Sales Strategy & Operations Manager — Corporate & Public Sector

Smarsh•US - New York, NY

11d

About The Position

Smarsh is seeking a Manager of Sales Strategy & Operations to own Sales Operations for its Corporate and Public Sector sales segments, covering strategy, planning, and execution. The role is the primary Operations partner to the VP of Sales, translating business data into narratives and recommendations, and works closely with a Customer Success Operations counterpart to connect pre- and post-sale processes. It is an individual contributor role today, with potential to build and lead a team as the segments scale. The role owns sales planning, territory and account design, quota and capacity planning, forecasting, pipeline management, reporting, analytics, business reviews, and cross-functional systems partnership. It also identifies opportunities to use AI and automation to improve forecasting, pipeline hygiene, and seller productivity, proactively piloting tools and scaling approaches that work.

Requirements

At least 4 years of experience in Sales Operations, Revenue Operations, or a closely related go-to-market function; B2B SaaS experience is preferred.
Experience with territory design, quota setting, and annual sales planning.
Deep, hands-on Salesforce experience, including building reports and dashboards.
Strong analytical skills, including the ability to build models and pipeline or forecast analyses from scratch.
Experience partnering with senior stakeholders and presenting recommendations clearly and persuasively.
Ability to work cross-functionally and drive outcomes without direct authority.

Nice To Haves

Background in management consulting or investment banking, particularly with an MBA.
Experience supporting Public Sector or regulated-industry sales motions.
Practical, hands-on use of AI tools in a Sales Operations context and a point of view on how AI can change sales operations.
SQL skills and experience building in PowerBI.

Responsibilities

Own annual and in-year planning for the Corporate and Public Sector segments, including territory design, account segmentation, quota setting, and capacity planning.
Translate segment strategy into operating plans, priorities, and resourcing decisions with the VP of Sales and leadership team.
Identify business risks and opportunities and provide recommendations.
Run forecasting and pipeline management, including cadence, hygiene, deal inspection, and accuracy.
Maintain pipeline reviews, forecast reviews, and QBRs to align segment leadership and support accountability.
Partner with Deal Desk, Finance, and Commissions on deal structuring, quota attainment, and incentive execution.
Build and maintain reporting and dashboards that provide a real-time view of pipeline, forecast, and performance.
Use cohort, funnel, and productivity analysis to explain performance drivers and recommend actions.
Own analytics for monthly and quarterly business reviews for Corporate and Public Sector.
Partner with Enterprise Applications to translate Sales Operations needs into systems requirements and help prioritize the roadmap for tools used by the segments.
Coordinate with the Customer Success Operations partner to connect new-business, renewal, and expansion data and processes.
Build working relationships with Finance, Marketing, and Enterprise Applications and influence outcomes without formal authority.
Identify, pilot, and scale AI and automation approaches to improve forecasting accuracy, pipeline hygiene, and seller productivity.