Sales Operations Manager

Discord is used by over 200 million people every month for many different reasons, but there’s one thing that nearly everyone does on our platform: play video games. Over 90% of our users play games, spending a combined 1.5 billion hours playing thousands of unique titles on Discord each month. Discord plays a uniquely important role in the future of gaming. We are focused on making it easier and more fun for people to talk and hang out before, during, and after playing games.

This position is San Francisco based only. 

We are looking for a Sales Operations Manager to join our newly established sales team that is taking our new Advertising Solution to market. This important role will be responsible for standing up strategic functions within Sales Ops to drive efficiency for the Sales team. This role will require cross-functional collaboration between sales, marketing, and product teams. We are seeking a candidate who is passionate about games, the game industry and at the same time possesses a deep and proven experience of online advertising, strategy and operations within an ad sales org, and data analysis, coupled with strong leadership and communication skills. 

As we grow this business you will be working in a zero to 1 environment helping build the sales operation function from the ground up.  This role will report into the Director of Sales Operations, Strategy.

What you'll be doing:

• Develop analysis and insights that support pipeline management, revenue forecasting, territory definition, target setting, and incentive plan implementation.
• Create and continually refine reports that track key performance metrics to evaluate the effectiveness of sales efforts and drive continuous improvement – including analysis of sales pipeline data to identify optimization opportunities.
• Build analysis and industry benchmark to inform Discord rate cards, packaging, and pricing.
• Contribute to quantitatively and qualitative models that measure impact of non-standard deals (e.g., balancing customer needs, sales targets, profitability, and other strategic opportunity / risk factors).
• Implement programs that ensure sales efforts are synchronized with new product capabilities, features, packaging pricing, marketing beats.
• Implement and manage best practices around the sales CRM system to ensure accurate and up-to-date information on leads, opportunities, and customer interactions.
• Contribute to monthly, quarterly internal sales reviews, and annual sales planning efforts.

What you should have:

• 6+ years of experience in sales operations, revenue operations, or pricing and yield management in digital media and advertising.
• Proven track record of developing analysis, insights, and recommendations for a sales org.
• Ability to be nimble and manage competing priorities in a zero to 1 environment and a fast sales growing team.
• Proven experience in analyzing / executing across a wide variety of pricing, packaging, deal structures in the digital advertising space.
• Strong analytical skills with ability to derive actionable insights from complex data sets.
• Deep experience in the ad industry and ad tech ecosystem.
• Experience with CRM systems (e.g., Salesforce) and proficiency in sales analytics tools.
• Excellent communication skills, with the ability to motivate and inspire a team.

The US base salary range for this full-time position is $232,000 - $261,000

Why Discord? 

Discord plays a uniquely important role in the future of gaming. We're a multiplatform, multigenerational and multiplayer platform that helps people deepen their friendships around games and shared interests. We believe games give us a way to have fun with our favorite people, whether listening to music together or grinding in competitive matches for diamond rank. Join us in our mission! Your future is just a click away!

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