Why This Job is Featured on The SaaS Jobs
This Sales Strategy and Operations Manager role sits in a core SaaS control tower: the intersection of revenue mechanics, forecasting discipline, and incentive design. The remit spans commission architecture, pipeline rigor, and performance measurement, all areas that become more consequential as a B2B SaaS business standardises how it plans and reports ARR outcomes across regions and teams.
For a SaaS career, the work builds durable operating leverage skills that translate across go to market organisations. Designing compensation plans forces a clear view of what behaviours actually move revenue, while forecasting ownership sharpens judgment on pipeline quality, conversion assumptions, and slippage patterns. The analytics mandate also anchors common SaaS fluency, from unit economics through win rates and sales cycle dynamics, and connects operational insights to QBR and board level narratives.
This is best suited to someone who prefers structured problem solving, high data integrity, and cross functional influence without direct sales quota ownership. It fits a professional who enjoys negotiating definitions and incentives with stakeholders, and who wants to become a trusted operator for sales leadership, finance, and people teams in a metrics driven SaaS environment.
The section above is editorial commentary from The SaaS Jobs, provided to help SaaS professionals understand the role in a broader industry context.
Job Description
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 & Experience
- 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.
The base salary range for this position is $127,000.00 - $191,400.00 USD. This role may also be eligible for bonus, commission, equity, and/or benefits.
Our base salary ranges are determined by role, level, and location. The range, which is subject to change based on primary work location, reflects the minimum and maximum base salary we expect to pay newly hired employees for the position. Within the range, we determine pay for an individual based on a number of factors including market location, job-related knowledge, skills/competencies and experience.
Your recruiter can share more about the specific offerings for this role, as well as the salary range for your primary work location during the hiring process.
