Sales Strategy and Operations Manager

PagerDuty (NYSE:PD) is a leader in Digital Operations Management. In an always‑on world, organizations of all sizes trust PagerDuty to help them deliver a perfect digital experience to their customers, every time. Teams use PagerDuty to identify issues and opportunities in real time and bring together the right people to fix problems faster and prevent them in the future. Over 13,000 organizations (including 60 of Fortune 100) rely on PagerDuty to succeed with Digital Transformation, Cloud Migration, and DevOps Modernization. Notable customers include GE, Cisco, Genentech, Electronic Arts, Cox Automotive, Netflix, Shopify, Zoom, DoorDash, Lululemon and more. We are expanding rapidly as a platform for Digital Operations Management using AI/ML and Automation and growing our adoption by Development, IT, Customer Service, Security, and other teams across the organization. As the Manager of Sales Strategy and Operations , you will be the strategic backbone of our go‑to‑market execution. You will bridge the gap between sales strategy, financial predictability, and rep motivation. This role is highly cross‑functional, sitting at the intersection of Sales Leadership, Finance, and HR. Your mission is threefold: design and execute commission plans that drive the right sales behaviors, build the analytics framework to measure performance, and run a highly predictable weekly and quarterly sales forecasting cadence. Key Responsibilities Sales Compensation Design & Execution Partner with Sales Leadership and Finance to design, model, and implement annual and mid‑year Sales Incentive Compensation Plans (OTE structures, accelerators, SPIFFs, and gates) that align with company ARR goals. Ensure data accuracy, timely payouts, and dispute resolution for the global sales team using our incentive compensation management (ICM) software. Conduct ongoing analysis on plan performance (e.g., attainment distribution, cost of sales, commission leakage) to ensure plans remain motivating for reps and fiscally responsible for the business. Sales Forecasting & Revenue Predictability Own and optimize the weekly, monthly, and quarterly sales forecasting process. Ensure consistency and accountability across regional sales managers and VPs. Manage and configure our forecasting platform (e.g., Clari, Gong, or CRM forecasting modules) to track pipeline health, historical conversion rates, and deal slippage. Sales Performance Analytics & Reporting Build, maintain, and optimize automated dashboards and reports that track core SaaS metrics (e.g., CAC, LTV, Win Rates, Sales Cycle Length, Pipeline Coverage, Average Contract Value). Move beyond standard reporting to deliver proactive insights. Identify pockets of underperformance, bottlenecks in the sales funnel, or top‑performing behaviors to replicate across the org. Provide the data foundations and analytical narratives for Quarterly Business Reviews (QBRs) and executive board meetings. Qualifications & Experience 4–6 years of experience in Sales Operations, Revenue Operations, or Sales Finance, ideally within a fast‑growing B2B SaaS environment. Advanced CRM knowledge (Salesforce/HubSpot) is required; specifically managing forecasting rollups and custom pipeline reporting. High proficiency in Excel/Google Sheets for financial modeling and compensation plan simulations. Experience with Forecasting tools (e.g., Clari, Gong) and Incentive Compensation Management (ICM) software (e.g., CaptivateIQ, Spiff, Xactly) is a strong plus. Data visualization experience (Tableau, Looker, or PowerBI) is highly preferred. Strong data‑modeling skills with the ability to translate complex, messy datasets into clear, actionable executive summaries. High emotional intelligence and communication skills. You will handle sensitive compensation data and negotiate metrics with strong‑wired sales leaders; building trust is paramount. PagerDuty is a flexible, hybrid workplace. We embrace and encourage in‑person working as an integral part of our culture. Both our employees and external research tell us that co‑located collaboration strengthens connections, drives innovation, and accelerates learning. This role is expected to come into our San Francisco office two times per week, so you can thrive in your new role and fully embrace being a Dutonian! The base salary range for this position is $127,000.00 - $191,400.00 USD. This role may also be eligible for bonus, commission, equity, and/or benefits. Our base salary ranges are determined by role, level, and location. The range, which is subject to change based on primary work location, reflects the minimum and maximum base salary we expect to pay newly hired employees for the position. Within the range, we determine pay for an individual based on a number of factors including market location, job‑related knowledge, skills/competencies and experience. Your recruiter can share more about the specific offerings for this role, as well as the salary range for your primary work location during the hiring process. Location Restrictions PagerDuty cannot employ candidates residing in the following areas: Australia: Northern Territory, Queensland, South Australia, Tasmania, Western Australia. Canada: Alberta, Manitoba, Newfoundland, Northwest Territories, Nunavut, PEI, Quebec, Saskatchewan, Yukon. United States: Alaska, Hawaii, Iowa, Louisiana, Mississippi, Nebraska, New Mexico, Oklahoma, Rhode Island, South Dakota, West Virginia, Wyoming. Candidates must reside in an eligible location, which vary by role. What we offer Competitive salary Comprehensive benefits package Flexible work arrangements Company equity Employee Stock Purchase Program (ESPP) Retirement or pension plan Generous paid vacation time Paid holidays and sick leave Dutonian Wellness Days & HibernationDuty—companywide paid days off in addition to PTO Paid parental leave: 22 weeks for pregnant parent, 12 weeks for non‑pregnant parent (some countries have longer leave standards and we comply with local laws) Paid volunteer time off: 20 hours per year Company‑wide hack weeks Mental wellness programs *Eligibility may vary by role, region, and tenure. PagerDuty is an equal opportunity employer. PagerDuty does not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, parental status, veteran status, or disability status. Your privacy is important to us. By submitting an application, you confirm that you have read and understand PagerDuty’s Privacy Policy. PagerDuty is committed to providing reasonable accommodations for qualified individuals with disabilities in our job application process. Should you require accommodation, please email View email address on click.appcast.io and we will work with you to meet your accessibility needs. PagerDuty uses the E‑Verify employment verification program. #J-18808-Ljbffr PagerDuty, Inc.