Sales Strategy and Operations Manager

Sales Strategy and Operations Manager

San Francisco

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. Notable customers include GE, Cisco, Genentech, Electronic Arts, Cox Automotive, Netflix, Shopify, Zoom, Door Dash, Lululemon and more. We are expanding rapidly as a platform for Digital Operations Management using AI/ML and Automation and growing our adoption by Development, IT, Customer Service, Security, and other teams across the organization.

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.

• 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.

• 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.

Pager Duty is a flexible, hybrid workplace. We embrace and encourage in-person working as an integral part of our culture. Both our employees and external research tells us that co-located collaboration strengthens connections, drives…