Senior Sales Strategy & Operations Manager

Overview

Senior individual contributor role owning the go-to-market operating cadence for Armada's global sales organization within Revenue Operations, reporting to the Director, Sales Operations.

What you'll do

• Partner with sales leadership on regional GTM strategies, providing analysis and recommendations that inform planning and execution.
• Support monthly and quarterly business reviews, translating performance data into clear narratives and recommended actions.
• Maintain and refine the reporting structure and format sales leadership depends on, including dashboards and recurring deliverables, and recommend definitions of core revenue metrics.
• Own the forecast operating rhythm for business unit(s): call preparation, roll-up, commit and category hygiene, and forecast accuracy tracking over time.
• Drive pipeline hygiene and the inspection cadence across regions and business units.
• Build capacity, headcount and ramp models that size the sales organization against revenue targets.
• Design, build and calibrate territory structure in partnership with sales leadership, and allocate quota against approved coverage models.
• Maintain account plans and target account definitions in partnership with regional leaders.
• Own go-to-market roster management, ensuring joiners, movers and leavers are reflected in payee records, plan assignment and quota allocation.
• Partner on segmentation and coverage model design, building the analysis and options that inform coverage decisions.
• Develop compensation scenarios and market benchmarking to support plan design.
• Administer the sales compensation platform, including plan configuration, period close and payout validation.
• Support business unit evolution and creation, including territory and quota re-cuts, compensation plan migration, roster splits, and data and systems separation inputs.
• Apply AI tools and automation in support of GTM strategy, and to accelerate recurring analysis and reporting.
• Partner with RevOps, Accounting and Finance, People, and Engineering teams with clear ownership boundaries across each.

What you'll need

• Bachelor's Degree required; a Master's Degree may substitute for two years of experience.
• 8+ years of experience in sales strategy, sales operations, revenue operations or an equivalent analytical function; consulting, banking and corporate strategy backgrounds welcome.
• Demonstrated ownership of territory design, quota allocation, capacity modeling and forecast management.
• Advanced Excel or Google Sheets skills, including modeling, pivot tables and formula-driven analysis.
• Working knowledge of Salesforce or a comparable CRM.
• Ability to translate complex, ambiguous analysis into concise narratives for senior leaders, and to influence and persuade key partners outside your own function.
• Comfort operating with limited structure, and a builder's instinct for establishing process where none exists.
• Demonstrated discretion handling compensation and other sensitive data.

Nice to have

• Experience supporting multi-vertical, multi-geography sales teams that sell both hardware and software.
• Experience supporting complex, multiparty sales motions to critical heavy industrial or defense customers.
• Hands-on experience with a sales compensation platform such as CaptivateIQ, Xactly or Spiff.
• Experience supporting a business unit creation or separation.
• Familiarity with BI tooling such as Tableau, Looker or Sigma, and SQL proficiency.
• Proficiency using AI tools as part of a daily workflow rather than experimentally.
• Prior experience in a public sector, defense or other regulated sales environment.

Details

• Location: remote-based on the continental US.
• Base salary range varies by geographic tier: Tier 1 (e.g., SF Bay Area, NYC, Seattle) $157,412 – $196,765; Tier 2 (major U.S. metro areas) $136,880 – $171,100; Tier 3 (other cities) $130,036 – $162,545. Equity and subsidized benefits also offered.