Senior Sales Strategy & Operations Manager

Armada; San Francisco (CA); Remote; USD 137,000 - 171,000; Full time

Benefits offered by this job

Equity

Medical, dental, vision

401(k) and Roth 401(k)

Unlimited PTO

14 paid holidays

Job summary

Armada is seeking a Senior Sales Strategy & Operations Manager to own the go-to-market operating cadence for its global sales organization. You will partner with Sales Leadership, Finance, Deal Desk and RevOps to ensure scalable, efficient, and predictable growth across hardware and software offerings.

This senior IC role emphasizes ownership of planning workstreams, territory design, quota allocation, capacity modeling and forecast management, with a focus on building scalable operating models

Qualifications

• Bachelor's Degree required; a Master's Degree may substitute for two years of experience.
• 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.

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.
• Develop compensation scenarios and market benchmarking to support plan design.
• 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.
• Apply AI tools and automation in support of GTM strategy, and to accelerate recurring analysis and reporting.
• Partner with RevOps, Accounting and Finance, People, and Engineering teams with clear ownership boundaries across each.

Skills

Advanced Excel/Sheets

Salesforce CRM

Forecasting

Territory design

Quota allocation

Capacity modeling

Data storytelling

SQL

Education

Bachelor's Degree

Master's Degree may substitute for 2 years experience

Tools

CaptivateIQ

Xactly

Spiff

Tableau

Looker

Sigma

Job description

About the Company

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.

Working at Armada means taking ownership, driving autonomy, and delivering impact. 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 role carries two mandates. 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. The ideal candidate is analytically rigorous, thrives in ambiguity, and drives to decisions quickly. 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.

Location.

This role is remote-based on the continental US.

What You’ll Do (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
• Develop compensation scenarios and market benchmarking to support plan design
• 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
• Apply AI tools and automation in support of GTM strategy, and to accelerate recurring analysis and reporting
• Partner with RevOps, Accounting and Finance, People, and Engineering teams with clear ownership boundaries across each

Required Qualifications

• Bachelor's Degree required; a Master's Degree may substitute for two years of experience
• 8+ years of experience in sales strategy, sales operations, revenue operations or an equivalent analytical function; consulting, banking and corporate strategy backgrounds welcome
• 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

Preferred Qualifications

• 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
• Proficiency using AI tools as part of a daily workflow rather than experimentallyPrior experience in a public sector, defense or other regulated sales environment

Compensation & Benefits

For U.S. Based candidates: To ensure fairness and transparency, the starting base salary range for this role for candidates in the U.S. are listed, varying based on location experience, skills, and qualifications. 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.

• Tier 1 (e.g., SF Bay Area, NYC, Seattle): $157,412 – $196,765
• Tier 2 (major U.S. metro areas): $136,880 – $171,100
• Tier 3 (other cities): $130,036 - $162,545

Tier 2 Metro Areas include: Boston, Philadelphia, the greater New Jersey area, the greater Delaware area, the District of Columbia (DC) Metro area, Baltimore, Wilmington, Chicago, Austin, the greater Dallas‑Fort‑Worth area, Los Angeles, and Salt Lake City.

Final compensation will be determined by experience, scope, and level, and may vary from the posted range.

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)
• Unlimited paid time off (PTO)
• 14 paid company holidays per year

#LI-SM1

#LI-Remote

Compensation

$136,880 — $171,100 USD

You're a Great Fit if You're

• A go-getter with a growth mindset. You're intellectually curious, have strong business acumen, and actively seek opportunities to build relevant skills and knowledge
• A detail-oriented problem-solver. You can independently gather information, solve problems efficiently, and deliver results with a "get-it-done" attitude
• Thrive in a fast‑paced environment. You're energized by an entrepreneurial spirit, capable of working quickly, and excited to contribute to a growing company
• A collaborative team player. You focus on business success and are motivated by team accomplishment vs personal agenda
• Highly organized and results-driven. Strong prioritization skills and a dedicated work ethic are essential for you

Equal Opportunity Statement

At Armada, we are committed to fostering a work environment where everyone is given equal opportunities to thrive. 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.

Unsolicited Resumes and Candidates

Armada does not accept unsolicited resumes or candidate submissions from external agencies or recruiters. All candidates must apply directly through our careers page. Any resumes submitted by agencies without a prior signed agreement will be considered unsolicited and Armada will not be obligated to pay any fees.