At Front, the customer communication platform that redefines how teams work together, the Operations Manager plays a critical role in driving execution, strategy, and scalable growth. Whether you are stepping into a Sales Operations Manager or a Business Operations & Strategy Manager role, your mission is to optimize the systems, processes, and data that power the business. You will act as the connective tissue between executive leadership, sales, marketing, finance, and product teams, translating high-level company strategy into daily operational reality.

The impact of this role is felt across the entire customer lifecycle. By building robust go-to-market (GTM) systems, designing incentive structures, and analyzing operational metrics, you ensure that Front can scale its customer base efficiently while maintaining its high-touch collaborative culture. Your work directly affects how sales representatives target accounts, how product teams understand business metrics, and how executive leadership plans for future growth cycles.

This position is highly visible and intellectually demanding, requiring a balance between analytical rigor and stakeholder management. You will not just be running reports; you will be diagnosing complex business bottlenecks, designing cross-functional solutions, and driving the change management needed to implement them. For candidates who thrive at the intersection of data-driven strategy and hands-on execution, this role offers an unparalleled opportunity to shape the operational trajectory of a rapidly growing SaaS platform.

The questions you will encounter during the Front interview process are designed to evaluate your analytical capabilities, your operational domain expertise, and your ability to collaborate across diverse teams. These questions are drawn from real interview experiences and are structured to simulate the actual challenges you will face on the job. Rather than memorizing specific answers, focus on understanding the underlying operational principles and structuring your thoughts logically.

Sales Operations & GTM Strategy

This category evaluates your ability to design, optimize, and scale sales processes, systems, and structures to drive revenue growth.

• How would you design a sales territory model for a rapidly growing mid-market sales team?
• Walk me through how you would structure a commission and incentive plan for a hybrid sales and customer success team.

Preparing for an operations interview at Front requires a balanced approach that covers analytical execution, strategic framing, and collaborative leadership. You should treat every interview session as a working meeting where you collaborate with your interviewer to solve a business problem.

Analytical & Problem-Solving Rigor – You must demonstrate a systematic approach to breaking down ambiguous business problems. Interviewers at Front look for candidates who can formulate clear hypotheses, identify the necessary data points, and build structured frameworks to arrive at actionable recommendations.

GTM & Operational Domain Knowledge – You need a deep understanding of standard SaaS metrics (such as ARR, LTV, CAC, net retention, and pipeline velocity) and operational workflows. Be prepared to explain how different parts of a GTM organization interact and how tooling architectures support those interactions.

Stakeholder Influence & Communication – Operations is a highly cross-functional discipline where you rarely have direct authority over the teams you need to influence. You must showcase your ability to communicate complex data insights clearly to non-technical partners and build consensus across competing teams.

Execution & Tooling Proficiency – You should be ready to discuss your hands-on experience with CRM systems, marketing automation, BI tools, and data analysis methodologies. Showing that you can both design the strategy and build the underlying technical infrastructure is highly valued.

The interview process at Front is thorough, structured, and designed to evaluate both your technical execution capabilities and your alignment with the company's core values. The process moves at a steady pace, and you can expect transparent communication from your recruiter at each stage. The company prioritizes collaborative problem-solving, so expect interviews to feel more like interactive workshops than strict Q&A sessions.

You will start with an initial recruiter screen to align on your background and expectations, followed by a deeper technical or hiring manager screen. From there, you will move into a practical evaluation phase, which often includes a case study or a take-home assignment designed to simulate a real Front business challenge. The final stage consists of a series of onsite or virtual panel interviews focusing on cross-functional collaboration, strategy, and behavioral alignment.

The timeline above outlines the typical progression of a candidate through the hiring funnel at Front. While the exact duration can vary depending on candidate availability and team scheduling, most candidates complete the process within three to five weeks. Use this timeline to pace your preparation, ensuring you dedicate sufficient time to the take-home case study and the cross-functional onsite rounds.

To succeed in the Front operations interview process, you must understand the specific competencies that interviewers are trained to evaluate. Each round of the interview targets a distinct set of operational skills.

Go-To-Market (GTM) Enablement & Strategy

This area focuses on your ability to design and optimize the systems, processes, and rules of engagement that allow the sales and customer success teams to perform at their best. Interviewers want to see that you understand the mechanics of a modern SaaS sales cycle and can build scalable infrastructure to support it.

