Head of Sales Strategy & Operations

Ibotta
Denver
Workplace: HybridFull timeUSD 255,000 - 290,000 annuallyFunction: Strategy & Corporate DevelopmentExperience: 15+ yearsEducation: bachelorsSkills: ["Executive presence","Leadership","Cross-functional collaboration","Strategic planning","Data-driven decision-making"]

Lead Sales Strategy & Operations for Ibotta’s Revenue Leadership Team, driving sales productivity across planning, compensation, reporting, pricing, and deal management. Own forecasting and territory planning analytics, evolve CRM processes in SFDC, and partner with Revenue Finance to refine pricing strategy. Partner cross-functionally to align go-to-market execution, report pipeline insights to sales leadership, and lead a high-performing team focused on growth, culture, and succession.

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Ibotta
Ibotta
1 month ago

Head of Sales Strategy & Operations

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Job Summary

Lead Sales Strategy & Operations for Ibotta’s Revenue Leadership Team, driving sales productivity across planning, compensation, reporting, pricing, and deal management. Own forecasting and territory planning analytics, evolve CRM processes in SFDC, and partner with Revenue Finance to refine pricing strategy. Partner cross-functionally to align go-to-market execution, report pipeline insights to sales leadership, and lead a high-performing team focused on growth, culture, and succession.
Location: Denver
Workplace: Hybrid
Employment Type: Full time
Job Function: Strategy & Corporate Development
Seniority: Sr. Director level

Key Responsibilities

  • •Set overarching Sales Operations strategy across Sales Operations, Sales Tooling, and Pricing & Deal Management, aligning Sales Process, Planning, Pricing, and Execution with Revenue Finance and Sales leaders.
  • •Lead sales analytics and sales compensation processes, including pipeline forecasting, territory planning, quota & compensation planning, and commissions payouts.
  • •Enable and automate accurate business planning and territory management, driving KPI reporting and insights for performance management and revenue opportunities.
  • •Drive CRM evolution and improvements (SFDC) to support best practices for sellers and sales management, ensuring timely processes that enhance sales results.
  • •Establish procedures and systems from prospect to cash, and partner with Revenue Finance to evaluate and evolve pricing strategy and execution of deal management.

Pay and Benefits

Salary: USD 255,000 - 290,000 annually
Equity and Bonus:Equity
Perks:Health InsuranceDentalVisionEquity401k

Key Requirements

  • •15+ years of progressive experience in Sales Operations, Revenue Strategy, or Go-to-Market leadership in high-growth B2B or B2C organizations.
  • •10+ years in leadership roles managing matrixed teams with multiple senior direct reports.
  • •Proven success leading enterprise Sales Operations or Revenue Operations at scale in fast-paced 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, and BI tools).
Experience:15+ years
Education:Bachelor's
Skills:Executive presenceLeadershipCross-functional collaborationStrategic planningData-driven decision-making
Tech Stack:SalesforceSFDCSalesforce CPQExcelPower BITableauXactlyPerformioBI toolsCRM

Eligibility

Work Authorization:Authorization required. Sponsorship not provided.

Company Brief

Ibotta
Ibotta is a mobile cashback and rewards platform that enables consumers to earn rebates and discounts on grocery, retail, and online purchases while providing brands and retailers with promotional and shopper insights.
Industry: E-commerce
Company Size: Large (251 to 1,000 employees)
Growth: Established Company
Funding: Series D
Headquarters: Denver, United States
Founded: 2012
WebsiteLinkedIn