🕒 8 days ago
Runs the operational execution of sales pilots and rollouts, maintaining sales tools and SOPs, coordinating field teams and partners, monitoring data quality, and reporting issues to improve sales effectiveness.
Sales Strategy & Operations Manager — Corporate & Public Sector
🕒 4 days ago
Sales OperationsRevenue OperationsSalesforceTerritory Design
📜 Description
- Own annual and in-year planning, including territory design, account segmentation, quota setting, and capacity planning.
- Translate segment strategy into operating plans, priorities, and resourcing recommendations with sales leadership.
- Run forecasting, pipeline management, deal inspection, and the cadence of pipeline reviews, forecast reviews, and QBRs.
- Build dashboards and analyze pipeline, forecast, funnel, cohort, and productivity performance to guide decisions.
- Partner with Deal Desk, Finance, Commissions, Enterprise Applications, and Customer Success Operations on sales processes and systems.
- Identify opportunities to use AI and automation to improve forecasting, pipeline hygiene, and seller productivity.
🛠️ Requirements
- 4+ years of experience in Sales Operations, Revenue Operations, or a related GTM function; B2B SaaS experience is preferred.
- Experience with territory design, quota setting, and annual sales planning.
- Hands-on Salesforce experience, including building reports and dashboards.
- Strong analytical skills, including building models and pipeline or forecast analyses from scratch.
- Experience presenting recommendations to senior stakeholders and driving cross-functional outcomes without formal authority.
- Preferred: management consulting or investment banking background, particularly with an MBA; Public Sector or regulated-industry sales experience; practical use of AI tools in Sales Ops; SQL and PowerBI experience.
Full job description
Who are we?
Smarsh empowers its customers to manage risk and unleash intelligence in their digital communications. Our growing community of over 6500 organizations in regulated industries counts on Smarsh every day to help them spot compliance, legal or reputational risks in 80+ communication channels before those risks become regulatory fines or headlines. Relentless innovation has fueled our journey to consistent leadership recognition from analysts like Gartner and Forrester, and our sustained, aggressive growth has landed Smarsh in the annual Inc. 5000 list of fastest-growing American companies since 2008.
About the Role
Smarsh is looking for a Manager of Sales Strategy & Operations to be the operating backbone for our Corporate and Public Sector sales segments. You'll own Sales Ops for both segments end to end — strategy, planning, and execution — and act as the primary Ops partner to the VP of Sales, turning data into the narrative and recommendations that drive their business.
This role sits at the intersection of strategy and execution: you're as comfortable designing a territory model or building a forecast as you are presenting a recommendation to segment leadership. You’ll work closely with a Customer Success Operations counterpart supporting these same segments and help connect the pre- and post-sale operating model. This is an individual contributor role today, with potential to build and lead a team as the segments scale.
How will you contribute?
Sales strategy & planning
- Own annual and in-year planning for Corporate and Public Sector: territory design, account segmentation, quota setting, and capacity planning.
- Translate segment strategy into operating plans, priorities, and resourcing decisions in partnership with the VP of Sales and their leadership team.
- Identify risks and opportunities in the business before they show up in bookings, and bring recommendations, not just observations.
- Run the forecasting and pipeline management process for both segments: cadence, hygiene, deal inspection, and accuracy.
- Build and maintain the operating rhythm — pipeline reviews, forecast reviews, QBRs — that keeps segment leadership aligned and accountable.
- Partner with Deal Desk, Finance, and Commissions on deal structuring, quota attainment, and incentive execution for your segments.
- Build the reporting and dashboards that give a trusted, real-time view of pipeline, forecast, and performance.
- Go beyond status reporting — use cohort, funnel, and productivity analysis to explain what's driving performance and what to do about it.
- Own the analytics behind monthly and quarterly business reviews for Corporate and Public Sector.
- Partner with Enterprise Applications to translate Sales Ops needs into systems requirements, and help prioritize the roadmap for tools these segments depend on (Salesforce, forecasting, sales engagement/intelligence platforms).
- Align closely with the CS Ops partner on these segments to connect new business, renewal, and expansion data and processes.
- Build strong working relationships with Finance, Marketing, and Enterprise Applications, and influence outcomes without formal authority over those teams.
- Bring an AI-first mindset: identify where AI and automation can improve forecasting accuracy, pipeline hygiene, and day-to-day seller productivity for these segments.
- Pilot new tools and approaches proactively rather than waiting to be asked, and scale what works.
Forecasting, pipeline & revenue cadence
Reporting, analytics & business reviews
Cross-functional & systems partnership
AI & process innovation
What will you bring?
- 4+ years of experience in Sales Operations, Revenue Operations, or a closely related GTM function, ideally in B2B SaaS.
- Experience with territory design, quota setting, and annual sales planning processes.
- Deep, hands-on experience with Salesforce, including reporting and dashboard build.
- Strong analytical skills — comfortable building models and pipeline/forecast analysis from scratch, not just reviewing someone else's output.
- Experience partnering with senior stakeholders and presenting recommendations clearly and persuasively.
- Demonstrated ability to work cross-functionally and drive outcomes without direct authority.
- Background in management consulting or investment banking, particularly with an MBA. (Preferred)
- Experience supporting Public Sector or regulated-industry sales motions.(Preferred)
- Practical, hands-on use of AI tools in a Sales Ops context, with a point of view on where AI can change how a sales org operates.(Preferred)
- SQL skills and experience building in PowerBI. (Preferred)
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