Sales Strategy & Operations Manager

About the role

The Team The North America Revenue Strategy & Operations team is the operational engine behind Celonis’s go-to-market success in our highest-potential market. By unifying operations, analytics, and reporting infrastructure into a single, consistent model, the team eliminates friction, drives alignment, and gives our GTM organizations the data-driven foundation they need to scale. This role sits on the Revenue Strategy & Operations team as a dedicated business partner to North America Sales leadership — embedding with Regional Vice Presidents and their teams to bring operational rigor, clean data, and a steady cadence to how the field runs.

Responsibilities

• Serve as the dedicated Strategy & Operations partner to your portfolio of NAM Sales leaders — and their teams.
• Run the weekly forecast, pipeline inspection, and deal-review rhythm with your leaders; ensure roll-ups are accurate, risk-adjusted, and decision-ready for RVP and VP+ reviews.
• Inspect pipeline coverage, stage progression, and qualification rigor (MEDDPICC); surface gaps, aging, and slippage early, and partner with leaders and Account Executives (AEs) on the actions to close them.
• Support territory, quota, capacity, and headcount planning for your teams; model coverage scenarios and translate them into clean, executable plans.
• Build the recurring reporting packages, scorecards, and QBR narratives your leaders rely on, pulling structured data from Salesforce and internal tools into decision-ready outputs.
• Leverage AI GTM capabilities and agentic workflows to automate recurring reporting, accelerate deal and pipeline inspection, and make common analytical asks self-serve — simplifying how the field works and unlocking productivity.
• Partner on and help lead select strategic initiatives and planning workstreams for your coverage area, from framing the problem through execution and measured outcomes.
• Partner closely with your peer S&O Manager and the broader NAM & Global RevOps teams to keep the operating model consistent across the leadership bench, and collaborate on holistic initiatives spanning Sales, BDR, Partner, and Value Engineering.
• Spot friction in how the team operates, turn manual and repetitive work into documented, repeatable systems, and continuously improve the operating rhythm.

Qualifications

• 5+ years in Revenue Operations, Sales Operations, business operations, or a related GTM strategy/analytics role, preferably within B2B SaaS.
• Expert-level proficiency in Salesforce for reporting and analysis, combined with strong hands-on experience across BI tools and internal reporting infrastructure.
• Fluency and curiosity around AI use cases for GTM and operations — hands-on experience or a strong drive to leverage AI GTM capabilities and agentic workflows to automate recurring work, accelerate analysis, simplify how the field operates, and drive productivity gains.
• Deep business acumen — the ability to move beyond what the data says to why it matters, identifying the right KPIs to measure and grow revenue.
• Proven experience partnering with or within B2B sales teams (former BDR, Account Executive, or Sales Manager, OR extensive direct support of sales leaders) with a track record of operational improvements that demonstrably drove results.
• Demonstrated ability to run recurring forecast and pipeline cadences and to maintain dashboards, scorecards, and reporting packages with a high bar for data accuracy.
• Comfortable partnering with RVP and VP+ leaders on a weekly basis; exceptional stakeholder management; you build trust and drive initiatives to full adoption.
• An analytical and investigative mindset, comfortable combining quantitative analysis with qualitative feedback to uncover root-cause problems.
• Familiarity with the broader GTM tech stack and data infrastructure (e.g., Salesloft, ZoomInfo or other enrichment tools, compensation tools, Snowflake) is an advantage.
• Excellent communication and presentation skills, with the ability to articulate complex problems and recommendations clearly to senior leadership.
• Highly organized with strong attention to detail; able to manage multiple recurring cadences and ad hoc requests without dropping threads, and comfortable operating with ambiguity in a fast-scaling environment.
• Based in Raleigh or the surrounding area and able to commute to the office up to 3 days per week.