confido (Estonia-based employees)