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.

Responsibilities

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; 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; 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

Requirements

4–6 years of experience in Sales Operations, Revenue Operations, or Sales Finance, ideally within a fast-growing B2B SaaS environment; 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; Strong data-modeling skills with the ability to translate complex, messy datasets into clear, actionable executive summaries; High emotional intelligence and communication skills. You will handle sensitive compensation data and negotiate metrics with strong-willed sales leaders; building trust is paramount.

Nice to have

Experience with Forecasting tools (e.g., Clari, Gong) and Incentive Compensation Management (ICM) software (e.g., CaptivateIQ, Spiff, Xactly) is a strong plus; Data visualization experience (Tableau, Looker, or PowerBI) is highly preferred

Benefits

Competitive salary; Comprehensive benefits package; Flexible work arrangements; Company equity; ESPP (Employee Stock Purchase Program); Retirement or pension plan; Generous paid vacation time; Paid holidays and sick leave; Dutonian Wellness Days & HibernationDuty - companywide paid days off in addition to PTO; Paid parental leave: 22 weeks for pregnant parent, 12 weeks for non-pregnant parent; Paid volunteer time off: 20 hours per year; Company-wide hack weeks; Mental wellness programs