Sales Strategy and Operations Manager

Pager Duty, Inc. (NYSE: PD) is the global leader in AI-first digital operations. By automatically detecting, diagnosing, and remediating issues, the Pager Duty Platform orchestrates AI agents and automated workflows with context from over 750 integrations. Trusted by approximately two-thirds of the Fortune 100 and nearly half of the Fortune 500, Pager Duty is the industry standard for organizations scaling resilient, autonomous operations.

Notable customers include Chipotle, Cloudflare, Docusign, Fox, Nvidia, Salesforce, Spotify, Zoom and more. We are growing rapidly and hiring top talent with leading AI skills across engineering, sales, product, marketing, and beyond as we build the leading digital operations platform.

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.

Key Responsibilities Sales Compensation Design & Execution 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.

Sales Forecasting & Revenue Predictability 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. Sales Performance Analytics & Reporting 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.

Qualifications & Experience4–6 years of experience in Sales Operations, Revenue Operations, or Sales Finance, ideally within a fast-growing B2B SaaS environment.

Advanced CRM knowledge (Salesforce/Hub Spot) 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.

Pager Duty is a flexible,…