Sales Operations Manager

Strategy and Operations sits at the center of how we grow across multiple pillars at Discord. We're building the revenue engine for a business that is scaling fast. This team drives important strategic decisions, establishing operational rigor, and laying the foundation for core processes from the ground up.

This is a build it yourself role: you'll be the dedicated Strategy & Operations hire supporting Discord's ad sales leaders, standing up pipeline and business health metrics, quota setting, bottoms up planning, and revenue forecasting from the ground up. You'll also lead strategic zero to one projects: building systems, processes, and tooling that enable our sales org to scale. We're looking for a hands-on, individual contributor builder, not a team builder or people manager, who can operate as a force multiplier, using AI tools, workflows, and automation to scale your output.

• Own revenue forecasting and pipeline management, synthesizing your point of view on revenue growth, risks, and opportunities to leadership on a weekly and monthly cadence.
• Instrument and define pipeline and business health metrics on our Salesforce instance, building the analytics infrastructure this function needs from the ground up.
• Lead strategic assessments for new opportunities, including new market expansion, sales team scaling, and go-to-market optimization.
• Partner independently with sales leadership on territory design, account segmentation, and coverage models to maximize revenue potential and seller productivity.
• Lead the annual and quarterly goal setting process, ensuring quota targets are data driven, equitable, and support the ambitions of the business.
• Analyze sales cycle trends, win and loss patterns, and conversion rates to surface actionable insights that improve sales effectiveness.
• Drive continuous improvement of processes, tools, and workflows across the business to increase efficiency, reduce friction, and increase selling time.

• 9+ years of hands-on, individual contributor experience in strategy and operations or sales operations at a fast growth company or in management consulting.
• Genuine excitement about building a function from ambiguity; you've stood up a process or system from scratch before.
• Executive presence and strong, independent stakeholder management; comfortable presenting to cross-functional partners and C-level executives.
• A proven track record of developing analysis that yields actionable insights and executive-level strategic recommendations from complex data sets.
• Proven, hands-on AI adoption in your day-to-day work, including agentic workflows, automated analysis, and AI-assisted deliverables.
• A no ego, roll up your sleeves mentality and comfort thriving in ambiguous, fast-paced environments.
• Experience with CRM systems, such as Salesforce, and proficiency in analytics tools.

• Experience working directly with sales leaders and/or in media and advertising.
• A unicorn background: sales ops, rev ops, or sales finance experience at a well-run, well-resourced company, followed by a move to a smaller, scrappier environment.
• Management consulting background.
• Startup experience.

Base salary range: $232,000—$261,000 USD. This position is also eligible for equity and benefits.

Candidates must reside in or be willing to relocate to the San Francisco Bay Area (Alameda, Contra Costa, Marin, Napa, San Francisco, San Mateo, Santa Clara, Solano, and Sonoma counties). Relocation assistance may be available. The Hiring Manager would like folks to be in the office 2 days a week.