Sales Strategy and Operations Manager

PagerDuty

5d • $127,000 - $191,400 • Hybrid

About The Position

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.

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.
• High emotional intelligence and communication skills. You will handle sensitive compensation data and negotiate metrics with strong-willed sales leaders; building trust is paramount.

Nice To Haves

• 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.

Responsibilities

• 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. 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.
• 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.

Benefits

• 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 (some countries have longer leave standards and we comply with local laws)
• Paid volunteer time off: 20 hours per year
• Company-wide hack weeks
• Mental wellness programs

What This Job Offers

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