Sr. Manager, Sales Strategy and Operations - Omni + OBT
New
E
EngineBusiness travel
Location: Remote - USFull-TimeManager
Salary$142,400 — $197,000 USD
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Job Details
- Experience
- 6+ years in sales strategy & operations or revenue operations
- Required Skills
- Salesforce
Requirements
- Have 6+ years of experience in sales strategy and operations or revenue operations.
- Have substantial experience in a high-growth B2B SaaS, fintech, or marketplace business.
- Bring a track record as the primary strategic and operational partner to a VP or C-level revenue leader.
- Have a clear perspective on AI and automation in modern partner or B2B sales motions, with evidence of shipping it at scale.
- Know partner and platform go-to-market mechanics, including sales process and stage design, pipeline management, forecasting, partner onboarding, and compensation plan design.
- Bring strong analytical skills and experience building models directly.
- Be able to influence senior leaders without direct authority amid competing priorities.
- Experience with API, embedded, or travel distribution businesses is a plus.
Responsibilities
- Own the go-to-market strategy for Omni and OBT, including partner segmentation, account scoring, coverage design, and rules of engagement with direct sales.
- Partner with GTM Finance on capacity modeling, quotas, headcount planning, and compensation design and visibility.
- Define business metrics and instrumentation, including partner pipeline, time to launch, partner-sourced bookings and GMV, and active TMCs.
- Build and run annual planning, weekly pipeline reviews, monthly business reviews, and forecasting.
- Standardize sales processes, including opportunity types, stages, exit criteria, routing, and handoffs through partner onboarding and launch.
- Work with Revenue Enablement to turn strategy into field training, playbooks, and tools.
- Set the AI strategy for the partner motion and lead rollout across pipeline and forecast insights, partner health, data auditing, compensation visibility, and rep-facing insights.
- Partner with GTM Systems on Salesforce workflows, tools, AI, and insights.
- Develop and test hypotheses on segmentation, coverage, and productivity, and translate results into decisions.
- Hire and lead a team of two to four analysts and operations partners over the next 12 to 18 months.
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