Sales Operations Manager

About the Team

Strategy and Operations sits at the center of how we grow across multiple pillars at Discord. We're building the revenue engine for a business that is scaling fast. This team sits at the center of important strategic decisions, establishing operational rigor, and laying the foundation for core processes from the ground up, work that directly supports Discord's mission of building community and belonging at scale.

About the Role

This is a build it yourself role: you'll be the only Strategy & Operations hire supporting Discord's ad sales leaders, standing up pipeline and business health metrics, quota setting, bottoms up planning, and revenue forecasting from the ground up rather than stepping into an already established function. You'll also lead strategic zero to one projects: building systems, processes, and tooling that enable our sales org to scale. The scope is intentionally big, we're looking for a hands on, individual contributor builder, not a team builder or people manager, who can operate as a force multiplier, using AI tools, workflows, and automation to scale your output on the highest priority problems. You'll partner directly and independently with sales leadership, present to executives, and influence cross-functional partners.

What You'll Be Doing

• Own revenue forecasting and pipeline management, synthesizing your point of view on revenue growth, risks, and opportunities to leadership on a weekly and monthly cadence
• Instrument and define pipeline and business health metrics on our Salesforce instance, building the analytics infrastructure this function needs from the ground up
• Lead strategic assessments for new opportunities, including new market expansion, sales team scaling, and go to market optimization
• Partner independently with sales leadership on territory design, account segmentation, and coverage models to maximize revenue potential and seller productivity
• Lead the annual and quarterly goal setting process, ensuring quota targets are data driven, equitable, and support the ambitions of the business
• Analyze sales cycle trends, win and loss patterns, and conversion rates to surface actionable insights that improve sales effectiveness
• Drive continuous improvement of processes, tools, and workflows across the business to increase efficiency, reduce friction, and increase selling time

What you should have

• 9+ years of hands on, individual contributor experience in strategy and operations or sales operations at a fast growth company or in management consulting, this is a builder role, not a people management role
• Genuine excitement about building a function from ambiguity, not just operating an established one, you've stood up a process or system from scratch before, not only refined an existing one
• Executive presence and strong, independent stakeholder management, you're comfortable presenting to cross-functional partners and C-level executives, defending your recommendations, and influencing leaders to adopt new ways of thinking, without a manager in the room
• A proven track record of developing analysis that yields actionable insights and executive level strategic recommendations from complex data sets, you can define unique metrics that matter, get into the details on data sources, and implement new approaches to capture new signals
• Proven, hands on AI adoption in your day to day work, including agentic workflows, automated analysis, and AI assisted deliverables, you treat AI as core infrastructure and have specific examples of how it's scaled your output
• A no ego, roll up your sleeves mentality and comfort thriving in ambiguous, fast paced environments
• Experience with CRM systems, such as Salesforce, and proficiency in analytics tools

Bonus Points

• Experience working directly with sales leaders and or in media and advertising
• A unicorn background: sales ops, rev ops, or sales finance experience at a well run, well resourced company, followed by a move to a smaller, scrappier environment
• Management consulting background
• Startup experience

Candidates must reside in or be willing to relocate to the San Francisco Bay Area (Alameda, Contra Costa, Marin, Napa, San Francisco, San Mateo, Santa Clara, Solano, and Sonoma counties). Relocation assistance may be available. 

The US base salary range for this full-time position is $232,000 to $261,000 + equity + benefits. Our salary ranges are determined by role and level. Within the range, individual pay is determined by additional factors, including job-related skills, experience, and relevant education or training. Please note that the compensation details listed in US role postings reflect the base salary only, and do not include equity, or benefits.