Senior Sales Strategy & Operations Manager

About the Role

The role of Senior Sales Strategy & Operations Manager involves owning the go-to-market operating cadence for Armada’s global sales organization. This position reports to the Director, Sales Operations and acts as a key business partner to Sales Leadership, Finance, Deal Desk, and the RevOps team. The primary focus is on optimizing the sales organization for scale, efficiency, and predictable growth across Armada’s hardware and software portfolio.

The role has two main mandates: maintaining the recurring operating rhythm of the business (forecast management, pipeline inspection, territory design, quota allocation, and reporting) and supporting transitions as Armada’s business units evolve, including territory, quota, and compensation planning.

This is a senior individual contributor role for someone who thrives in ambiguity, drives decisions quickly, and wants ownership of key planning workstreams rather than a narrow analytical lane. The ideal candidate is analytically rigorous, comfortable operating with limited structure, and has a builder’s instinct for establishing processes where none exist.

The role is pivotal in helping build the operating model that scales Armada’s sales organization as it brings edge AI infrastructure to customers globally.

Location

This role is remote-based on the continental US.

Key Responsibilities

• Partner with sales leadership on regional go-to-market (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 reporting structures and formats for sales leadership, including dashboards and recurring deliverables, and recommend definitions of core revenue metrics.
• Own the forecast operating rhythm for business unit(s), including call preparation, roll-up, commit and category hygiene, and forecast accuracy tracking over time.
• Drive pipeline hygiene and 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 structures 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 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 to support GTM strategy and accelerate recurring analysis and reporting.
• Partner with RevOps, Accounting and Finance, People, and Engineering teams with clear ownership boundaries across each.

Required Qualifications

• A Bachelor’s Degree is required; a Master’s Degree may substitute for 2 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 are 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 influence key partners outside your 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, multi-party 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 experimentally.
• Prior experience in a public sector, defense, or other regulated sales environment.