Sales Operations Manager

Discord; San Francisco (CA); On-site; USD 232,000 - 261,000; Full time

Job summary

An innovative company is seeking a passionate Sales Operations Manager to help build and optimize their sales operations from the ground up. This role involves collaborating across teams to enhance sales efficiency and drive the success of a new Advertising Solution. With a focus on data analysis and strategic insights, you will play a crucial role in shaping the future of sales at this dynamic organization. If you have a strong background in digital advertising and a knack for leadership, join this exciting journey to redefine the gaming experience and foster connections among users.

Qualifications

• 6+ years in sales operations or revenue operations within digital media.
• Proven ability to develop insights and recommendations for sales organizations.

Responsibilities

• Develop analysis supporting pipeline management and revenue forecasting.
• Create reports tracking key performance metrics to evaluate sales effectiveness.

Skills

Sales Operations

Revenue Operations

Pricing Management

Analytical Skills

Communication Skills

Ad Tech Knowledge

Education

Bachelor's Degree

Tools

Salesforce

Sales Analytics Tools

Job description

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Discord is used by over 200 million people every month for many different reasons, but nearly everyone on our platform plays video games. Over 90% of our users engage in gaming, spending a combined 1.5 billion hours on Discord each month across thousands of titles. We are dedicated to making it easier and more fun for people to talk and hang out around gaming.

This position is based in San Francisco only.

We are seeking a Sales Operations Manager to join our newly established sales team, which is launching our new Advertising Solution. This key role will establish strategic functions within Sales Operations to enhance sales efficiency and will require collaboration across sales, marketing, and product teams. The ideal candidate will have a passion for gaming, extensive experience in online advertising, strategy, and operations within an ad sales environment, along with strong leadership and communication skills.

As we grow this business, you will help build the sales operation from the ground up in a zero-to-one environment. This role reports to the Director of Sales Operations, Strategy.

What you'll be doing:

• Develop analysis and insights supporting pipeline management, revenue forecasting, territory definition, target setting, and incentive plan implementation.
• Create and refine reports tracking key performance metrics to evaluate sales effectiveness and identify optimization opportunities.
• Build industry benchmarks to inform Discord's rate cards, packaging, and pricing strategies.
• Contribute to models measuring the impact of non-standard deals, balancing customer needs, sales targets, profitability, and strategic risks.
• Implement programs aligning sales efforts with new product features, packaging, pricing, and marketing initiatives.
• Manage best practices for the sales CRM system to ensure accurate data on leads, opportunities, and customer interactions.
• Participate in monthly, quarterly, and annual sales reviews and planning.

What you should have:

• 6+ years in sales operations, revenue operations, or pricing/yield management within digital media and advertising.
• Proven ability to develop insights and recommendations for sales organizations.
• Ability to adapt quickly and manage competing priorities in a fast-growing, zero-to-one environment.
• Experience analyzing and executing various pricing, packaging, and deal structures in digital advertising.
• Strong analytical skills for deriving actionable insights from complex data sets.
• Deep industry knowledge of ad tech and digital advertising ecosystems.
• Experience with CRM systems (e.g., Salesforce) and sales analytics tools.
• Excellent communication skills to motivate and inspire teams.

The US base salary range for this full-time position is $232,000 - $261,000 + equity + benefits. Salary is role and level-dependent, influenced by skills, experience, and education. Note: listed salary ranges reflect base salary only, excluding equity and benefits.

Why Discord?

Discord plays a vital role in gaming's future. We are a multiplatform, multigenerational, multiplayer platform that helps deepen friendships through shared interests and gaming. We believe games provide a fun way to connect with loved ones, whether listening to music or competing for ranks. Join us in our mission!

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Additional Details:

• Senior level: Mid-Senior level
• Employment type: Full-time
• Job function: Sales and Business Development
• Industry: Software Development

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