Manager, Sales Strategy & Operations – Specialist Overlay Teams

About the Role

We are seeking a Manager of Sales Strategy & Operations to support our specialist overlay teams and help scale their impact across the sales organization. This role will partner closely with sales leadership, specialist team leads, finance, marketing, and enablement to improve how our specialist teams engage in sales cycles, prioritize opportunities, measure performance, and drive revenue outcomes.

Our specialist overlay teams include Token Factory, which supports inference-related sales motions, and our Vertical Leaders, who bring deep industry expertise into customer conversations and strategic sales cycles. This role will be responsible for building the operating rhythms, analytics, processes, and strategic recommendations that help these teams work efficiently with core sales teams and maximize customer and business impact.

Key Responsibilities

Sales Strategy & Planning

• Develop and manage the strategy and operating model for specialist overlay engagement across the sales organization

• Partner with sales and specialist leadership to define where and how specialist teams should be deployed across segments, regions, verticals, and deal types

• Support annual and quarterly planning, including coverage models, capacity planning, revenue targets, account prioritization, and resource allocation for specialist teams

• Translate business objectives into clear sales strategies, operating plans, and measurable goals

Operating Model

• Design and improve the processes that govern how specialist teams engage with account executives during sales cycles to increase deal velocity, win rates, and customer relevance

• Create clear rules of engagement, qualification criteria, intake processes, handoff models, and escalation paths for specialist support

• Continuously track utilization, coverage, and effectiveness of specialist resources to ensure the highest-value opportunities receive the right level of support

Performance Management & Analytics

• Build reporting and dashboards to measure specialist team impact on pipeline generation, pipeline progression, win rates, deal size, sales cycle length, product attach, inference revenue, and vertical penetration.

• Define KPIs and success metrics for Token Factory and Vertical leader engagement

• Analyze specialist involvement across sales opportunities to identify patterns, bottlenecks, and areas for improvement

• Prepare regular business reviews for sales leadership, including insights, risks, recommendations, and action plans

Cross-Functional Execution

• Serve as the operational partner to specialist team leads, helping them manage priorities, business rhythms, and execution against goals

• Collaborate with enablement to develop training, playbooks, and sales guidance that help account teams effectively leverage specialist resources

• Partner with marketing and product teams to align specialist sales motions with campaigns, product launches, customer use cases, and vertical messaging

• Ensure CRM workflows, data capture, pipeline stages, and reporting infrastructure support specialist overlay motions

• Support strategic initiatives that will help to accelerate revenue across Token Factory sales or support Vertical market expansion

Required Experience

• 7-8+ years of experience in sales strategy, revenue operations, business operations, consulting, sales planning, or related role

• Experience supporting enterprise sales, specialist sales, overlay teams, technical sales, industry teams, or complex B2B go-to-market motions

• Strong analytical skills with the ability to translate data into actionable business recommendations

• Experience building dashboards, operating rhythms, business reviews, and performance management frameworks

• Strong understanding of sales pipeline management, forecasting, territory planning, account prioritization, and sales productivity metrics

• Excellent communication and stakeholder management skills, with the ability to influence senior sales and cross-functional leaders

• Comfort operating in a fast-moving, ambiguous environment with multiple priorities

• Experience with CRM and BI tools such as Salesforce, HubSpot, Looker, Tableau, or similar platforms

• Proficiency in Excel/Google Sheets and SQL; experience working with large datasets