Sales Strategy & Operations Manager

NYSE: PD) is the global leader in AI-first digital operations. By automatically detecting, diagnosing, and remediating issues, the PagerDuty Platform orchestrates AI agents and automated workflows with context from over 750 integrations. Trusted by approximately two-thirds of the Fortune 100 and nearly half of the Fortune 500, PagerDuty is the industry standard for organizations scaling resilient, autonomous operations. Notable customers include Chipotle, Cloudflare, Docusign, Fox, Nvidia, Salesforce, Spotify, Zoom and more.

We are growing rapidly and hiring top talent with leading AI skills across engineering, sales, product, marketing, and beyond as we build the leading digital operations platform. 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
CAC, LTV, Win Rates, Sales Cycle Length, Pipeline Coverage, Average Contract Value). 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.
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
~ Clari, Gong) and Incentive Compensation Management (ICM) software (e.g., 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-willed sales leaders; building trust is paramount. PagerDuty is a flexible, hybrid workplace. 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! This role may also be eligible for bonus, commission, equity, and/or benefits. Whether you're exploring a career change or taking your next step, we look forward to reviewing your application.

PagerDuty operates a hybrid work model with offices in 8 major cities: Our values guide how we support customers, collaborate with colleagues, develop products, and foster a culture of belonging. People Leaders at PagerDuty are responsible for creating high performance environments that drive accountability. PagerDuty has four key dimensions that define our Leadership Impact: Lead Self, Lead the Team, Lead the Business, and Lead the Future.

Each dimension has three associated competencies to give leaders a shared language for guiding their development, career, promotion, and succession planning discussions. Our Manager Expectations serve as a practical guide for managers to understand their responsibilities, prioritize their efforts, and drive engagement and performance. As a global organization, our total rewards approach is competitive with industry standards and aligned with local laws and regulations. Learn more, including country-specific offerings, on our benefits site.

Flexible work arrangements
Company equity*
ESPP (Employee Stock Purchase Program)*
Retirement or pension plan*
Paid holidays and sick leave
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)*
NYSE:PD) is a global leader in digital operations management. The PagerDuty Operations Cloud is an AI-powered platform that empowers business resilience and drives operational efficiency for enterprises.

With a generative AI assistant at its core, PagerDuty empowers teams to detect and resolve issues in real time, orchestrate complex workflows, and drive continuous improvement across their digital operations. Trusted by nearly half of both the Fortune 500 and the Forbes AI 50, as well as approximately two-thirds of the Fortune 100, PagerDuty is essential for delivering always-on digital experiences to modern businesses
Go behind-the-scenes on our careers site and @pagerduty on Instagram.

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. 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.