Senior Sales Strategy – Operations Manager

This is a fully remote position, open to applicants in United States.

📋 Description

• Collaborate with sales leadership to develop regional go-to-market strategies, offering analysis and recommendations that guide planning and execution.

• Assist in monthly and quarterly business reviews by translating performance data into clear narratives and actionable recommendations.

• Maintain and enhance the reporting structure and formats relied upon by sales leadership, which includes dashboards and recurring deliverables, while suggesting definitions for core revenue metrics.

• Manage the forecasting operating rhythm for business unit(s), including call preparation, roll-up, commit and category hygiene, along with tracking forecast accuracy over time.

• Promote pipeline hygiene and oversee the inspection cadence across various regions and business units.

• Develop capacity, headcount, and ramp models to align the sales organization with revenue targets.

• Design, construct, and calibrate territory structures in collaboration with sales leadership, allocating quotas based on approved coverage models.

• Maintain account plans and define target accounts in partnership with regional leaders.

• Oversee go-to-market roster management, ensuring that all joiners, movers, and leavers are accurately reflected in payee records, plan assignments, and quota allocations.

• Collaborate on the design of segmentation and coverage models, building analyses and options that inform coverage decisions.

• Create compensation scenarios and conduct market benchmarking to support plan design.

• Manage the sales compensation platform, including plan configuration, period closure, and payout validation.

• Support the evolution and establishment of business units, including territory and quota adjustments, compensation plan transitions, roster splits, and data and systems separation inputs.

• Implement AI tools and automation to support the go-to-market strategy and streamline recurring analysis and reporting.

• Partner with RevOps, Accounting and Finance, People, and Engineering teams, ensuring clear ownership boundaries across each function.

⛳️ Requirements

• A Bachelor's Degree is required; a Master's Degree may substitute for two years of experience.

• Over 8 years of experience in sales strategy, sales operations, revenue operations, or an equivalent analytical role; candidates with backgrounds in consulting, banking, and corporate strategy are encouraged to apply.

• Proven experience in territory design, quota allocation, capacity modeling, and forecast management.

• Advanced skills in Excel or Google Sheets, including modeling, pivot tables, and formula-driven analysis.

• Familiarity with Salesforce or a comparable customer relationship management (CRM) system.

• Ability to convert complex, ambiguous analyses into concise narratives for senior leadership, and to influence and persuade key partners outside of one's own function.

• Comfort working in environments with limited structure, coupled with a proactive approach to establishing processes where they are lacking.

• Proven discretion in handling compensation and other sensitive information.

• Experience supporting multi-vertical, multi-geography sales teams that offer both hardware and software solutions.

• Experience in supporting intricate, multiparty sales motions to critical heavy industrial or defense clients.

• Practical experience with sales compensation platforms such as CaptivateIQ, Xactly, or Spiff.

• Experience in supporting the creation or separation of business units.

• Familiarity with business intelligence tools like Tableau, Looker, or Sigma, along with proficiency in SQL.

• Proficient use of AI tools as part of daily workflows rather than on an experimental basis.

• Previous experience in a public sector, defense, or other regulated sales environments.

🏝️ Benefits

• Competitive base salary and equity options.

• Medical, dental, and vision insurance (with subsidized costs).

• Health savings accounts (HSA), flexible spending accounts (FSA), and dependent care flexible spending accounts (DCFSA).

• Retirement plan options, including 401(k) and Roth 401(k) plans.

• Unlimited paid time off (PTO).

• 14 paid company holidays each year.