Sales Strategy and Operations Manager

• As the Manager of Sales Strategy and Operations, you will be the strategic backbone of our go-to-market execution. You will bridge the gap between sales strategy, financial predictability, and rep motivation
• This role is highly cross-functional, sitting at the intersection of Sales Leadership, Finance, and HR
• Your mission is threefold: design and execute commission plans that drive the right sales behaviors, build the analytics framework to measure performance, and run a highly predictable weekly and quarterly sales forecasting cadence
• Sales Compensation Design & Execution:
• Partner with Sales Leadership and Finance to design, model, and implement annual and mid-year Sales Incentive Compensation Plans (OTE structures, accelerators, SPIFFs, and gates) that align with company ARR goals
• Ensure data accuracy, timely payouts, and dispute resolution for the global sales team using our incentive compensation management (ICM) software
• Conduct ongoing analysis on plan performance (e.g., attainment distribution, cost of sales, commission leakage) to ensure plans remain motivating for reps and fiscally responsible for the business
• Sales Forecasting & Revenue Predictability:
• Own and optimize the weekly, monthly, and quarterly sales forecasting process. Ensure consistency and accountability across regional sales managers and VPs
• Manage and configure our forecasting platform (e.g., Clari, Gong, or CRM forecasting modules) to track pipeline health, historical conversion rates, and deal slippage
• Sales Performance Analytics & Reporting:
• Build, maintain, and optimize automated dashboards and reports that track core SaaS metrics (e.g., CAC, LTV, Win Rates, Sales Cycle Length, Pipeline Coverage, Average Contract Value)
• Move beyond standard reporting to deliver proactive insights. Identify pockets of underperformance, bottlenecks in the sales funnel, or top-performing behaviors to replicate across the org
• Provide the data foundations and analytical narratives for Quarterly Business Reviews (QBRs) and executive board meetings

Benefits

• 20 hours per year of paid volunteer time
• Health insurance
• Wellness Days and mid-year Wellness Week: extra time off for whole company to unplug and recharge at the same time
• Generous paid parental leave and return to work policy to help with transition back
• Generous paid time off
• Flexible workplace/WFH
• Hands-on career and leadership development programs

• 4–6 years of experience in Sales Operations, Revenue Operations, or Sales Finance, ideally within a fast-growing B2B SaaS environment
• Strong data-modeling skills with the ability to translate complex, messy datasets into clear, actionable executive summaries
• Data visualization experience (Tableau, Looker, or PowerBI) is highly preferred
• Experience with Forecasting tools (e.g., Clari, Gong) and Incentive Compensation Management (ICM) software (e.g., CaptivateIQ, Spiff, Xactly) is a strong plus
• High emotional intelligence and communication skills. You will handle sensitive compensation data and negotiate metrics with strong-willed sales leaders; building trust is paramount
• Advanced CRM knowledge (Salesforce/HubSpot) is required; specifically managing forecasting rollups and custom pipeline reporting
• High proficiency in Excel/Google Sheets for financial modeling and compensation plan simulations
• We encourage you to submit your resume even if you don’t meet every requirement. We value potential and consider each candidate’s full professional story. Whether you’re exploring a career change or taking your next step, we look forward to reviewing your application