Head of Sales Strategy & Operations

Ibotta; Denver (CO); Hybrid; USD 255,000 - 290,000; Full time

Benefits offered by this job

Flexible time off

Medical, dental, vision benefits

Employee Stock Purchase Program

401k match

Paid parking

Bagel Thursdays

Occasional meals

Job summary

Ibotta is looking for a Head of Sales Strategy & Operations to join our Revenue Leadership Team in Denver, Colorado. This hybrid role will lead a high-performing Sales Operations Team to enhance sales productivity through planning, compensation, reporting, and deal management.

The ideal candidate will have over 15 years’ experience in Sales Operations, proven leadership skills, and a track record in Sales CRM implementations. Ibotta offers competitive pay, flexible time off, and comprehensive benefits including equity.

Qualifications

• 15+ years of experience in Sales Operations, Revenue Strategy, or Go-to-Market leadership.
• 10+ years in leadership roles managing matrixed teams.
• Proven success in global Sales Operations or Revenue Operations.

Responsibilities

• Set Sales Operations strategy across multiple functions.
• Lead sales analytics and compensation processes.
• Drive CRM evolution to enhance sales results.

Skills

Sales Operations

Revenue Strategy

Go-to-Market leadership

CRM implementations

Executive presence

Team building

Education

Bachelor's degree

MBA or equivalent advanced degree

Tools

Salesforce

Advanced Excel

Power BI

Tableau

Job description

Ibotta is seeking a Head of Sales Strategy & Operations to join our Revenue Leadership Team and contribute to our mission to Make Every Purchase Rewarding.

As the leader of a high performing Sales Operations Team, you will impact our sales productivity including planning, compensation, reporting, pricing and deal management of all sales processes. The pace is fast and rewarding as you will be enabling growth through our products and processes, as we strive to help Consumer Packaged Goods companies deliver the right cash back reward offer to the right consumer, in the right environment at the right time.

This position is located in Denver, Colorado as a hybrid position requiring 3 days in office (Tuesday, Wednesday, and Thursday). Candidates must live in the United States.

Not based in Denver? We will offer a relocation bonus to help make your move to the Mile High City a smooth one.

What You Will Be Doing:

• Set the overarching Sales Operations strategy across the Sales Operations, Sales Tooling, and Pricing & Deal Management functions, aligning priorities for Sales Process, Planning, Pricing and Execution in partnership with Sales leaders and our Revenue Finance organization.
• Lead sales analytics and sales compensation processes, including providing strategic leadership and tactical oversight to pipeline forecasting, territory planning, quota & compensation planning, and commissions payouts.
• Work with the Sales leadership team and colleagues to enable, improve, and automate accurate business planning and territory management, pipeline forecasting, and methodology adoption to track sales results with periodic metrics/KPI reporting and insights.
• Drive CRM (SFDC) evolution and improvements from a business perspective, supporting the organization in realizing best practices to support effective use of the system for our sellers and sales management to ensure timely and appropriate processes to enhance sales results.
• Report on current and future quarter’s pipeline across a variety of dimensions, utilizing insights from the data to advise sales leadership on performance management, staffing, and revenue management opportunities.
• Set strategy for and drive forward procedures and systems to ensure high quality, informative order processes, tracking, opportunity identification, quotations, expenses, invoicing and billing, from prospect to cash.
• Work in conjunction with Revenue Finance to evaluate and evolve our Pricing strategy. Advise and support Sales, Finance, and the Pricing Committee on the execution of Pricing and Deal Management.
• Work with multiple stakeholder partners, such as Product and Marketing, to ensure delivery and execution of go-to-market strategy, product development and sales are aligned with business revenue goals, contributing to the overall company strategy.
• Support Revenue team leaders on key projects including preparation of Board Materials, Sales Kickoffs, etc.
• Build a cohesive team culture, ensuring consistent focus on talent management, employee engagement, and development, addressing areas of concern where required, with impactful succession plans, internal and external best in class candidate hiring and selection.

What We’re Looking For:

• 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 in fast-paced, dynamic environments
• 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 strong experience presenting to C‑suite, Boards, and cross‑functional stakeholders
• Bachelor’s degree required; MBA or equivalent advanced degree strongly preferred.
• Inspirational people leader with a proven track record of building and scaling high‑performing, diverse teams
• Technical Skills: Advanced Excel skills, Power BI/Tableau, Salesforce required. Basic knowledge of Xactly, Performio, and other related tools a plus

Additional Details:

• This position is located in Denver, CO, and includes competitive pay, flexible time off, benefits package (including medical, dental, vision), Employee Stock Purchase Program, and 401k match. Denver office perks include paid parking, bagel Thursdays, snacks and occasional meals.
• Base compensation range: $255,000 - $290,000. Equity is granted in addition to the overall compensation package. This compensation range is specific to the United States labor market and may be adjusted based on actual experience. Total compensation for this role also includes a variable component in addition to base salary.
• Ibotta is an Equal Opportunity Employer. Ibotta’s employment decisions are made without regard of race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, sexual orientation, or any other legally protected status.
• Applicants must be currently authorized to work in the United States on a full‑time basis.
• Applicants are accepted until the position is filled.