Sales Strategy and Operations Manager

Responsibilities

Sales Compensation Design & Execution

• Partner with Sales Leadership and Finance to design, model, and implement annual and mid-year sales incentive compensation plans, including OTE structures, accelerators, SPIFFs, and gates aligned with company ARR goals.
• Ensure data accuracy, timely payouts, and dispute resolution for the global sales team using incentive compensation management software.
• Analyze plan performance, including attainment distribution, cost of sales, and commission leakage, to keep plans motivating and fiscally responsible.

Sales Forecasting & Revenue Predictability

• Own and optimize weekly, monthly, and quarterly sales forecasting processes.
• Ensure consistency and accountability across regional sales managers and VPs.
• Manage and configure forecasting platforms such as 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 tracking SaaS metrics such as CAC, LTV, win rates, sales cycle length, pipeline coverage, and average contract value.
• Identify underperformance, sales-funnel bottlenecks, and high-performing behaviors to replicate across the organization.
• Provide data foundations and analytical narratives for Quarterly Business Reviews and executive board meetings.

Requirements

• 4–6 years of experience in Sales Operations, Revenue Operations, or Sales Finance, ideally in a fast-growing B2B SaaS environment.
• Advanced CRM knowledge, including Salesforce or HubSpot, with experience managing forecasting rollups and custom pipeline reporting.
• High proficiency in Excel or Google Sheets for financial modeling and compensation plan simulations.
• Strong data-modeling skills and the ability to translate complex datasets into clear, actionable executive summaries.
• Strong emotional intelligence and communication skills, including the ability to handle sensitive compensation data and negotiate metrics with sales leaders.

Nice-to-Haves

• Experience with forecasting tools such as Clari or Gong.
• Experience with incentive compensation management software such as CaptivateIQ, Spiff, or Xactly.
• Data visualization experience with Tableau, Looker, or Power BI.

Compensation & Benefits

• Base salary: $127,000.00–$191,400.00 USD.
• May be eligible for bonus, commission, equity, and benefits.
• Flexible work arrangements and company equity.
• ESPP and retirement or pension plan.
• Paid vacation, holidays, and sick leave.
• Wellness days and companywide paid days off.
• Paid parental leave and volunteer time off.
• Company-wide hack weeks and mental wellness programs.
• Benefits eligibility may vary by role, region, and tenure.