Sales Strategy and Operations Manager

Kraken

15h • Remote

About The Position

Kraken is a mission-focused company rooted in crypto values, aiming to accelerate the global adoption of crypto for financial freedom and inclusion. They are a fully remote company with Krakenites in over 70 countries, developing premium crypto products for experienced traders, institutions, and newcomers. The company emphasizes industry-leading security, crypto education, and world-class client support. The Sales Strategy and Operations Manager will join a world-class team dedicated to unlocking the potential of crypto and blockchain technology. This role specifically supports the global institutional client group by providing processes, insights, and tools for high performance. It is a highly strategic and analytical position focused on strengthening the go-to-market (GTM) approach through pipeline insights, process optimization, and scalable execution frameworks, working closely with Sales and cross-functional partners to improve efficiency and consistent performance.

Requirements

• 4-6 years of experience in Sales Strategy, Business Operations, or Consulting, with a focus on GTM and pipeline analysis
• Deep understanding of sales funnels, pipeline management, and GTM processes, ideally within institutional or B2B environments
• Proven ability to analyze data, build reporting, and translate insights into action
• Experience building scalable processes and frameworks that improve sales performance
• Ability to create collateral and reporting that supports sellers and drives outcomes
• Strong problem-solving skills with the ability to think on your feet and operate in fast-moving environments
• Clear understanding of how to measure success and scale initiatives effectively
• Experience identifying and implementing automation opportunities to improve efficiency
• Strong communication skills and ability to work cross-functionally across teams and stakeholders

Nice To Haves

• Familiarity with CRM tools (e.g., Salesforce), but not a primary focus
• Background in crypto, fintech, or institutional client environments
• Experience supporting institutional sales teams or complex GTM motions

Responsibilities

• Act as a strategic partner to Institutional Sales, helping analyze and optimize the GTM pipeline and overall sales process
• Evaluate current workflows and identify bottlenecks, inefficiencies, and areas for improvement across the institutional sales funnel
• Build and refine scalable processes that improve sales effectiveness and can be rolled out across teams and regions
• Own sales reporting and analytics, delivering clear insights that inform decision-making and drive performance
• Collaborate with product marketing managers to build sales collateral and enablement materials (playbooks, frameworks, client-facing content) to support institutional sellers
• Help define how success is measured, including pipeline health, conversion, and performance metrics
• Identify opportunities to automate workflows and simplify processes to reduce friction for sellers
• Ensure tools and systems are structured in a way that sales teams actually want to use, focusing on usability and adoption
• Partner closely with Sales, Marketing, BizOps, Finance, and Product to align on priorities and execution

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed