Head of Sales Operations, Pigment
North America
$200-230k
+ Stock options. For candidates based in Canada, this role's annual base salary is CAD $145,000 - $155,000
2-4 days a week in office
Enterprise business planning platform (EMP, CPM)
Be an early applicant
Enterprise business planning platform (EMP, CPM)
201-500 employees
Be an early applicant
$200-230k
+ Stock options. For candidates based in Canada, this role's annual base salary is CAD $145,000 - $155,000
2-4 days a week in office
201-500 employees
Company mission
To enable people and businesses to make better decisions.
Role
Who you are
- This role requires a strategic operator who can balance executive-level thinking with hands-on execution in a fast-paced, high-growth SaaS environment
- Bachelor’s degree or equivalent practical experience
- 8 years of experience in B2B SaaS Revenue Operations or Sales Operations
- 4 years of people management experience leading high-performing operational teams
- Strong experience supporting Sales and BDR/SDR motions in a high-growth environment
- Experience owning or partnering closely with Deal Desk operations
- Deep expertise with Salesforce and core revenue systems
Desirable
- Experience with modern GTM tooling including HubSpot, Gong, Outreach, and data enrichment platforms
- Experience driving AI-enabled workflows and automation within Revenue Operations
- Strong understanding of sales compensation design and GTM planning methodologies
- French language proficiency is a plus
What the job involves
- As the Head of Sales Operations within our Revenue Operations organization, you will lead and scale the operational engine that powers our Sales organization
- Reporting to the Global Head of Revenue Operations, You’ll partner closely with Sales, Marketing, Finance, and GTM leadership to drive strategic planning, operational excellence, and data-driven decision making across the revenue funnel
- You will lead and develop a high-performing Sales Operations team while owning core initiatives including territory planning, capacity modeling, forecasting support, pipeline management, deal desk operations, sales compensation, and process optimization
- Partner with Sales leadership to drive GTM strategy, territory design, account prioritization, capacity planning, and performance optimization
- Establish operational rigor around forecasting, pipeline management, KPI definition, reporting, and business reviews
- Own and optimize sales processes, workflows, and systems with an AI-first mindset focused on automation and scalability
- Lead Deal Desk operations, including deal structuring, approval workflows, pricing governance, discount management, and cross-functional coordination with Finance, Legal, and Sales leadership to improve deal velocity and quality
- Advise leadership on sales compensation structures, incentive programs, and SPIFF strategies; oversee policy administration and governance
- Partner cross-functionally with Marketing Operations to improve lead management, speed-to-lead, routing, and top-of-funnel ROI
- Drive adoption, standardization, and continuous improvement across Salesforce and core GTM tools, in close partnership with the GTM Systems team
- Collaborate with Finance and executive leadership on annual planning, headcount modeling, and operational planning initiatives
Our take
In an ever-changing world, demand for more effective and accessible planning tools is rising. Pigment is meeting this demand with its business planning platform.
Pigment’s platform is disrupting a market that has long been dominated by generic spreadsheet programs like Excel. Its primary focus lies on forecasting and planning, enabling businesses to model and test outcomes. This is designed to improve the efficacy and reliability of decision making.
Taking on incumbents such as Excel, which boasts around one billion users, is no easy feat. However, Pigment’s innovative forecasting tools, ease-of-use and significant funding should give it a fighting chance in a market that is continuing to make space for disruptors. They have attracted impressive clients including Figma, PayFit, and Gong.
Freddie
Company Specialist at Welcome to the Jungle
Insights
83% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Apr 2024
$145m
SERIES D
May 2023
$80m
SERIES C
Total funding: $388.9m
Company benefits
- Healthcare including dental
- Brand new offices in the heart of Paris, London (Liverpool Street), New York and Toronto
- One company offsite every year in Paris
- Generous maternity (16 weeks full pay) /paternity leave (5 weeks full pay + 4 weeks half time work but fully paid)
- 50% home work stipend covered by Pigment
- Free Lunches
- Monthly office socials. Quarterly team socials
Company values
- Thrive together - We can only win as a team. We are all founders and do the right thing for our peers, Pigment, customers, partners, and the planet
- Never settle - Aim to become the best at what you do by delivering with rigor and ambition every day. Delivering for us means to build a passionate Pigment community
- Go for it - We are biased towards action. Every action leads us to learning and these learnings get us one step closer to our mission
- Be real, be humble - We are generous with our feedback, open to change our views and we approach it with empathy, knowing everyone is trying to do the best for Pigment
Company HQ
Arts-et-Métiers, Paris, France
Articles
Leadership
Romain Niccoli
(Co-CEO)Previously founded Criteo, where they served as CTO for 11 years. Went onto co-found LESS in 2017. Is an Advisor for Remeniz and Ledger.
Eléonore Crespo
(Co-CEO)Worked at Google for 3 years, first as Product Analyst and then as Financial Analyst. Has been a Board Observer at Slite, Spendesk, and Alan.
People progressing
Tania joined as a CSM and was amongst our first London hires! She quickly impressed and today holds the role of Team Lead for our CSMs in EMEA. She also Co-leads our DEI Council.
Salary benchmarks
We don't have enough data yet to provide salary benchmarks for this role.
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Diversity, Equity & Inclusion at Pigment
Tania Pennick (CSM Team Lead, EMEA)
- Company commitments and policy relating to DEI, including commitments regarding Next40
- All Pigmenauts go through annual unconscious bias training
- We have a dedicated employee run DEI Council, and bi-weekly meetings for this team
- We pass our job adverts through gender indexing to ensure they are neutral in content style
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