Armada - Senior Sales Strategy & Operations Manager
Requirements
• 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 • 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
Responsibilities
• 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 • Partner with RevOps, Accounting and Finance, People, and Engineering teams with clear ownership boundaries across each
Benefits
• For U.S. Based candidates: To ensure fairness and transparency, the starting base salary range for this role for candidates in the U.S. are listed, varying based on location experience, skills, and qualifications. In addition to base salary, this role will also be offered equity and subsidized benefits (details available upon request). • We use a geographic pay structure based on cost-of-labor markets. • Tier 1 (e.g., SF Bay Area, NYC, Seattle): $157,412 – $196,765 • Tier 1 (e.g., SF Bay Area, NYC, Seattle): • Tier 2 (major U.S. metro areas): $136,880 – $171,100 • Tier 2 (major U.S. metro areas): • Tier 3 (other cities): $130,036 - $162,545 • Tier 3 (other cities): • Tier 2 Metro Areas include: Boston, Philadelphia, the greater New Jersey area, the greater Delaware area, the District of Columbia (DC) Metro area, Baltimore, Wilmington, Chicago, Austin, the greater Dallas-Fort-Worth area, Los Angeles, and Salt Lake City. • Final compensation will be determined by experience, scope, and level, and may vary from the posted range. • Competitive base salary and equity • Medical, dental, and vision (subsidized cost) • Health savings accounts (HSA), flexible spending accounts (FSA), and dependent care FSAs (DCFSA) • Retirement plan options, including 401(k) and Roth 401(k) • Unlimited paid time off (PTO) • 14 paid company holidays per year • $136,880—$171,100 USD • You're a Great Fit if You're • A go-getter with a growth mindset. You're intellectually curious, have strong business acumen, and actively seek opportunities to build relevant skills and knowledge • A detail-oriented problem-solver. You can independently gather information, solve problems efficiently, and deliver results with a "get-it-done" attitude • Thrive in a fast-paced environment. You're energized by an entrepreneurial spirit, capable of working quickly, and excited to contribute to a growing company • A collaborative team player. You focus on business success and are motivated by team accomplishment vs personal agenda • Highly organized and results-driven. Strong prioritization skills and a dedicated work ethic are essential for you • Equal Opportunity Statement
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