Sales Strategy & Operations Lead

Pinterest•San Francisco, CA

3d•$155,644 - $272,377•Hybrid

About The Position

The Sales Strategy & Operations (SS&O) team partners with advertising sales leaders to drive business performance through strategy, analytics, and operational rigor. We combine structured problem-solving, deep business insight, and scalable execution to help the sales organization make better decisions, operate more effectively, and accelerate revenue growth. As a Sales Strategy & Operations Lead, you will serve as a senior strategic partner to sales leadership, helping shape business priorities through rigorous analysis, clear recommendations, and strong operating discipline. You will lead high-impact work across sales strategy, business performance, planning, and operational execution — monitoring key metrics, identifying risks and opportunities, and driving accountability against the company’s monetization goals. This role is ideal for someone who is highly analytical, thrives in ambiguity, and can move fluidly between long-term strategy and day-to-day business execution.

Requirements

10+ years of experience in strategy, operations, analytics, consulting, investment banking, corporate strategy, or related roles in highly analytical environments.
Strong track record of independently solving ambiguous business problems, identifying the highest-value questions, and connecting analysis to concrete business action.
Exceptional analytical skills and experience working with large, complex datasets; strong proficiency in SQL and Tableau or similar BI tools.
Demonstrated ability to synthesize data into clear narratives and executive-ready recommendations for senior stakeholders.
Experience driving cross-functional alignment and influencing outcomes without direct authority.
Proven ability to build and improve operating mechanisms, business cadences, reporting, and scalable processes in fast-paced environments.
Strong business judgment, structured thinking, and attention to detail, with the ability to balance strategic perspective and executional rigor.
Experience using AI tools to support analytical problem-solving, business insight generation, workflow automation, or executive communication.
Strong judgment in applying AI to business contexts, including the ability to validate outputs, protect confidentiality, and use AI responsibly.
Curiosity about emerging AI capabilities and a willingness to incorporate them into strategy and operations workflows to improve speed and effectiveness.
Bachelor’s/Master’s degree in a relevant field such as Business Administration, or equivalent experience

Nice To Haves

Experience in sales strategy, go-to-market, or revenue operations is strongly preferred.
Understanding of digital advertising, ad products, and sales organizations is strongly preferred.
Familiarity with sales systems and tooling is a plus.

Responsibilities

Partner with senior sales leaders to frame strategic questions, evaluate business performance, and inform decisions on key monetization priorities.
Translate complex business drivers, trends, and operating metrics into clear, actionable insights and recommendations for executive audiences.
Own and improve core business cadences, including recurring performance reporting, business reviews, quarterly recaps, and metric tracking that drive accountability across the sales organization.
Proactively identify revenue risks and growth opportunities, and help leadership prioritize actions to unlock step-change growth.
Support annual planning, quarterly priority-setting, and broader sales strategy development through data-driven analysis and structured recommendations.
Drive strategic growth and sales productivity initiatives, including KPI development, performance measurement, resource allocation, and coverage-related analyses.
Partner cross-functionally with teams including Sales Finance, BizOps, Product, Analytics, and other sales operations stakeholders to align priorities and execute against business goals.
Redesign, simplify, and scale processes, reporting, and systems to improve decision-making, operational efficiency, and organizational effectiveness.
Operate as a senior individual contributor who can independently lead ambiguous, high-impact workstreams while influencing stakeholders across functions and levels.
Contribute to team effectiveness by sharing best practices, raising the analytical bar, and informally mentoring others on the SS&O team.
Use AI-enabled tools to accelerate analysis, synthesize business trends, and surface insights that inform sales strategy and operational decision-making.
Apply AI to improve core business cadences and workflows, including reporting, performance reviews, planning materials, and executive-ready synthesis.
Partner with cross-functional teams to identify opportunities to embed AI into sales strategy and operations processes in ways that improve productivity, scalability, and decision quality.
Experiment with emerging AI tools and approaches to streamline repetitive work, enhance problem-solving, and raise the impact of the SS&O team.