Sales Strategy & Operations Lead, JBP Development

Pinterest; New York (NY); Hybrid; USD 132,000 - 272,000; Full time

Job summary

Pinterest is seeking a strategic, highly analytical leader for the Sales Strategy & Operations team to design, develop and implement the annual JBP framework, linking advertiser deals to product capabilities and business objectives. You will partner across teams to launch training, drive revenue growth and optimize benefits usage.

The role requires experience with enterprise and SMB advertising, strong communication, and the ability to operate in a hybrid NYC/SF office footprint.

Qualifications

• 8+ years experience in annual advertiser up-fronts, deals, program management, sales operations, revenue operations or sales support for Enterprise and SMB customers.
• Bachelor’s/Master’s degree in business, economics, finance, engineering, or equivalent experience.
• Organized, detail-oriented and strategically focused.
• Experience collaborating across functions in a matrixed org.
• Excellent oral and written communication skills.
• Experience working with senior stakeholders and influencing cross-functional teams.
• Ability to navigate ambiguity and complex digital topics.
• Strong time management and accountability in a fast-paced environment.
• Ability to plan and prioritize across multiple projects with diverse objectives.

Responsibilities

• Design and develop the global JBP program strategy and framework, including principles, plans, and budget considerations.
• Own detailed communications to XFNs and Global Sales Org.
• Set up recurring feedback mechanisms and translate data into insights and improvements.
• Collaborate with cross-functional partners to translate needs into strategy and training.
• Create JBP collateral and manage regular leadership communications.
• Lead program launch and live trainings.
• Coordinate with systems, accounting, and engineering for benefits implementation.
• Provide internal performance updates and identify gaps for better budget utilization.
• Develop strong knowledge of Pinterest products and solutions.
• Monitor industry trends to enhance program content and competitiveness.
• Maintain collaboration with Sales to align program needs and opportunities.
• Build and sustain cross-functional partnerships for training and operational solutions.

Skills

8+ years experience

Cross-functional collaboration

Effective communication

Stakeholder management

Ambiguity management

Time management

Planning & prioritization

Knowledge of sales/digital advertising

Education

Bachelor’s/Master’s degree in relevant field

Job description

About Pinterest:

Millions of people around the world come to our platform to find creative ideas, dream about new possibilities and plan for memories that will last a lifetime. At Pinterest, we’re on a mission to bring everyone the inspiration to create a life they love, and that starts with the people behind the product.

Discover a career where you ignite innovation for millions, transform passion into growth opportunities, celebrate each other’s unique experiences and embrace the flexibility to do your best work. Creating a career you love? It’s Possible.

At Pinterest, AI isn't just a feature, it's a powerful partner that augments our creativity and amplifies our impact, and we’re looking for candidates who are excited to be a part of that. To get a complete picture of your experience and abilities, we’ll explore your foundational skills and how you collaborate with AI.

Through our interview process, what matters most is that you can always explain your approach, showing us not just what you know, but how you think. You can read more about our AI interview philosophy and how we use AI in our recruiting process here.

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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At Pinterest we believe the workplace should be equitable, inclusive, and inspiring for every employee. In an effort to provide greater transparency, we are sharing the base salary range for this position. The position is also eligible for equity. Final salary is based on a number of factors including location, travel, relevant prior experience, or particular skills and expertise.

Information regarding the culture at Pinterest and benefits available for this position can be found.

US based applicants only

$132,298 — $272,377 USD

Pinterest is an equal opportunity employer and makes employment decisions on the basis of merit. We want to have the best qualified people in every job. All qualified applicants will receive consideration for employment without regard to race, color, ancestry, national origin, religion or religious creed, sex (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender, gender identity, gender expression, age, marital status, status as a protected veteran, physical or mental disability, medical condition or genetic information or characteristics (or those of a family member) or any other consideration made unlawful by applicable federal, state or local laws. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements.