Sales Strategy and Operations Manager

Pager Duty (NYSE:PD) is a leader in Digital Operations Management. In an always‑on world, organizations of all sizes trust Pager Duty to help them deliver a perfect digital experience to their customers, every time. Teams use Pager Duty to identify issues and opportunities in real time and bring together the right people to fix problems faster and prevent them in the future.

Over 13,000 organizations (including 60 of Fortune 100) rely on Pager Duty to succeed with Digital Transformation, Cloud Migration, and Dev Ops Modernization.

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.

• 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.

• 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/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.

The base salary range for this position is $ - $ USD. This role may also be eligible for bonus, commission, equity, and/or benefits.

Our base salary ranges reflect the minimum and maximum base salary we expect to pay newly hired employees for the position in each market. Within the range, pay is based on factors including location, job‑related knowledge, skills/competencies, and experience.

Pager Duty operates a hybrid work model with offices in eight major cities:
Atlanta, Lisbon, London, San Francisco, Santiago, Sydney, Tokyo, and Toronto. While we offer flexibility within our established locations, we cannot employ candidates residing in the following regions.

• Australia: Northern Territory, Queensland, South Australia, Tasmania, Western Australia
• Canada: Alberta, Manitoba, Newfoundland, Northwest Territories, Nunavut, PEI, Quebec, Saskatchewan, Yukon
• United…