Head of Sales Strategy & Operations

About the role

Ibotta is seeking a Head of Sales Strategy & Operations to join our Revenue Leadership Team and contribute to our mission to Make Every Purchase Rewarding. The position is located in Denver, Colorado as a hybrid position requiring 3 days in office (Tuesday, Wednesday, and Thursday). Candidates must live in the United States. A relocation bonus is offered for those not based in Denver.

Responsibilities

• Set the overarching Sales Operations strategy across the Sales Operations, Sales Tooling, and Pricing & Deal Management functions, aligning priorities for Sales Process, Planning, Pricing and Execution in partnership with Sales leaders and our Revenue Finance organization.
• Lead sales analytics and sales compensation processes, including providing strategic leadership and tactical oversight to pipeline forecasting, territory planning, quota & compensation planning, and commissions payouts.
• Work with the Sales leadership team and colleagues to enable, improve, and automate accurate business planning and territory management, pipeline forecasting, and methodology adoption to track sales results with periodic metrics/KPI reporting and insights.
• Drive CRM (SFDC) evolution and improvements from a business perspective, supporting the organization in realizing best practices to support effective use of the system for our sellers and sales management to ensure timely and appropriate processes to enhance sales results.
• Report on current and future quarter’s pipeline across a variety of dimensions, utilizing insights from the data to advise sales leadership on performance management, staffing, and revenue management opportunities.
• Set strategy for and drive forward procedures and systems to ensure high quality, informative order processes, tracking, opportunity identification, quotations, expenses, invoicing and billing, from prospect to cash.
• Work in conjunction with Revenue Finance to evaluate and evolve our Pricing strategy. Advise and support Sales, Finance, and the Pricing Committee on the execution of Pricing and Deal Management.
• Build a cohesive team culture, ensuring consistent focus on talent management, employee engagement, and development, addressing areas of concern where required, with impactful succession plans, internal and external best in class candidate hiring and selection.

Requirements

• 15+ years of progressive experience in Sales Operations, Revenue Strategy, or Go-to-Market leadership within high-growth B2B or B2C organizations
• 10+ years in leadership roles, managing matrixed teams with multiple senior direct reports
• Proven success leading global Sales Operations or Revenue Operations at scale in fast-paced, dynamic environments
• Deep expertise in enterprise forecasting, territory design, sales compensation, pricing, and go-to-market optimization
• Experience driving enterprise CRM implementations and transformation initiatives (Salesforce, CPQ, Xactly/Performio, BI tools)
• Exceptional executive presence, with strong experience presenting to C-suite, Boards, and cross-functional stakeholders
• Bachelor’s degree required; MBA or equivalent advanced degree strongly preferred

Qualifications

• Inspirational people leader with a proven track record of building and scaling high-performing, diverse teams
• Advanced Excel skills, Power BI/Tableau, Salesforce required. Basic knowledge of Xactly, Performio, and other related tools a plus

Skills

• Technical Skills: Advanced Excel skills, Power BI/Tableau, Salesforce required. Basic knowledge of Xactly, Performio, and other related tools a plus