Sales Strategy & Operations Lead, JBP Development

The Sales Strategy & Operations (SS&O) team partners with advertising sales leaders to drive business performance through strategy, analytics, and operational rigor. We combine structured problem-solving, deep business insight, and scalable execution to help the sales organization make better decisions, operate more effectively, and accelerate revenue growth.

You will be responsible to design, develop, and implement the strategy and framework for our annual JBP framework which is a significant driver of overall revenue and critical to our overall business success. You will also maintain sales training materials and activities for the global sales teams at Pinterest. You will be able to connect sales needs with product capabilities across a variety of Pinterest products, weaving it together with the Pinterest narrative and advertiser objectives. The role will partner closely with other team members and cross-functional stakeholders contributing to launching a world class annual JBP program. 

This role is ideal for someone who is highly analytical, operationally rigorous, thrives in ambiguity, and can move fluidly between long-term strategy and day-to-day business execution.

What you’ll do:

• Design and develop the global JBP program (annual advertiser deals) strategy - including program principles, project plan, competitive intel, guardrails, country/sector specific benefits (media-based and strategic) and budgetary considerations
• Own the detailed communications and messaging to XFNs and Global Sales Org
• Structure recurring feedback mechanisms to capture seller and cross functional partner team feedback (e.g. standing weekly touch points, feedback surveys, etc); translate data and findings into insights and improvement opportunities 
• Partner very closely with XFN partners to gain understanding of needs and gaps, with the ability to translate needs into impactful strategy, program and training.
• Responsible for JBP related collateral, regular communications to leadership and the broader sales organization 
• Responsible for program launch and live trainings
• Partner with systems, accounting and engineering teams on the implementation of benefits and ensure their operational dependencies work effectively.
• Lead internal performance updates on current programs and highlight gaps, leading to better utilization of program benefits and budgets. 
• Develop and maintain a strong level proficiency of Pinterest Products and solutions
• Evaluate industry trends, best practices, and emerging digital technologies to enhance program content and competitiveness
• Maintain strong communication and collaboration with Sales to identify program needs and development opportunities 
• Establish robust relationships with cross-functional partners to continually understand business needs and provide training & operational solutions.

What we’re looking for:

• 8+ years experience with demonstrated success in annual advertiser up-fronts, deals, program management, sales operations, revenue operations, or sales support role with Enterprise and SMB customers. Digital media advertising industry experience preferred
• Bachelor’s/Master’s degree in a relevant field such as business administration, economics, finance, engineering, or equivalent experience.
• Organized, detail-oriented and strategically focused. 
• Experience in cross functional collaboration in a matrixed organization
• Communicates effectively – Attentively listens to others, provides timely and helpful information, and is effective in a range of professional settings. 
• Gives and receives feedback in a productive, professional manner. 
• Demonstrates excellent oral and written communication skills.
• Experience working with senior stakeholders and influencing cross-functional teams to drive outcomes.
• Manages ambiguity and complexity - Makes sense of complex, high quantity, and sometimes contradictory information to effectively solve problems. This role requires the ability to navigate complex digital media industry topics 
• Highly organized, proficient in time management, and possess excellent emotional intelligence and facilitation skills 
• Ensures Accountability - Follows through on commitments and makes sure others do the same. Able to work independently as part of a small team.
• Ability to independently plan & prioritize across multiple projects with diverse objectives & needs
• Understanding of sales and digital advertising platforms is strongly preferred. 

Relocation Statement:

• This position is not eligible for relocation assistance. Visit our PinFlex page to learn more about our working model.

In-Office Requirement Statement

• We let the type of work you do guide the collaboration style. That means we're not always working in an office, but we continue to gather for key moments of collaboration and connection. This role will need to be in the office for in-person collaboration 1-2 times/month and therefore needs to be in a commutable distance from the New York or San Francisco office.

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