Senior Sales Strategy & Operations Manager

Armada; Sacramento (CA); Remote; USD 140,000 - 190,000; Full time

Benefits offered by this job

Equity

Medical insurance

Dental insurance

Vision insurance

401(k) plan

Public holidays (14)

Job summary

Armada is seeking a Senior Sales Strategy & Operations Manager to own the go-to-market operating cadence for Armada's global sales organization. This remote-based role collaborates with Sales Leadership, Finance, Deal Desk, and RevOps to optimize planning, forecasting, and performance reporting across hardware and software portfolios.

The role focuses on territory design, quota allocation, capacity modeling, and the development of scalable processes as Armada expands its edge AI infrastructure

Qualifications

• Bachelor's degree required; 8+ years in sales strategy or revenue operations

Responsibilities

• Own forecast operating rhythm and territory design
• Lead quota allocation and capacity modeling
• Maintain and refine revenue reporting and dashboards
• Support regional go-to-market planning and segmentation
• Coordinate with Sales Leadership, Finance, Deal Desk, and RevOps

Skills

Advanced Excel

Google Sheets

Salesforce

BI tools (Tableau Looker Sigma)

SQL

Forecasting

Quota allocation

Education

Bachelor's Degree

Tools

CaptivateIQ

Xactly

Spiff

Job description

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.

Partner with

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

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 softwareExperience supporting complex, multiparty sales motions to critical heavy industrial or defense customersHands-on experience with a sales compensation platform such as CaptivateIQ, Xactly or SpiffExperience supporting a business unit creation or separationFamiliarity with BI tooling such as Tableau, Looker or Sigma, and SQL proficiencyPrior experience in a public sector, defense or other regulated sales environment

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.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

#LI-Remote

You're intellectually curious, have strong business acumen, and actively seek opportunities to build relevant skills and knowledgeYou 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.