Senior Sales Strategy & Operations Manager

Armada; California City (CA); À distance; USD 140 000 - 210 000; Plein temps

Avantages offerts par ce poste

Competitive base salary and equity

Medical, dental, and vision (subsidied

HSA/FSA/DC FSA benefits

401(k) and Roth 401(k) retirement plan

14 paid company holidays per year

Résumé du poste

Armada is seeking a Senior Sales Strategy & Operations Manager to own the go-to-market cadence for our global sales organization. This role sits within the Revenue Operations team and reports to the Director, Sales Operations.

You’ll partner with Sales Leadership, Finance, Deal Desk, and RevOps to optimize for scale, efficiency, and predictable growth across hardware and software offerings. This is a senior individual contributor role, remote-based on the continental US, focused on forecast

Qualifications

• Bachelor's Degree required; 8+ years in sales strategy, sales operations or revenue operations.
• Advanced Excel/Google Sheets modeling.
• Working knowledge of Salesforce.
• Ability to translate complex analysis into concise narratives for senior leaders.
• Comfort operating with limited structure and building processes where none exist.
• Experience supporting multi-vertical, multi-geography sales teams.
• Hands-on experience with a sales compensation platform (CaptivateIQ, Xactly or Spiff).
• Familiarity with BI tools Tableau/Looker/Sigma.

Responsabilités

• Partner with sales leadership on regional GTM strategies, informing planning and execution.
• Support monthly and quarterly business reviews with clear narratives and actions.
• Maintain dashboards and definitions of core revenue metrics for leadership.
• Own the forecast operating rhythm for business units: prep, roll-up, and accuracy.
• Drive pipeline hygiene and the inspection cadence across regions.
• Build capacity, headcount and ramp models aligned to revenue targets.
• Design territory structures and allocate quota against coverage models.
• Maintain account plans and target account definitions with regional leaders.
• Oversee go-to-market roster management and payee records alignment.
• Collaborate on segmentation and coverage model design with senior stakeholders.
• Administer the sales compensation platform, including close and payout validation.
• Support evolution of business units including territory/quota re-cuts and data separation.

Connaissances

Advanced Excel/Google Sheets

Salesforce CRM

SQL

Tableau

Looker

Sigma

CaptivateIQ

Strategic thinking

Formation

Bachelor's Degree

Outils

CaptivateIQ

Xactly

Spiff

Description du poste

Armada is the hyperscaler for the edge, delivering modular AI infrastructure from first deployment to AI factory with speed, scale and sovereignty. Named one of Fast Company's Most Innovative Companies and to the CNBC Disruptor 50, Armada’s solutions are deployed in over 60 countries globally for organizations ranging from energy to defense. With nearly $500 million in funding to date, Armada is backed by leading investors including Founders Fund, Lux, BlackRock and Microsoft (M12), alongside strategic partnerships with Microsoft, Dell, Palantir, NVIDIA, SpaceX, and Skydio. We are building the infrastructure layer for sovereign and edge AI - rugged, deployable compute for customers that cannot rely on centralized cloud. You’ll tackle challenges that haven’t been solved before and help build something transformative from the ground up. What you do here will not only define your career but help further Armada’s mission to bridge the digital divide for customers around the world.

About the Role

We are seeking a Senior Sales Strategy & Operations Manager to own the go-to-market operating cadence for Armada's global sales organization. This role sits within the Revenue Operations team, reporting to the Director, Sales Operations. This role will serve as a key business partner to Sales Leadership, Finance, Deal Desk, and members of the larger RevOps team, ensuring that our sales organization is optimized for scale, efficiency, and predictable growth across our suite of offerings. It serves as the operational backbone for territory and capacity planning, forecasting, pipeline management, and sales performance reporting across our hardware and software portfolio. The first is the recurring operating rhythm of the business: forecast management, pipeline inspection, territory design and calibration, quota allocation, and the reporting sales leadership runs the business on. The second is transition support as Armada's business units evolve, including planning for evolving or new lines of business and the territory, quota, and compensation that accompanies it. This is a senior individual contributor role for someone who wants ownership of key planning workstreams rather than a narrow analytical lane. You'll join at a pivotal moment, helping build the operating model that scales Armada's sales organization as it brings edge AI infrastructure to customers around the world. This role is remote-based on the continental US.

Key Responsibilities

• Partner with sales leadership on regional GTM strategies, providing analysis and recommendations that inform planning and execution
• Support monthly and quarterly business reviews, translating performance data into clear narratives and recommended actions
• Maintain and refine the reporting structure and format sales leadership depends on, including dashboards and recurring deliverables, and recommend definitions of core revenue metrics
• Own the forecast operating rhythm for business unit(s): call preparation, roll-up, commit and category hygiene, and forecast accuracy tracking over time
• Drive pipeline hygiene and the inspection cadence across regions and business units
• Build capacity, headcount and ramp models that size the sales organization against revenue targets
• Design, build and calibrate territory structure in partnership with sales leadership, and allocate quota against approved coverage models
• Maintain account plans and target account definitions in partnership with regional leaders
• Own go-to-market roster management, ensuring joiners, movers and leavers are reflected in payee records, plan assignment and quota allocation
• Partner on segmentation and coverage model design, building the analysis and options that inform coverage decisions
• Administer the sales compensation platform, including plan configuration, period close and payout validation
• Support business unit evolution and creation, including territory and quota re-cuts, compensation plan migration, roster splits, and data and systems separation inputs

Qualifications

• Bachelor's Degree required; 8+ years of experience in sales strategy, sales operations, revenue operations or an equivalent analytical function; Demonstrated ownership of territory design, quota allocation, capacity modeling and forecast management
• ~ Advanced Excel or Google Sheets skills, including modeling, pivot tables and formula-driven analysis
• ~ Working knowledge of Salesforce or a comparable CRM
• ~ Ability to translate complex, ambiguous analysis into concise narratives for senior leaders, and to influence and persuade key partners outside your own function
• ~ Comfort operating with limited structure, and a builder's instinct for establishing process where none exists
• ~ Demonstrated discretion handling compensation and other sensitive data
• Experience supporting multi-vertical, multi-geography sales teams that sell both hardware and software
• Experience supporting complex, multiparty sales motions to critical heavy industrial or defense customers
• Hands-on experience with a sales compensation platform such as CaptivateIQ, Xactly or Spiff
• Experience supporting a business unit creation or separation
• Familiarity with BI tooling such as Tableau, Looker or Sigma, and SQL proficiency
• Prior experience in a public sector, defense or other regulated sales environment

Compensation

In addition to base salary, this role will also be offered equity and subsidized benefits (details available upon request) .

We use a geographic pay structure based on cost-of-labor markets.

Benefits

• Competitive base salary and equity
• Medical, dental, and vision (subsidized cost)
• Health savings accounts (HSA), flexible spending accounts (FSA), and dependent care FSAs (DCFSA)
• Retirement plan options, including 401(k) and Roth 401(k)
• 14 paid company holidays per year

You’re intellectually curious, have strong business acumen, and actively seek opportunities to build relevant skills and knowledge

You focus on business success and are motivated by team accomplishment vs personal agenda

As an equal opportunity employer, we strictly prohibit discrimination or harassment based on race, color, gender, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or any other characteristic protected by law. This policy applies to all employment decisions, including hiring, promotions, and compensation. Our hiring is guided by qualifications, merit, and the business needs at the time.