Head of Sales Strategy & Operations

The role

The Head of Sales Strategy & Operations will lead a Sales Operations Team to impact sales productivity. This role involves managing planning, compensation, reporting, pricing, and deal management processes.

What you will do

• Set the overarching Sales Operations strategy across Sales Operations, Sales Tooling, and Pricing & Deal Management functions.
• Lead sales analytics and sales compensation processes including pipeline forecasting, territory planning, and commissions payouts.
• Enable and automate business planning, territory management, and pipeline forecasting.
• Drive CRM evolution and improvements to support sellers and sales management.
• Report on current and future quarter pipeline to advise sales leadership.
• Drive procedures and systems for order processes, tracking, quotations, and billing.
• Work with Revenue Finance to evaluate and evolve Pricing strategy.
• Ensure delivery and execution of go-to-market strategy in partnership with Product and Marketing.
• Support Revenue team leaders with Board Materials and Sales Kickoffs.
• Build a cohesive team culture through talent management and development.

Required qualifications

• 15+ years of progressive experience in Sales Operations, Revenue Strategy, or Go-to-Market leadership within high-growth B2B or B2C organizations
• 10+ years in leadership roles, managing matrixed teams with multiple senior direct reports
• Proven success leading global Sales Operations or Revenue Operations at scale
• Deep expertise in enterprise forecasting, territory design, sales compensation, pricing, and go-to-market optimization
• Experience driving enterprise CRM implementations and transformation initiatives (Salesforce, CPQ, Xactly/Performio, BI tools)
• Exceptional executive presence with experience presenting to C-suite, Boards, and cross-functional stakeholders
• Bachelor’s degree required
• Inspirational people leader with a track record of building and scaling high-performing, diverse teams
• Advanced Excel skills
• Power BI/Tableau
• Salesforce

Nice to have

• MBA or equivalent advanced degree
• Basic knowledge of Xactly, Performio, and other related tools

Benefits

• Competitive pay
• Flexible time off
• Medical
• Dental
• Vision
• Employee Stock Purchase Program
• 401k match
• Paid parking
• Bagel Thursdays
• Snacks
• Occasional meals

Before you apply

• Candidates must live in the United States
• Applicants must be currently authorized to work in the United States on a full-time basis

About the company

Ibotta is a performance marketing platform allowing brands to deliver digital promotions to over 200 million consumers. Headquartered in Denver, it is the largest tech IPO in Colorado history.