Sr. Manager, Sales Strategy and Operations - Omni + OBT

Engine

8d • $142,400 - $197,000

About The Position

The Sr. Manager, Sales Strategy & Operations - Omni + OBT is the day-to-day thought partner to the Chief Business Officer and owns how the partnership organization plans and executes Engine’s two newest product lines. Omni is Engine’s lodging infrastructure, an API and supply platform that partner platforms embed to offer Engine’s inventory to their customers. OBT is Engine’s infrastructure for travel management companies (TMCs), an online booking tool that TMCs use to run their business. Together, these offerings help Engine scale through distribution via other platforms.

The role will improve how the business operates by defining processes, shaping go-to-market strategy, driving execution, and identifying and addressing productivity bottlenecks. AI is central to the role: the manager will determine where AI belongs in the partner motion and ensure it produces measurable productivity gains. This is a hands-on position requiring direct work with data and analysis used by leadership. The manager will hire and lead a team of two to four analysts and operations partners over the next 12 to 18 months.

Strategy & Operations is part of Revenue Operations, alongside GTM Systems, GTM Engineering, Revenue Enablement, and GTM Finance. The role also partners closely with Growth, Central Data, and Corporate Finance.

Requirements

• At least 6 years of experience in sales strategy and operations or revenue operations, with substantial experience in a high-growth B2B SaaS, fintech, or marketplace business.
• A track record as the primary strategic and operational partner to a VP or C-level revenue leader.
• A clear point of view on where AI and automation belong in a modern partner or B2B sales motion, and evidence of shipping it at scale.
• Deep knowledge of partner and platform go-to-market mechanics, including sales process and stage design, pipeline management, forecasting, partner onboarding, and compensation plan design.
• Strong analytical skills and a bias toward building models personally before handing them off.
• Proven ability to influence senior leaders without direct authority, including in settings with strong opinions and competing priorities.

Nice To Haves

• Experience with API, embedded, or travel distribution businesses.

Responsibilities

• Own the go-to-market strategy for Omni and OBT, including partner segmentation, account scoring, coverage design, and rules of engagement with the direct sales team.
• Partner with GTM Finance on capacity modeling, quotas, and headcount planning.
• Define business metrics and instrumentation, including partner pipeline, time to launch, partner-sourced bookings and GMV, and active TMCs.
• Build and run the operating cadence, including annual planning, weekly pipeline reviews, monthly business reviews, and forecasting.
• Define and standardize the sales process, including opportunity types, stages, exit criteria, routing, and handoffs from signed deal through partner onboarding and launch.
• Partner with Revenue Enablement to turn strategy into field training, playbooks, and tools.
• Partner with GTM Finance on compensation design and visibility.
• Set the AI strategy for the partner motion and lead its rollout across pipeline and forecast insights, partner health, data auditing, compensation visibility, and rep-facing insights.
• Partner with GTM Systems on building and adopting Salesforce workflows, tools, AI, and insights.
• Develop and test hypotheses on segmentation, coverage, and productivity, and translate results into decisions.
• Build analyses directly and use them to inform leadership decisions.
• Hire and lead a team of two to four analysts and operations partners over the next 12 to 18 months.

Benefits

• Equity for all employees.
• Annual bonus may be included depending on the role.
• Competitive base pay tied to role and experience.
• Benefits are available; the full list is provided at engine.com/culture.
• Hybrid-hub model with office or fully remote work environments, depending on role needs.

What This Job Offers

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