Sales Strategy, Operational Excellence

Responsibilities

• Own end-to-end delivery of the CCO operating cadence, including weekly forecast and pipeline reviews, monthly business reviews, and QBRs.
• Manage calendars, preparation timelines, templates, pre-read standards, inputs, and meeting mechanics; hold contributors accountable to deadlines.
• Capture decisions, commitments, and risks, assign owners, and drive open items to resolution.
• Ensure leadership reviews use accurate, consistent source-of-truth data.
• Develop performance narratives connecting metrics to business changes, causes, decisions, and actions.
• Build an independent forecast view by pressure-testing calls against pipeline coverage, historical conversion, and deal-level signals.
• Identify forecast risks and upside across deals, segments, and assumptions.
• Establish KPI definitions, operating standards, and best practices across Sales and Strategy.
• Drive target setting and translate company goals into field targets.
• Document forecasting, pipeline hygiene, deal-stage, and rules-of-engagement processes; drive adoption through enablement.
• Design scalable processes and partner with Systems and Analytics to automate repeatable manual work, using Claude to accelerate documentation, data aggregation, and process design.

Requirements

• Experience in sales operations, sales strategy, revenue operations, business operations, or a similar function supporting a sales organization’s operating cadence.
• Direct experience running or materially supporting annual planning, target setting, quota allocation, territory design, or compensation plan rollout.
• Exceptional cross-functional program management and ability to deliver work across teams without direct authority.
• Understanding of sales forecasting, commit, pipeline coverage, quota design, and sales operating rhythms.
• Highly structured, detail-oriented, adaptable, and able to communicate clearly across organizational levels.
• Bachelor’s degree or equivalent combination of education, training, and experience.

Preferred Qualifications

• Fluency in Excel or Sheets and comfort working in Salesforce.
• SQL or Looker experience.
• Sales compensation design experience, including SPIFs, accelerators, and plan mechanics.
• Exposure to consumption-based or usage-based revenue models.
• Familiarity with Anaplan, Pigment, Fullcast, or similar planning and territory tools.
• Track record using AI tools to accelerate operational and program management work.

Compensation

• Annual on-target earnings range: $270,000–$310,000 USD, including target sales commissions or bonuses and annual base salary.