Senior Manager, Strategy and Operations – Sales & Partners [236]

D-Wave

2d•$137,000 - $188,000

About The Position

D-Wave is seeking a Senior Manager, Strategy and Operations – Sales & Partners to lead process and program development and implementation across our direct and partner sales organizations. You will work across stakeholders and business partners to create, deliver, and land new sales processes and programs, and to drive continuous improvement across existing ones. The role offers meaningful ownership, senior-level visibility, and the opportunity to shape how the go-to-market organization works as it grows. Our go-to-market organization continues to evolve, creating opportunities to strengthen processes, improve compliance and consistency, and build scalable ways of working across direct and partner sales. This role combines cross-functional program leadership, business-process improvement, and hands-on operational leadership. You will also shape a modern approach to sales operations by deploying AI and agents where applicable — creating requirements and overseeing the implementation of agentic solutions for business processes. You will report to the VP, GTM Operations and partner with stakeholders across the broader go-to-market organization.

Requirements

10+ years of experience in Sales Operations, Strategy & Operations, Revenue Operations, Business Operations, or a related function with a Bachelor's degree, or an advanced degree with less experience.
Solid understanding of direct and indirect (partner) sales motions, with demonstrated experience designing, implementing, and improving sales processes and programs across both.
Strong working knowledge of Quote-to-Cash and Order Management processes, including quoting, approvals, contracting, booking, compliance, and downstream handoffs.
Demonstrated continuous improvement experience, including lean process improvement; Six Sigma training or certification is a plus.
Current experience deploying AI and agents where applicable, including creating requirements and overseeing the implementation of agentic solutions for business processes.
Strong analytical, program-management, facilitation, documentation, communication, and stakeholder-management skills, with the ability to move cross-functional work from ambiguity through adoption.
Thoughtful and practical operator who enjoys making complex work easier for others.
Customer- and business-minded: you connect operational decisions to revenue outcomes and the experience of customers, sellers, and cross-functional partners.
A change agent: you can partner with cross-functional stakeholders to build the case for change, bring others along for the implementation, and land the change with the broader Customer Team.
Adaptable and practical: you use sound judgment as priorities and information evolve and focus on solutions that can be implemented.
Curious and forward-looking: you use data, business context, and stakeholder feedback to understand problems, measure results, and explore better ways of working.

Nice To Haves

Six Sigma training or certification is a plus.
experience with CRM, ERP, and contract management systems.

Responsibilities

Lead the development, implementation, and adoption of sales processes and programs across direct and partner sales, from discovery through delivery, landing, and measurement.
Translate business needs into clear processes, roles, requirements, decision points, and operating rhythms.
Work across stakeholders and business partners to create, deliver, and land new processes and programs, and to continuously improve existing ones.
Strengthen Quote-to-Cash and Order Management process definition and execution metrics across quoting, approvals, contracting, booking, and downstream handoffs for both direct and partner transactions.
Ensure sales processes and programs meet compliance requirements by partnering with the corporate compliance functions to ensure smooth execution and implementation.
Use data to identify trends and bottlenecks, improve conversion and execution, and strengthen handoffs across the customer lifecycle.
Operate the Partner Programs Office, providing the structure, governance, and operating cadence that support partner program operation and execution.
Manage day-to-day partner program execution, including program administration, partner obligations and benefits management, partner portal development and delivery, and issue resolution across the partner lifecycle.
Track program performance and partner experience, and drive improvements that make programs easier to execute for partners and internal teams.
Identify where AI, agents, and automation can simplify or improve business processes across direct and partner sales and lead their evaluation and deployment where applicable.
Create clear business and data requirements for agentic solutions and oversee implementation with systems teams through solution design, testing, rollout, and adoption.
Measure adoption and performance of deployed AI and agentic solutions and continuously identify new opportunities to reduce manual work.
Create clear process documentation and training materials to introduce and reinforce new processes, methodologies, workflows, and tools.
Lead change management for new and updated processes and programs — stakeholder alignment, communications, training, and adoption measurement — to land change with the broader Customer Team and partners.
Apply continuous improvement and lean process methods to simplify work, improve consistency, and turn recurring operational issues into durable improvements.