Sales Strategy and Operations Manager

Manager of Sales Strategy and Operations

About

PagerDuty (NYSE:PD) is a leader in Digital Operations Management, trusted by organizations of all sizes to deliver perfect digital experiences. Teams use PagerDuty to identify issues and opportunities in real time, bringing together the right people to fix problems faster and prevent them in the future. Over 13,000 organizations rely on PagerDuty for Digital Transformation, Cloud Migration, and DevOps Modernization. They are expanding rapidly as a platform for Digital Operations Management using AI/ML and Automation.

Responsibilities

• 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 ICM software. Conduct ongoing analysis on plan performance.
• Sales Forecasting & Revenue Predictability: Own and optimize the weekly, monthly, and quarterly sales forecasting process, ensuring consistency and accountability. Manage and configure forecasting platforms to track pipeline health, historical conversion rates, and deal slippage.
• Sales Performance Analytics & Reporting: Build, maintain, and optimize automated dashboards and reports tracking core SaaS metrics. Deliver proactive insights by identifying underperformance, bottlenecks, or top-performing behaviors. Provide data foundations and analytical narratives for QBRs and executive board meetings.

Requirements

• 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), 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 datasets into clear, actionable executive summaries.
• High emotional intelligence and communication skills, with the ability to handle sensitive compensation data and negotiate metrics.