Sales Strategy & Operational Excellence Lead

Responsibilities

Run the CCO operating rhythm

• Support the weekly forecasting and pipeline review cadence for the CCO and Sales leadership: prepare the inputs, run the mechanics, capture actions, and make sure follow-ups close
• Own the calendar, templates, and pre-read standards for recurring operating reviews (forecast, pipeline, QBRs) so leaders spend their time on decisions, not logistics
• Track commitments and risks coming out of operating reviews and drive them to resolution between meetings

Unify operating standards across Sales and Strategy

• Establish and maintain a single set of operating standards, definitions, tools, and best practices across the Sales and Strategy organization
• Document core processes (forecasting methodology, pipeline hygiene, deal stage criteria, rules of engagement) and drive adoption through enablement and reinforcement
• Identify where teams have diverged in process or tooling, understand why, and bring them back to a common standard

Drive planning, targets, and quota

• Act as the program management backbone for annual and in-year planning: standardize timelines, templates, and tooling; serve as the central DRI for data aggregation
• Support target setting across the broader GTM organization, building the models and managing the process that translates the company plan into segment, region, and team-level numbers
• Support comp plan design and quota setting: partner with Sales leadership, Finance, and Total Rewards on plan mechanics, manage the quota allocation and deployment process
• Support territory and capacity planning by maintaining the headcount-to-coverage view and flagging gaps before they become attainment problems

Build for scale

• Design processes that hold up as the organization triples
• Build the templates, runbooks, and documentation so operating quality doesn't depend on any single person
• Partner with Systems and Analytics to move repeatable manual work into tooling, and use Claude to accelerate documentation, data aggregation, and process design

Requirements

• 7+ years in sales operations, sales strategy, revenue operations, business operations, or a similar function, with direct experience supporting the operating cadence of a sales organization
• Experience running or materially supporting core GTM planning processes end to end: annual planning, target setting, quota allocation, territory design, or comp plan rollout
• Exceptional program management skills; ability to take a loosely defined cross-functional effort, put a plan around it, and drive it to a deadline across teams you don't control
• Understand the rhythm of a sales org from the inside: what a forecast call is for, what "commit" means, why pipeline coverage matters, and what makes a quota feel fair or unfair to a rep
• Highly structured and detail-oriented without being rigid
• Communicate clearly and concisely up, down, and across
• Fluent in Excel/Sheets (modeling, lookups, structured data) and comfortable working in Salesforce; SQL or Looker experience is a plus

Nice-to-Haves

• Experience with sales compensation design (SPIFs, accelerators, plan mechanics)
• Exposure to consumption-based or usage-based revenue models
• Familiarity with planning and territory tools (Anaplan, Pigment, Fullcast, or similar)
• Track record of using AI tools to accelerate operational and program management work

Compensation & Benefits

• Annual Salary: $270,000—$310,000 USD (OTE for sales roles)
• Location-based hybrid policy: Currently, we expect all staff to be in one of our offices at least 25% of the time. However, some roles may require more time in our offices.
• Visa sponsorship available