Sr. Manager, Strategy & Operations

Vi • Austin, TX

6d

About The Position

This is a senior Individual Contributor role for a resourceful, technically-minded operator. You will bridge the gap between high-level commercial strategy and execution. You are responsible for the "Commercial Truth" of the business—ensuring that our multi-product, multi-vertical revenue models are accurately captured, forecasted, and reported. You will have access to external Salesforce consultants for heavy development, but you own the architectural vision and the final outcome.
Key Responsibilities
Commercial Architecture & Systems Ownership: Design the infrastructure for a complex, multi-product, and multi-vertical commercial engine. You ensure the system is built to handle the nuances of our different business lines and client structures.
Revenue Intelligence & Forecasting: Build and own the engine that provides leadership with 100% transparency into the business. You will lead the design of forecasting methodologies, pipeline reporting, and capacity planning (e.g., determining optimal AM account loads). You act as the bridge between Sales/AM "Forecasts" and Finance "Actuals" to report on critical metrics like NRR and Revenue Retention.
GTM Collaboration & Friction Reduction: Work cross-functionally with Sales and Account Management to ensure a seamless operational flow from the initial deal close through post-sale implementation and renewal.
Deal Desk & Sales Process: Support the commercial team in structuring and standardizing deals. You will implement the tools and processes for forecasting and deal management to ensure consistency across our three core verticals.
GTM Tech Stack Evolution: Evaluate and integrate the commercial tech stack. You will advise leadership on which tools (contracting, intelligence, etc.) will drive the most leverage and ensure they are implemented to serve the team, not add friction.
What We’re Looking For
The "Resourceful Architect": You have a strategic mind and a technical pulse. You can define a complex revenue model (SaaS + Consumption) and then direct technical consultants to build it, while being hands-on enough to troubleshoot the logic yourself.
5–8 Years of "Scale-up" Experience: You have lived through the rapid growth phase of a B2B company ($50M–$150M+ ARR). You understand how sales processes and systems break during scaling and how to proactively strengthen them.
Sales Process Expertise: Deep understanding of the end-to-end sales cycle, including experience with deal desk management, forecast methodology, and capacity management.
Operational Proactivity: You don't wait for a to-do list. You notice a systemic issue—like manual friction in the renewal flow or gaps in account ownership—and proactively design a solution.
Analytical Rigor: Deep experience in revenue modeling, specifically with products where revenue scales or varies based on service/consumption.
Startup DNA: You are hungry, entrepreneurial, and humble. You are a "team of one" who can navigate a lean environment and deliver world-class systems without constant hand-holding.
Technical Profile
Salesforce Savvy: Strong understanding of Salesforce architecture (Objects, Flows, Reporting). You are sophisticated enough to manage external developers and ensure high-quality, scalable output.
Data Literate: Expert-level ability to manipulate large datasets (Excel, Data Loader, etc.) to drive business decisions and maintain CRM health.
Systems Thinker: You see the "big picture" of how data flows from an initial opportunity to a multi-year contract and its subsequent renewals.

Requirements

• The "Resourceful Architect": You have a strategic mind and a technical pulse. You can define a complex revenue model (SaaS + Consumption) and then direct technical consultants to build it, while being hands-on enough to troubleshoot the logic yourself.
• 5–8 Years of "Scale-up" Experience: You have lived through the rapid growth phase of a B2B company ($50M–$150M+ ARR). You understand how sales processes and systems break during scaling and how to proactively strengthen them.
• Sales Process Expertise: Deep understanding of the end-to-end sales cycle, including experience with deal desk management, forecast methodology, and capacity management.
• Operational Proactivity: You don't wait for a to-do list. You notice a systemic issue—like manual friction in the renewal flow or gaps in account ownership—and proactively design a solution.
• Analytical Rigor: Deep experience in revenue modeling, specifically with products where revenue scales or varies based on service/consumption.
• Startup DNA: You are hungry, entrepreneurial, and humble. You are a "team of one" who can navigate a lean environment and deliver world-class systems without constant hand-holding.
• Salesforce Savvy: Strong understanding of Salesforce architecture (Objects, Flows, Reporting). You are sophisticated enough to manage external developers and ensure high-quality, scalable output.
• Data Literate: Expert-level ability to manipulate large datasets (Excel, Data Loader, etc.) to drive business decisions and maintain CRM health.
• Systems Thinker: You see the "big picture" of how data flows from an initial opportunity to a multi-year contract and its subsequent renewals.

Responsibilities

• Commercial Architecture & Systems Ownership: Design the infrastructure for a complex, multi-product, and multi-vertical commercial engine. You ensure the system is built to handle the nuances of our different business lines and client structures.
• Revenue Intelligence & Forecasting: Build and own the engine that provides leadership with 100% transparency into the business. You will lead the design of forecasting methodologies, pipeline reporting, and capacity planning (e.g., determining optimal AM account loads). You act as the bridge between Sales/AM "Forecasts" and Finance "Actuals" to report on critical metrics like NRR and Revenue Retention.
• GTM Collaboration & Friction Reduction: Work cross-functionally with Sales and Account Management to ensure a seamless operational flow from the initial deal close through post-sale implementation and renewal.
• Deal Desk & Sales Process: Support the commercial team in structuring and standardizing deals. You will implement the tools and processes for forecasting and deal management to ensure consistency across our three core verticals.
• GTM Tech Stack Evolution: Evaluate and integrate the commercial tech stack. You will advise leadership on which tools (contracting, intelligence, etc.) will drive the most leverage and ensure they are implemented to serve the team, not add friction.

What This Job Offers

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