Sales Strategy and Operations Manager

🕒 Yesterday

🐻 Alaska, Hawaii, +11 more states – Remote

🐻 Alaska – Remote 🌺 Hawaii – Remote 🌾 Iowa – Remote ⚜️ Louisiana – Remote 🌾 Nebraska – Remote 🌶️ New Mexico – Remote 🌪️ Oklahoma – Remote 🎸 Mississippi – Remote ⚓ Rhode Island – Remote 🗿 South Dakota – Remote ⚔️ Virginia – Remote ⛰️ West Virginia – Remote 🦬 Wyoming – Remote

💵 $127k - $191.4k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

⚙️ Operations

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PagerDuty

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

💰 $90M Series D on 2018-09

In an always-on world, teams trust PagerDuty to help them deliver a perfect digital experience to their customers, every time. PagerDuty is the central nervous system for a company’s digital operations. We identify issues and opportunities in real-time and bring together the right people to respond to problems faster and prevent them in the future. From digital disruptors to Fortune 500 companies, over 18,000 businesses rely on PagerDuty to help them continually improve their digital operations—so their teams can spend less time reacting to incidents and more time building for the future.Dutonians believe that we are a part of a bigger movement of businesses being built to benefit everyone—the customer and the employee, as well as our community. We are go-getters fueled by the fire to reinvent how people and companies work together. We take the lead and get creative to be first in the hearts of our customers. Whether it’s keeping the world on or changing it entirely, Dutonians are fueled by the fire to reinvent how people and companies work together to deliver in real-time, across the globe.Join us to lead uncharted efforts and reinvent how companies run.

📋 Description

• 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 • 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. • 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.

🏖️ 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 (some countries have longer leave standards and we comply with local laws)* • Paid volunteer time off: 20 hours per year • Company-wide hack weeks • Mental wellness programs