Sales Strategy & Operations Manager

Role Overview Reporting to our Director of Sales Operations, the Sales Strategy & Operations Manager will be a key strategic partner to Sales and GTM leadership, owning the analytics, planning, and operating cadence that power our revenue engine. This role will center on deep pipeline and performance insights, building and maintaining models that guide capacity, coverage, segmentation, and forecast accuracy. The Manager will also own a disciplined operating cadence, driving regular reviews across segments and sales motions to keep leadership aligned and accountable.

The ideal candidate will blend strong analytical rigor with cross‑functional collaboration, leveraging AI‑assisted forecasting and modern GTM tooling to translate complex trends into clear, actionable recommendations that improve pipeline generation, conversion, and overall revenue performance. This is a hybrid role based out of our San Francisco office. Office attendance is required twice a week for collaboration and connection.

There may be additional in‑office days for team or company events. Responsibilities Act as a strategic partner to Sales and GTM leadership, developing a deep understanding of the business to identify opportunities to improve pipeline generation, conversion, and revenue performance. Translate insights into clear recommendations that drive measurable outcomes.

Own pipeline and performance insights, including understanding pipeline composition (inbound, outbound, partner, expansion) and proactively identifying risks and opportunities across stages, segments, and use cases. Build and maintain analytical models (capacity, pipeline coverage, attainment, segmentation, territory design) to inform both near‑term execution and long‑range planning. Leverage modern data and AI tools to accelerate analysis, uncover insights, and improve decision‑making across GTM.

Continuously evaluate new tools and approaches to increase team efficiency and analytical depth. Drive operating cadence and execution rigor, including forecast support, pipeline inspection, and business reviews to ensure consistency, accountability, and high‑quality data across the organization. Partner cross‑functionally with Finance, Systems, and GTM teams to align on planning, performance tracking, and process improvements that support scalable growth.

Lead key planning initiatives, including annual planning, territory design, and quota setting. Continuously improve systems, processes, and data quality, working closely with GTM Systems to ensure tools (e.g., Salesforce, forecasting platforms) effectively support the sales motion and evolving business needs. Requirements 6+ years of experience in Sales Strategy, Revenue Operations, Management Consulting, or a related analytical role in a high‑growth SaaS environment.

Strong analytical and modeling skills, with experience building and interpreting models related to sales capacity, pipeline, forecasting, and revenue performance. Demonstrated ability to translate complex data into clear insights and executive‑level recommendations that influence decision‑making. Experience working cross‑functionally with Sales, Finance, and Systems teams in a fast‑paced, scaling organization.

Familiarity with core GTM systems and tools (e.g., Salesforce, BI platforms such as Looker, and modern sales tooling). Comfort leveraging AI and advanced analytics tools (e.g., ChatGPT, Claude, Glean, Actively or similar platforms) to enhance productivity, accelerate insights, and improve decision‑making. Curiosity and willingness to experiment with new tools is highly valued.

Strong communication skills with the ability to engage effectively with senior leadership and drive alignment across stakeholders. Deep understanding of the SaaS business model, including pipeline dynamics, sales motions, and key performance drivers. Bachelor's degree in Business, Finance, Economics, or a related field (or equivalent experience).

Base Salary Range $150,000 - $170,000 The base salary range represents the minimum and maximum of the salary range for this position based at our San Francisco headquarters. The actual base salary offered for this position will depend on numerous factors, including individual proficiency, anticipated performance, and the location of the selected candidate. Our base salary is just one component of Ironclad’s competitive total rewards package, which also includes equity awards (a new hire grant, along with opportunities for additional awards throughout your tenure), competitive health and wellness benefits, and a commitment to career growth and development.

US Full‑Time Employee Benefits at Ironclad 100% health coverage for employees (medical, dental, and vision), and 75% coverage for dependents with buy‑up plan options available Market‑leading leave policies, including gender‑neutral parental leave and compassionate leave Family forming support through Maven for you and your partner Paid time off – take the time you need, when you need it Monthly stipends for wellbeing, hybrid work, and (if applicable) cell phone use Mental health support through Modern Health, including therapy, coaching, and digital tools Pre‑tax commuter benefits (US Employees) 401(k) plan with Fidelity with employer match (US Employees) Regular team events to connect, recharge, and have fun And most importantly: the opportunity to help build the company you want to work at UK Employee‑specific benefits are included on our UK job postings Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records. #J-18808-Ljbffr