Sales Strategy & Operations Manager — Corporate & Public Sector

Summary
 
We're looking for a Senior Director to own Global Sales & Customer Success Operations end-to-end for a fast-growing software company. This leader runs the engine behind ARR growth — territories, quotas, forecasting, incentives, renewals, and expansion — across direct and channel, new business and post-sale, SMB through Strategic accounts. You'll build the team, own the data narrative, and set the GTM tooling strategy, partnering closely with Sales, CS, Finance, Marketing, and Enterprise Applications (who own the CRM itself).
 
Reports to: VP, Revenue Operations
 
You are: Scrappy, data-driven, people-first, and allergic to busywork — someone who'd rather fix the process than just report on it.

How will you contribute?

Sales strategy & planning

- Own annual and in-year planning for Corporate and Public Sector: territory design, account segmentation, quota setting, and capacity planning.

- Translate segment strategy into operating plans, priorities, and resourcing decisions in partnership with the VP of Sales and their leadership team.

- Identify risks and opportunities in the business before they show up in bookings, and bring recommendations, not just observations.

Forecasting, pipeline & revenue cadence

- Run the forecasting and pipeline management process for both segments: cadence, hygiene, deal inspection, and accuracy.

- Build and maintain the operating rhythm — pipeline reviews, forecast reviews, QBRs — that keeps segment leadership aligned and accountable.

- Partner with Deal Desk, Finance, and Commissions on deal structuring, quota attainment, and incentive execution for your segments.

Reporting, analytics & business reviews

- Build the reporting and dashboards that give a trusted, real-time view of pipeline, forecast, and performance.

- Go beyond status reporting — use cohort, funnel, and productivity analysis to explain what's driving performance and what to do about it.

- Own the analytics behind monthly and quarterly business reviews for Corporate and Public Sector.

Cross-functional & systems partnership

- Partner with Enterprise Applications to translate Sales Ops needs into systems requirements, and help prioritize the roadmap for tools these segments depend on (Salesforce, forecasting, sales engagement/intelligence platforms).

- Align closely with the CS Ops partner on these segments to connect new business, renewal, and expansion data and processes.

- Build strong working relationships with Finance, Marketing, and Enterprise Applications, and influence outcomes without formal authority over those teams.

AI & process innovation

- Bring an AI-first mindset: identify where AI and automation can improve forecasting accuracy, pipeline hygiene, and day-to-day seller productivity for these segments.

- Pilot new tools and approaches proactively rather than waiting to be asked, and scale what works.

What will you bring?

- 4+ years of experience in Sales Operations, Revenue Operations, or a closely related GTM function, ideally in B2B SaaS.

- Experience with territory design, quota setting, and annual sales planning processes.

- Deep, hands-on experience with Salesforce, including reporting and dashboard build.

- Strong analytical skills — comfortable building models and pipeline/forecast analysis from scratch, not just reviewing someone else's output.

- Experience partnering with senior stakeholders and presenting recommendations clearly and persuasively.

- Demonstrated ability to work cross-functionally and drive outcomes without direct authority.

- Background in management consulting or investment banking, particularly with an MBA. (Preferred)

- Experience supporting Public Sector or regulated-industry sales motions.(Preferred)

- Practical, hands-on use of AI tools in a Sales Ops context, with a point of view on where AI can change how a sales org operates.(Preferred)

- SQL skills and experience building in PowerBI. (Preferred)

About our culture

Smarsh hires lifelong learners with a passion for innovating with purpose, humility and humor. Collaboration is at the heart of everything we do. We work closely with the most popular communications platforms and the world’s leading cloud infrastructure platforms. We use the latest in AI/ML technology to help our customers break new ground at scale. We are a global organization that values diversity, and we believe that providing opportunities for everyone to be their authentic self is key to our success. Smarsh leadership, culture, and commitment to developing our people have all garnered Comparably.com Best Places to Work Awards. Come join us and find out what the best work of your career looks like.

The above salary range represents Smarsh's good faith and reasonable estimate of the range of possible base compensation at the time of posting. 
 
Any applicable bonus programs will be discussed during the recruiting process. 
 
The salary for this role will be set based on a variety of factors, including but not limited to, internal equity, experience, education, location, specialty and training. Local cost of living assessments are done for each new hire at the time of offer.