Sales Strategy and Operations Manager

United States

Sales Strategy and Operations Manager

• United States
• Sales
• Regular

PagerDuty (NYSE:PD) is a leader in Digital Operations Management. In an always-on world, organizations of all sizes trust PagerDuty to help them deliver a perfect digital experience to their customers, every time. Teams use PagerDuty to identify issues and opportunities in real time and bring together the right people to fix problems faster and prevent them in the future. Over 13,000 organizations (including 60 of Fortune 100) rely on PagerDuty to succeed with Digital Transformation, Cloud Migration, and DevOps Modernization. Notable customers include GE, Cisco, Genentech, Electronic Arts, Cox Automotive, Netflix, Shopify, Zoom, DoorDash, Lululemon and more. We are expanding rapidly as a platform for Digital Operations Management using AI/ML and Automation and growing our adoption by Development, IT, Customer Service, Security, and other teams across the organization. As the Manager of Sales Strategy and Operations, you will be the strategic backbone of our go-to-market execution. You will bridge the gap between sales strategy, financial predictability, and rep motivation. This role is highly cross-functional, sitting at the intersection of Sales Leadership, Finance, and HR.Your mission is threefold: design and execute commission plans that drive the right sales behaviors, build the analytics framework to measure performance, and run a highly predictable weekly and quarterly sales forecasting cadence.

Key Responsibilities

Sales Compensation Design & Execution

• Partner with Sales Leadership and Finance to design, model, and implement annual and mid-year Sales Incentive Compensation Plans (OTE structures, accelerators, SPIFFs, and gates) that align with company ARR goals.
• Ensure data accuracy, timely payouts, and dispute resolution for the global sales team using our incentive compensation management (ICM) software.
• Conduct ongoing analysis on plan performance (e.g., attainment distribution, cost of sales, commission leakage) to ensure plans remain motivating for reps and fiscally responsible for the business.

Sales Forecasting & Revenue Predictability

• Own and optimize the weekly, monthly, and quarterly sales forecasting process. Ensure consistency and accountability across regional sales managers and VPs.
• Manage and configure our forecasting platform (e.g., Clari, Gong or CRM forecasting modules) to track pipeline health , historical conversion rates ,and deal slippage.

Sales Performance Analytics & Reporting

• Build , maintain ,and optimize automated dashboardsand reports that track core SaaS metrics(e.g., CAC ,LTV ,Win Rates ,Sales Cycle Length ,Pipeline Coverage ,Average Contract Value ).
• Move beyond standard reportingto deliver proactive insights .Identify pockets of underperformance ,bottlenecks in thesales funnel ,or top-performing behaviors to replicate across the org .
• Provide the data foundationsand analytical narrativesfor Quarterly Business Reviews(QBRs)andexecutive board meetings.

Qualifications & Experience

• 4 6 years of experience in Sales Operations ,Revenue Operations ,or Sales Finance ,ideally within a fast-growing B2B SaaS environment .
• Advanced CRM knowledge(Salesforce /HubSpot )is required ;specifically managing forecasting rollupsand custom pipeline reporting .
• High proficiency in Excel /Google Sheets for financial modelingand compensation plan simulations
• Experience with Forecasting tools(e.g., Clari,Gong )and Incentive Compensation Management(ICM )software(e.g., CaptivateIQ ,Spiff,Xactly )is a strong plus .
• Data visualization experience(Tableau ,Looker ,or PowerBI )is highly preferred .
• Strong data-modeling skills withthe abilityto translate complex,messy datasets into clear ,actionable executive summaries .
• High emotional intelligenceand communication skills .You will handle sensitive compensation dataand negotiate metricswith strong-willed sales leaders ;building trust is paramount.