Be ready to go over:

• Territory and Quota Planning – How to fairly distribute accounts and set realistic, motivating targets for sales representatives.
• Incentive Compensation Design – Structuring commission plans that align representative behavior with overall company financial goals.
• Tech Stack Optimization – Integrating tools like Salesforce, Marketo, and BI platforms to create a seamless flow of customer data.
• Advanced concepts (less common) – Multi-touch attribution modeling, predictive lead scoring systems, and localized pricing strategies for international market expansion.

Example questions or scenarios:

• "Our mid-market sales team is struggling with lead distribution latency. How would you redesign our routing rules in Salesforce to improve response times?"
• "Walk me through how you would model the financial impact of changing our sales commission structure from a flat rate to a tiered accelerator model."

Structured Problem Solving & Analytical Rigor

Operations managers are constantly faced with ambiguous, unstructured challenges. This evaluation area tests your ability to apply a logical framework to a business problem, isolate the root cause, and use data to support your recommended solution.

Be ready to go over:

• Hypothesis-Driven Problem Solving – Formulating clear, testable hypotheses before diving into data analysis.
• SaaS Metric Diagnostics – Breaking down high-level metrics (like a drop in ARR growth) into component drivers (such as churn, expansion, or new business acquisition).
• Resource Allocation Frameworks – Deciding how to distribute limited operational resources or budget to maximize business ROI.

Example questions or scenarios:

• "If our customer acquisition cost (CAC) increased by 20% over the last two quarters, what framework would you use to diagnose the cause and recommend a fix?"
• "We are considering launching a new self-serve tier for our product. How would you analyze the potential revenue cannibalization risk against the acquisition of new user segments?"

Cross-Functional Collaboration & Change Management

Implementing a new operational process or tool requires getting buy-in from people who may be resistant to change. This area evaluates your empathy, communication skills, and ability to lead change across different departments.

Be ready to go over:

• Stakeholder Alignment – How to identify key decision-makers and tailor your message to their specific pain points and priorities.
• Change Management Frameworks – Rolling out new processes, training teams, and measuring adoption rates to ensure long-term success.
• Conflict Resolution – Navigating disagreements between teams (e.g., Sales wanting lower prices vs. Finance wanting higher margins) to find a mutually beneficial solution.

Example questions or scenarios:

• "Describe a time when you had to roll out a major process change to a sales team that was comfortable with their existing workflow. How did you ensure adoption?"
• "How do you handle a situation where the product team's roadmap directly conflicts with an urgent request from the enterprise sales team?"

As an Operations Manager at Front, your daily work will be highly dynamic, shifting between high-level strategic planning and hands-on system configuration. You will be responsible for ensuring that the business runs smoothly, efficiently, and predictably.

Your core focus will be on driving operational efficiency across the GTM organization. This involves managing the sales tech stack, ensuring high data quality, and building dashboards that provide real-time visibility into pipeline health, sales performance, and customer retention. You will partner closely with sales leadership to run weekly, quarterly, and annual planning cycles, providing the analytical foundation for territory design, quota setting, and revenue forecasting.

In addition to GTM operations, you will lead strategic cross-functional initiatives. This could include partnering with Finance on pricing strategy, working with Product to analyze usage data for up-sell opportunities, or collaborating with Marketing on lead-generation efficiency. You will act as an internal consultant, taking on complex, unstructured business questions, conducting deep-dive analyses, and presenting your recommendations directly to executive leadership to guide the company's strategic roadmap.

To be competitive for an Operations Manager role at Front, you must demonstrate a strong blend of analytical horsepower, technical system expertise, and exceptional communication skills. The ideal candidate is a self-starter who is equally comfortable writing SQL queries and presenting strategy to executives.

• Technical skills – Advanced proficiency in Salesforce (admin level preferred), SQL, and data visualization tools (such as Tableau, Looker, or Sigma). Strong financial and mathematical modeling skills in Excel or Google Sheets are required.
• Experience level – Typically 3–6 years of experience in sales operations, business operations, strategy consulting, or investment banking, preferably within a high-growth B2B SaaS environment.
• Soft skills – Exceptional written and verbal communication, strong stakeholder management, active listening, and the ability to influence without formal authority.
• Must-have qualifications – Proven track record of managing complex, cross-functional projects from inception to completion, and a deep understanding of SaaS business models and metrics.
• Nice-to-have qualifications – Salesforce Administrator certification, experience with marketing automation tools (e.g., Marketo, HubSpot), or experience working with collaborative customer communication platforms.