Sales Strategy and Operations Manager
WFA Digital Insight
The demand for skilled Sales Strategy and Operations Managers has surged, with a 25% increase in job openings over the last year. In this role, you'll leverage data-driven insights to drive sales performance, making it an exciting opportunity for those with expertise in CRM management, forecasting, and data analysis. As the job market shifts towards more remote positions, companies like PagerDuty are at the forefront, offering a unique chance for professionals to grow in a dynamic, fast-paced environment. With over 13,000 organizations relying on PagerDuty for digital operations management, this role presents a chance to make a significant impact. Before applying, consider how your skills in sales operations, revenue operations, or sales finance can contribute to PagerDuty's continued success.
Job Description
About the Role
The Sales Strategy and Operations Manager position at PagerDuty is a pivotal role that bridges the gap between sales strategy, financial predictability, and rep motivation. As a key member of the team, you will design and execute commission plans, build analytics frameworks to measure performance, and run a highly predictable weekly and quarterly sales forecasting cadence. This position requires a deep understanding of sales operations, finance, and HR, making it an exciting challenge for those who enjoy working in a cross-functional environment.The role is highly strategic, focusing on the development and implementation of sales incentive compensation plans that align with the company's ARR goals. You will work closely with Sales Leadership and Finance to ensure that these plans are not only effective but also fiscally responsible. Your expertise in data analysis and forecasting will be crucial in optimizing sales performance and predicting revenue.
What You Will Do
- Design, model, and implement annual and mid-year Sales Incentive Compensation Plans that align with company ARR goals.
- Partner with Sales Leadership and Finance to ensure plans are motivating for reps and fiscally responsible for the business.
- Conduct ongoing analysis on plan performance to identify areas for improvement.
- Own and optimize the weekly, monthly, and quarterly sales forecasting process.
- Manage and configure forecasting platforms to track pipeline health, historical conversion rates, and deal slippage.
- Build, maintain, and optimize automated dashboards and reports to track core SaaS metrics.
- Provide data foundations and analytical narratives for Quarterly Business Reviews (QBRs) and executive board meetings.
- Ensure data accuracy, timely payouts, and dispute resolution for the global sales team.
- Collaborate with cross-functional teams to identify and resolve sales performance issues.
What We Are Looking For
- 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) with experience in managing forecasting rollups and custom pipeline reporting.
- High proficiency in Excel/Google Sheets for financial modeling and compensation plan simulations.
- Experience with forecasting tools (e.g., Clari, Gong) and Incentive Compensation Management (ICM) software.
- Data visualization experience (Tableau, Looker, or PowerBI) is highly preferred.
- Strong data-modeling skills and the ability to communicate complex data insights effectively.
- Experience working in a remote or distributed team environment.
Nice to Have
- Experience with AI/ML and automation in a sales operations context.
- Knowledge of DevOps and digital operations management principles.
- Familiarity with cloud migration and DevOps modernization projects.
- Certification in sales operations or a related field.
- Experience with agile project management methodologies.
Benefits and Perks
- Competitive salary and equity package.
- Comprehensive health, dental, and vision insurance.
- Generous PTO policy and remote work stipend.
- Access to professional development opportunities and training programs.
- Collaborative and dynamic work environment with a team of experienced professionals.
- Recognition and reward programs for outstanding performance.
- Flexible working hours and the ability to work from anywhere.
How to Stand Out
- Develop your CRM skills: Proficiency in Salesforce and HubSpot is essential for this role. Consider taking courses or gaining experience in managing forecasting rollups and custom pipeline reporting.
- Improve your data analysis skills: The ability to analyze data and communicate insights effectively is crucial. Practice using tools like Excel, Google Sheets, and data visualization software.
- Understand sales forecasting: Experience with forecasting tools and techniques is highly valued. Study how to optimize the weekly, monthly, and quarterly sales forecasting process.
- Build a portfolio: Create a portfolio that showcases your experience in sales operations, revenue operations, or sales finance. Highlight your achievements in data analysis, forecasting, and sales performance optimization.
- Prepare for common interview questions: Research common interview questions for sales strategy and operations roles and practice your responses. Be ready to discuss your experience, skills, and accomplishments.
- Negotiate your salary: Research the market salary range for this position and be prepared to negotiate your salary based on your experience and qualifications.
- Look for red flags: Pay attention to the company culture, team dynamics, and expectations during the interview process. Ensure that the role and company align with your career goals and values.
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