The base salary range for this position is $127 ,000 .00 - $191 ,400 .00 USD.This role may also be eligible for bonus ,commission,equity,and/or benefits. Our base salary ranges are determined by role ,level,and location.The range ,which is subjectto change based on primary work location ,reflects theminimumand maximum base salary we expectto pay newly hired employeesfor the position.Within therange,we determine payfor an individual based on a number offactors including market location ,job-related knowledge ,skills/competenciesand experience. Your recruiter can share more aboutthe specific offeringsfor this role ,as well asthesalary rangefor your primary work location duringthe hiring process. Hesitant to apply? We encourage you to submit your resume even if you don't meet every requirement.We value potentialand consider each candidate's full professional story.Whether you're exploring a career change or taking your next step,we look forwardto reviewing your application.If this just isn’t theright role or time - sign upfor job alerts! Where we work PagerDuty operates a hybrid work model with offices in8 major cities: Atlanta,Lisbon ,London ,San Francisco,Santiago,Sydney ,Tokyo,and Toronto .While we offer flexibility within our established locations,we cannot employ candidates residing in: Location restrictions: Australia: Northern Territory ,Queensland ,South Australia,Tasmania ,Western Australia Canada: Alberta ,Manitoba ,Newfoundland Northwest Territories,Nunavut PEI Quebec Saskatchewan,Yukon United States: Alaska,Hawaii,Iowa,Louisiana Mississippi,Nebraska New Mexico,Oklahoma,Rhode Island South Dakota West Virginia Wyoming Candidates must reside in an eligible location which vary by role. How we work Our values guide how we support customers collaborate with colleagues develop products,and foster a culture of belonging.They define not just our actions,but what it means to be Dutonian. People Leaders at PagerDuty are responsible for creating high performance environments that drive accountability.PagerDuty has four key dimensions that define our Leadership Impact: Lead Self Lead the Team Lead the Business,and Lead the Future .Each dimension has three associated competencies to give leaders a shared language for guiding their development career promotion,and succession planning discussions.Our Manager Expectations serve as a practical guide for managers to understand their responsibilities prioritize their efforts,and drive engagementand performance. What we offer As a global organization our total rewards approach is competitive with industry standardsand aligned with local lawsand regulations.Learn more including country-specific offerings,on our benefits site. Your package may include:

• Competitive salary
• Comprehensive benefits package
• Flexible work arrangements
• Company equity*
• ESPP(Employee Stock Purchase Program)*
• Retirement or pension plan*
• Generous paid vacation time
• Paid holidaysand sick leave
• Dutonian Wellness Days & HibernationDuty - companywide paid days off in additionto PTO
• Paid parental leave:22 weeks for pregnant parent12 weeks for non-pregnant parent(some countries have longer leave standardsand we comply with local laws)*
• Paid volunteer time off:20 hours per year
• Company-wide hack weeks
• Mental wellness programs

Eligibility may vary by role region,and tenure *About PagerDuty PagerDuty Inc.(NYSE:PD) is a global leader in digital operations management.The PagerDuty Operations Cloud is an AI-powered platform that empowers business resilienceand drives operational efficiencyfor enterprises.With a generative AI assistant at its core PagerDuty empowers teams to detectand resolve issuesin real time orchestrate complex workflows,and drive continuous improvement across their digital operations.Trusted by nearly half of boththe Fortune500andthe Forbes AI50 as well as approximately two-thirds ofthe Fortune100 PagerDuty is essential for delivering always-on digital experiences to modern businesses PagerDuty is Great Place to Work-certified™a Fortune Best Workplace for Millennials,a Fortune Best Medium Workplace,a Fortune Best Workplace in Technology,and a top rated product on TrustRadiusand G2.Go behind-the-scenes on our careers siteand @pagerduty on Instagram. Additional Information**PagerDuty is an equal opportunity employer.PagerDuty does not discriminate onthe basisof race religion color national origin gender sexual orientation age marital status parental status veteran status or disability status.Your privacyis importantto us.By submitting an application you confirm that you have readand understand PagerDuty's Privacy Policy.PagerDuty is committedto providing reasonable accommodationsfor qualified individualswith disabilitiesin our job application process.Should you require accommodation please email accommodation@pagerduty.comand we will workwith you tomeet your accessibility needs.PagerDuty uses the E-Verify employment verification program.