Senior Sales Strategy & Operations Manager

Summary

Join Customer.io as a Senior Sales Strategy and Operations Manager and help scale sales planning, execution, and optimization. Partner with sales leadership on high-impact initiatives to drive growth and operational excellence. Lead the development and execution of sales strategies, build and improve forecasting processes, maintain and optimize sales tools, and partner with cross-functional teams. Deliver regular performance reports and analysis, equip the sales team with best practices, and design compensation plans. Identify and resolve sales process bottlenecks, support sales leadership with data-driven decision-making, and contribute to a collaborative, fast-moving environment.

Requirements

• You have a strong understanding of sales strategy, pipeline health, and GTM operations—especially in a SaaS environment
• You’ve led or supported forecasting, territory planning, and compensation design at scale
• You’re deeply analytical and comfortable turning messy data into clear insights and decisions
• You love solving complex problems that sit at the intersection of people, process, and data, and you get energy from bringing structure to ambiguity
• You’re motivated by helping sales teams work smarter and more efficiently—removing friction and creating systems that empower them to succeed
• You thrive on cross-functional collaboration and know how to bring diverse stakeholders together around shared goals
• You balance big-picture thinking with a strong attention to detail and take pride in building systems that serve both people and business outcomes
• You’re an excellent communicator who can influence across all levels of the organization
• You’re highly proficient in Excel and SQL, and comfortable navigating Salesforce and BI tools like Looker, Tableau, or Power BI
• You’re adaptable, resourceful, and at your best when navigating fast-paced, evolving environments
• 5+ years of experience in Sales Strategy, Revenue Operations, Sales Ops, or a related field
• Proven track record of driving sales performance through strategy, planning, and process improvements
• Strong experience with Salesforce and familiarity with sales analytics or BI tools (e.g., Tableau, Power BI, Looker)
• Highly proficient in Excel and SQL for reporting and advanced analysis
• Strong understanding of sales methodologies, pipeline management, and go-to-market frameworks
• Excellent communication and stakeholder management skills—you’re just as confident presenting to executives as you are collaborating with ICs

Responsibilities

• Lead the development and execution of sales strategies using performance data, market trends, and business insights
• Build and improve forecasting, quota setting, and pipeline management processes that align with business goals
• Maintain and optimize key tools and systems (Salesforce, dashboards, reporting frameworks) to improve sales team efficiency
• Partner with Marketing, Finance, and Product to align GTM initiatives and drive consistent execution
• Deliver regular reporting and analysis on sales performance, surfacing actionable insights and recommendations
• Work closely with Enablement and Product Marketing to equip the sales team with tools, insights, and best practices
• Own the design and implementation of compensation plans, incentive structures, and territory strategies
• Identify and resolve bottlenecks in the sales process—championing automation and simplification where possible
• Support sales leadership with decision-making through modeling, market research, and competitive analysis

Benefits

• Unlimited PTO - we encourage at least 20 vacation days (in addition to holidays and sick days) so that you can unwind, unplug, and recharge
• 16 weeks paid parental leave (including adoption and foster care)
• 100% paid insurance premiums for you and your dependents
• 401k retirement matching - up to 5% dollar-for-dollar match to retirement contributions
• $1,500 annual healthy lifestyle budget (for gym memberships, classes, fitness equipment)
• $250/monthly Remote Work Stipend to be used for home internet, cell phone, and other miscellaneous remote work costs
• $300/month co-working space rental reimbursement
• $2,000/yearly professional education budget for conferences, courses, workshops, books, etc
• $1,500 home office budget to make sure your working space is ergonomic and just what you need to do your best work!
• One month sabbatical after five years at Customer.io