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PagerDuty Logo PagerDuty · Sales

Sales Strategy and Operations Manager

United States Employment contract 127000.00 - 191400.00 USD / Year · Job Posted June 03, 2026
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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.

Job Responsibility

  • Design and execute commission plans that drive the right sales behaviors
  • Build the analytics framework to measure performance
  • 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
  • Own and optimize the weekly, monthly, and quarterly sales forecasting process
  • 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

Requirements

  • 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

Nice to have

  • 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

What we offer

  • Competitive salary
  • Comprehensive benefits package
  • Flexible work arrangements
  • Company equity
  • ESPP (Employee Stock Purchase Program)
  • Retirement or pension plan
  • Generous paid vacation time
  • Paid holidays and sick leave
  • Dutonian Wellness Days & HibernationDuty - companywide paid days off in addition to PTO
  • Paid parental leave: 22 weeks for pregnant parent, 12 weeks for non-pregnant parent
  • Paid volunteer time off: 20 hours per year
  • Company-wide hack weeks
  • Mental wellness programs
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