Sales Strategy and Operations Manager

PagerDuty is seeking a Sales Strategy and Operations Manager to serve as the strategic backbone of go-to-market execution, bridging sales strategy, financial predictability, and rep motivation. This cross-functional role sits at the intersection of Sales Leadership, Finance, and HR, with a mission to design and execute commission plans, build analytics frameworks, and run a predictable forecasting cadence.

• Design, model, and implement annual and mid-year Sales Incentive Compensation Plans (OTE structures, accelerators, SPIFFs, gates) aligned with ARR goals.
• Ensure data accuracy, timely payouts, and dispute resolution for the global sales team using incentive compensation management (ICM) software.
• Analyze plan performance (attainment distribution, cost of sales, commission leakage) to keep plans motivating and fiscally responsible.
• Own and optimize weekly, monthly, and quarterly sales forecasting processes, ensuring consistency across regional sales managers and VPs.
• Manage and configure forecasting platforms (e.g., Clari, Gong, CRM forecasting modules) to track pipeline health, conversion rates, and deal slippage.
• Build and maintain automated dashboards and reports tracking core SaaS metrics (CAC, LTV, Win Rates, Sales Cycle Length, Pipeline Coverage, ACV).
• Deliver proactive insights on underperformance, bottlenecks, and top-performing behaviors; provide data foundations for QBRs and executive meetings.

• 4–6 years of experience in Sales Operations, Revenue Operations, or Sales Finance, ideally in B2B SaaS.
• Advanced CRM knowledge (Salesforce/HubSpot) required, including forecasting rollups and custom pipeline reporting.
• High proficiency in Excel/Google Sheets for financial modeling and compensation simulations.
• Experience with forecasting tools (Clari, Gong) and ICM software (CaptivateIQ, Spiff, Xactly) is a strong plus.
• Data visualization experience (Tableau, Looker, PowerBI) highly preferred.
• Strong data-modeling skills to translate complex datasets into executive summaries.
• High emotional intelligence and communication skills for handling sensitive compensation data and negotiating with sales leaders.

Base salary range: $127,000 - $191,400 USD. Eligible for bonus, commission, equity, and benefits. PagerDuty offers competitive salary, comprehensive benefits, flexible work arrangements, company equity, ESPP, retirement or pension plan, generous paid vacation, paid holidays and sick leave, wellness days, paid parental leave (22 weeks for pregnant parent, 12 weeks for non-pregnant parent), paid volunteer time off (20 hours/year), hack weeks, and mental wellness programs.

Apply via the provided Greenhouse link. PagerDuty encourages applicants even if they don't meet every requirement.