Smarsh

Sales Strategy & Operations Manager — Corporate & Public Sector

Posted 5 Days Ago

4 Locations

Hybrid

123K-165K Annually

Mid level

Software

The Role

Own Sales Operations for Corporate and Public Sector segments, including territory design, quota setting, capacity planning, forecasting, pipeline management, reporting, and business reviews. Build dashboards and analytical models, partner with Finance, Deal Desk, Marketing, Customer Success, and Enterprise Applications, and influence systems roadmaps. Identify business risks, recommend actions, and use AI and automation to improve forecasting, pipeline hygiene, and seller productivity. This individual contributor role may eventually lead a team.

Summary Generated by Built In

Who are we?

Smarsh empowers its customers to manage risk and unleash intelligence in their digital communications. Our growing community of over 6500 organizations in regulated industries counts on Smarsh every day to help them spot compliance, legal or reputational risks in 80+ communication channels before those risks become regulatory fines or headlines. Relentless innovation has fueled our journey to consistent leadership recognition from analysts like Gartner and Forrester, and our sustained, aggressive growth has landed Smarsh in the annual Inc. 5000 list of fastest-growing American companies since 2008.

About the Role

Smarsh is looking for a Manager of Sales Strategy & Operations to be the operating backbone for our Corporate and Public Sector sales segments. You'll own Sales Ops for both segments end to end — strategy, planning, and execution — and act as the primary Ops partner to the VP of Sales, turning data into the narrative and recommendations that drive their business.

This role sits at the intersection of strategy and execution: you're as comfortable designing a territory model or building a forecast as you are presenting a recommendation to segment leadership. You’ll work closely with a Customer Success Operations counterpart supporting these same segments and help connect the pre- and post-sale operating model. This is an individual contributor role today, with potential to build and lead a team as the segments scale.

How will you contribute?

Sales strategy & planning

Own annual and in-year planning for Corporate and Public Sector: territory design, account segmentation, quota setting, and capacity planning.
Translate segment strategy into operating plans, priorities, and resourcing decisions in partnership with the VP of Sales and their leadership team.
Identify risks and opportunities in the business before they show up in bookings, and bring recommendations, not just observations.

Forecasting, pipeline & revenue cadence

Run the forecasting and pipeline management process for both segments: cadence, hygiene, deal inspection, and accuracy.
Build and maintain the operating rhythm — pipeline reviews, forecast reviews, QBRs — that keeps segment leadership aligned and accountable.
Partner with Deal Desk, Finance, and Commissions on deal structuring, quota attainment, and incentive execution for your segments.

Reporting, analytics & business reviews

Build the reporting and dashboards that give a trusted, real-time view of pipeline, forecast, and performance.
Go beyond status reporting — use cohort, funnel, and productivity analysis to explain what's driving performance and what to do about it.
Own the analytics behind monthly and quarterly business reviews for Corporate and Public Sector.

Cross-functional & systems partnership

Partner with Enterprise Applications to translate Sales Ops needs into systems requirements, and help prioritize the roadmap for tools these segments depend on (Salesforce, forecasting, sales engagement/intelligence platforms).
Align closely with the CS Ops partner on these segments to connect new business, renewal, and expansion data and processes.
Build strong working relationships with Finance, Marketing, and Enterprise Applications, and influence outcomes without formal authority over those teams.

AI & process innovation

Bring an AI-first mindset: identify where AI and automation can improve forecasting accuracy, pipeline hygiene, and day-to-day seller productivity for these segments.
Pilot new tools and approaches proactively rather than waiting to be asked, and scale what works.

What will you bring?

4+ years of experience in Sales Operations, Revenue Operations, or a closely related GTM function, ideally in B2B SaaS.
Experience with territory design, quota setting, and annual sales planning processes.
Deep, hands-on experience with Salesforce, including reporting and dashboard build.
Strong analytical skills — comfortable building models and pipeline/forecast analysis from scratch, not just reviewing someone else's output.
Experience partnering with senior stakeholders and presenting recommendations clearly and persuasively.
Demonstrated ability to work cross-functionally and drive outcomes without direct authority.
Background in management consulting or investment banking, particularly with an MBA. (Preferred)
Experience supporting Public Sector or regulated-industry sales motions.(Preferred)
Practical, hands-on use of AI tools in a Sales Ops context, with a point of view on where AI can change how a sales org operates.(Preferred)
SQL skills and experience building in PowerBI. (Preferred)

About our culture

Smarsh hires lifelong learners with a passion for innovating with purpose, humility and humor. Collaboration is at the heart of everything we do. We work closely with the most popular communications platforms and the world’s leading cloud infrastructure platforms. We use the latest in AI/ML technology to help our customers break new ground at scale. We are a global organization that values diversity, and we believe that providing opportunities for everyone to be their authentic self is key to our success. Smarsh leadership, culture, and commitment to developing our people have all garnered Comparably.com Best Places to Work Awards. Come join us and find out what the best work of your career looks like.

Skills Required

4+ years of experience in Sales Operations, Revenue Operations, or a closely related go-to-market function
Experience with territory design, quota setting, and annual sales planning
Hands-on Salesforce experience, including reporting and dashboard development
Strong analytical skills, including building models and pipeline and forecast analyses
Experience partnering with senior stakeholders and presenting recommendations clearly and persuasively
Ability to work cross-functionally and drive outcomes without direct authority
Management consulting or investment banking background, particularly with an MBA
Experience supporting Public Sector or regulated-industry sales motions
Practical use of AI tools in a Sales Operations context
SQL skills and experience building in Power BI

Smarsh Compensation & Benefits Highlights

The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Smarsh and has not been reviewed or approved by Smarsh.

Leave & Time Off Breadth — Time off is characterized by unlimited PTO, generous vacation allowances, and paid holidays, with policies that support taking time away. These elements are positioned as a core strength that helps balance lower base pay in some roles.
Wellbeing & Lifestyle Benefits — Perks include wellness programs, commuter and bike reimbursement, volunteer time off, peer recognition, remote-work support, and a sabbatical option. The variety of non-salary benefits contributes to a supportive work-life environment.
Retirement Support — A 401(k) with employer match and profit sharing is offered, with immediate vesting described for the match. This strengthens the long-term financial component of total rewards.