# Sales Strategy and Operations Manager

**Company:** [PagerDuty](https://hotfix.jobs/companies/pagerduty)
**Location:** San Francisco, CA
**Role:** Revenue Operations
**Salary:** $127k – $191k/yr
**Experience:** 4+ years
**Skills:** Salesforce, HubSpot, Excel, Google Sheets, Clari, Gong, Captivateiq, Spiff, Xactly, Tableau, Looker, Power BI, Financial Modeling, Data Modeling, Forecasting
**Posted:** 2026-08-17

> Leads sales compensation, forecasting, and performance analytics for a B2B SaaS go-to-market organization. The role requires 4–6 years in sales or revenue operations, advanced CRM and financial modeling expertise, and strong data visualization and executive communication skills.

## Job Description

## 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.

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