Sales Strategy and Operations Manager, PagerDuty
$127-191.4k
More information about location
AI-first operations management
Open for applications
AI-first operations management
1001+ employees
Open for applications
$127-191.4k
More information about location
1001+ employees
Company mission
To revolutionize operations and build customer trust by anticipating the unexpected in an unpredictable world.
Role
Who you are
- 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 rollups and custom pipeline reporting
- High proficiency in Excel/Google Sheets for financial modeling and 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 with the ability to translate complex, messy datasets into clear, actionable executive summaries
- High emotional intelligence and communication skills. You will handle sensitive compensation data and negotiate metrics with strong-willed sales leaders; building trust is paramount
- We encourage you to submit your resume even if you don't meet every requirement. We value potential and consider each candidate's full professional story. Whether you're exploring a career change or taking your next step, we look forward to reviewing your application
What the job involves
- 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
- 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 dashboards and reports that track core SaaS metrics (e.g., CAC, LTV, Win Rates, Sales Cycle Length, Pipeline Coverage, Average Contract Value)
- Move beyond standard reporting to deliver proactive insights. Identify pockets of underperformance, bottlenecks in the sales funnel, or top-performing behaviors to replicate across the org
- Provide the data foundations and analytical narratives for Quarterly Business Reviews (QBRs) and executive board meetings
Our take
PagerDuty helps businesses monitor their tech stacks, manage incidents and alert engineers when things go wrong. Serving enterprises such as GE, Capital One, IBM and Spotify, the company has become a key player in the space.
While it’s best known for its alerting capabilities, PagerDuty has expanded well beyond that over the years. For example, the company released AIOps services that aim to help businesses reduce the amount of noisy and unnecessary alerts. All-in-all, PagerDuty has become an essential product for DevOps teams, which has greatly contributed to its success.
The company has been recognized as playing a key role in driving innovation and building solutions for the sector. Off the back of post-IPO funding, it has continued to release new features and update its core products towards providing cutting-edge services into the future.
Steph
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 6 rounds)
Sep 2018
$90m
SERIES D
Apr 2017
$43.8m
SERIES C
Total funding: $173.8m
Company benefits
- 20 hours per year of paid volunteer time
- Health insurance
- Wellness Days and mid-year Wellness Week: extra time off for whole company to unplug and recharge at the same time
- Generous paid parental leave and return to work policy to help with transition back
- Generous paid time off
- Hands-on career and leadership development programs
- Flexible workplace/WFH
Company HQ
SoMa, San Francisco, CA
Leadership
Alex Solomon
(Co-founder, CTO & GM (Platform))Previously an Engineer at Amazon. Was also CEO at PagerDuty for 10 years
Jennifer Tejada
(CEO & Chairperson)CEO since 2016. Also serves on prestigious boards like The Estée Lauder Companies.
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