Sales Strategy and Operations Manager

This is a fully remote position, open to applicants in Alaska, +12 more states.

📋 Description

• Collaborate with Sales Leadership and Finance to create, model, and execute annual and mid-year Sales Incentive Compensation Plans (including OTE structures, accelerators, SPIFFs, and gates) that support the company's ARR objectives.

• Guarantee data integrity, prompt payouts, and resolution of disputes for the global sales team utilizing our incentive compensation management (ICM) software.

• Perform continuous analysis on plan effectiveness (such as attainment distribution, cost of sales, and commission leakage) to ensure that plans are both motivating for representatives and financially viable for the organization.

• Take ownership of and enhance the weekly, monthly, and quarterly sales forecasting process, ensuring consistency and accountability among regional sales managers and VPs.

• Oversee and configure our forecasting platform (for example, Clari, Gong, or CRM forecasting modules) to monitor pipeline health, historical conversion rates, and deal slippage.

• Develop, sustain, and refine automated dashboards and reports that track essential SaaS metrics (such as CAC, LTV, Win Rates, Sales Cycle Length, Pipeline Coverage, Average Contract Value).

• Go beyond traditional reporting to provide proactive insights. Detect areas of underperformance, bottlenecks in the sales funnel, or effective behaviors to replicate across the organization.

• Supply the data foundations and analytical narratives for Quarterly Business Reviews (QBRs) and executive board meetings.

⛳️ Requirements

• 4–6 years of experience in Sales Operations, Revenue Operations, or Sales Finance, preferably in a rapidly growing B2B SaaS environment.

• Proficient knowledge of CRM systems (Salesforce/HubSpot) is essential; specifically in managing forecasting rollups and custom pipeline reporting.

• High level of expertise in Excel/Google Sheets for financial modeling and simulations of compensation plans.

• Familiarity with forecasting tools (e.g., Clari, Gong) and Incentive Compensation Management (ICM) software (e.g., CaptivateIQ, Spiff, Xactly) is highly advantageous.

• Experience in data visualization tools (such as Tableau, Looker, or PowerBI) is strongly preferred.

• Excellent data-modeling abilities with the capability to convert complex and messy datasets into concise, actionable executive summaries.

• Strong emotional intelligence and communication skills. You will manage sensitive compensation data and negotiate metrics with assertive sales leaders; establishing trust is crucial.

🏝️ Benefits

• Competitive salary

• Comprehensive benefits package

• Flexible work arrangements

• Company equity*

• ESPP (Employee Stock Purchase Program)*

• Retirement or pension plan*

• Generous paid vacation time

• Paid holidays and sick leave

• Dutonian Wellness Days & HibernationDuty - companywide paid days off in addition to PTO

• Paid parental leave: 22 weeks for the pregnant parent, 12 weeks for the non-pregnant parent (some countries have longer leave standards and we comply with local laws)*

• Paid volunteer time off: 20 hours per year

• Company-wide hack weeks

• Mental wellness programs