Senior Manager, Sales Strategy & Operations — International & Channel

Smarsh is looking for a Senior Manager of Sales Strategy & Operations to own Sales Ops for our International and Channel segments — two of our most complex, nascent, and highest-growth-opportunity segments. You'll own the full Sales Ops stack end to end, and you'll do it with a team: two direct reports from day one, with room to grow as these segments scale.

This role requires real autonomy. You'll partner with the VP of Channel Sales (US-based) and the VP of International Sales (UK-based), which means operating comfortably across time zones and building trust with a US-based leadership culture while representing the realities of international and partner-led selling. The ideal candidate is as comfortable setting multi-quarter strategy as they are rolling up their sleeves to build, fix and analyze.

Sales strategy & planning

• Own annual and in-year planning for International and Channel: territory and partner coverage design, account/partner segmentation, quota setting, and capacity planning.
• Translate segment strategy into operating plans and priorities in close partnership with the VP of Channel Sales and VP of International Sales.
• Navigate the added complexity of these segments — multi-region/currency dynamics for International, and co-sell, deal registration, and partner incentive structures for Channel.

Forecasting, pipeline & revenue cadence

• Run forecasting and pipeline management for both segments, including the added layer of partner-sourced and partner-influenced pipeline.
• Build and maintain the operating rhythm — pipeline reviews, forecast reviews, QBRs — adapted to work across US and London time zones.
• Partner with Deal Desk, Finance, and Commissions on deal structuring, channel incentive design, and quota attainment for your segments.

Reporting, analytics & business reviews

• Build the reporting and dashboards that give both VPs a trusted, real-time view of pipeline, forecast, and partner/channel performance.
• Use cohort, funnel, and partner-productivity analysis to explain what's driving — or blocking — growth in these nascent segments, and recommend what to do about it.
• Own the analytics behind monthly and quarterly business reviews for International and Channel.

Cross-functional & systems partnership

• Partner with Enterprise Applications to translate International and Channel Ops needs (e.g., partner portals, multi-currency reporting, deal registration workflows) into systems requirements and roadmap priorities.
• Build strong working relationships with Finance, Legal, and Marketing on the cross-border and partner-specific considerations these segments carry.
• Represent International and Channel needs in global Sales Ops forums, influencing shared processes and tooling without owning them outright.

AI & process innovation

• Bring an AI-first mindset to two segments that are still establishing their operating model — this is a chance to build the right processes from the start rather than retrofit them.
• Identify where AI and automation can improve forecast accuracy, partner/deal hygiene, and seller and partner productivity.

Team leadership

• Hire, coach, and develop a team (and grow it over time) across International and Channel Ops.
• Set clear priorities, operating standards, and growth paths for your team.

Required Qualifications

• 7+ years of experience in Sales Operations, Revenue Operations, or a closely related GTM function, ideally in B2B SaaS, including 3+ years as a people manager.
• Experience supporting international and/or channel/partner sales motions, including the added complexity of multi-region or partner-led selling.
• Deep, hands-on experience with Salesforce or a comparable CRM, including reporting and dashboard build.
• Strong analytical skills — comfortable building models and pipeline/forecast analysis independently.
• Demonstrated ability to operate autonomously and partner effectively with US-based stakeholders and time zones.
• Experience partnering with VP-level stakeholders and driving alignment without direct authority.

Preferred Qualifications

• Experience designing channel/partner incentive structures or deal registration processes.
• Experience with multi-currency or cross-border reporting and compliance considerations.
• Background in management consulting or investment banking, particularly with an MBA.