Senior Sales Strategy & Operations Manager

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Senior Sales Strategy & Operations Manager based in the United States.

This is a senior individual contributor role responsible for building and running the operating cadence that enables a global sales organization to scale efficiently and predictably. You will partner closely with Sales Leadership, Finance, Deal Desk, RevOps, and cross-functional teams to turn complex performance data into clear decisions and actions. Your scope will span forecasting, pipeline management, territory design, quota allocation, capacity planning, compensation, and sales performance reporting. You will own recurring planning processes while also helping the business adapt its operating model as products, markets, and business units evolve. The role combines rigorous analysis with strategic problem-solving, requiring comfort with ambiguity, sensitive data, and high-impact decisions.

You will have significant ownership over key planning workstreams and the opportunity to establish processes and systems where they do not yet exist. This is a remote position for candidates based in the continental United States.

Accountabilities:
- Partner with sales leadership on regional go-to-market strategies, providing analysis, recommendations, and insights that inform planning and execution.

- Support monthly and quarterly business reviews by translating sales performance data into concise narratives, actionable insights, and recommended next steps.

- Own and refine the reporting structure used by sales leadership, including dashboards, recurring deliverables, and definitions for core revenue and performance metrics.

- Manage the forecast operating cadence for assigned business units, including call preparation, forecast roll-ups, commit and category hygiene, and ongoing forecast accuracy tracking.

- Drive pipeline hygiene and establish consistent inspection cadences across regions and business units.

- Build capacity, headcount, and ramp models that align sales organization sizing with revenue targets and growth plans.

- Design, build, and calibrate territory structures in partnership with sales leadership and allocate quotas based on approved coverage models.

- Maintain account plans and target-account definitions in collaboration with regional sales leaders.

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

- Partner on segmentation and coverage model design, developing analytical scenarios and recommendations to support territory and coverage decisions.

- Develop compensation scenarios and market benchmarking to inform sales compensation plan design.

- Administer the sales compensation platform, including plan configuration, period close, and payout validation.

- Support business-unit evolution and creation through territory and quota adjustments, compensation plan migrations, roster changes, and data or systems separation activities.

- Apply AI tools and automation to improve go-to-market strategy, accelerate recurring analysis, and streamline reporting processes.

- Partner effectively with Revenue Operations, Accounting and Finance, People, Engineering, and other functions while maintaining clear ownership boundaries.

- Help establish scalable processes and operating mechanisms in an evolving environment, bringing structure and repeatability to complex sales operations.

Requirements

- Bachelor’s degree required; a Master’s degree may substitute for two years of professional experience.

- 8+ years of experience in sales strategy, sales operations, revenue operations, or a comparable analytical function; backgrounds in consulting, banking, or corporate strategy are also relevant.

- Demonstrated ownership of territory design, quota allocation, capacity modeling, and sales forecasting.

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

- Working knowledge of Salesforce or a comparable CRM platform.

- Ability to translate complex or ambiguous analysis into concise, compelling narratives for senior leaders.

- Strong influencing and stakeholder-management skills, with the ability to persuade partners outside your immediate function.

- Comfort working with limited structure and a builder mindset focused on establishing effective processes where they do not yet exist.

- Demonstrated discretion and sound judgment when working with compensation information and other sensitive business data.

- Experience supporting multi-vertical or multi-geography sales organizations that sell both hardware and software is preferred.

- Experience supporting complex, multi-party sales motions involving critical heavy-industrial or defense customers is an advantage.

- Hands-on experience with sales compensation platforms such as CaptivateIQ, Xactly, Spiff, or similar tools is preferred.

- Experience supporting business-unit creation, restructuring, or separation is a plus.

- Familiarity with BI platforms such as Tableau, Looker, or Sigma and SQL proficiency are advantageous.

- Practical experience using AI tools as part of a daily analytical and operational workflow is preferred.

- Experience in public sector, defense, or another regulated sales environment is a plus.

- Strong business acumen, intellectual curiosity, attention to detail, organization, prioritization, and problem-solving skills.

- Ability to thrive in a fast-paced, entrepreneurial environment while maintaining a collaborative, results-oriented approach.

Benefits

- Geographic salary structure based on cost-of-labor markets.

- Tier 1 U.S. locations, including markets such as the San Francisco Bay Area, New York City, and Seattle: $157,412–$196,765 starting base salary.

- Tier 2 major U.S. metropolitan areas: $136,880–$171,100 starting base salary.

- Tier 3 other U.S. cities: $130,036–$162,545 starting base salary.

- Final compensation may vary based on experience, scope, level, skills, qualifications, and location.

- Equity opportunities in addition to base salary.

- Subsidized medical, dental, and vision insurance.

- Health Savings Account (HSA), Flexible Spending Account (FSA), and Dependent Care FSA options.

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

- Unlimited paid time off.

- 14 paid company holidays per year.

- Fully remote position for candidates based in the continental United States.

- Opportunity to take ownership of high-impact sales strategy and operations workstreams within a rapidly evolving global organization.