Sr. Manager, Sales Strategy and Operations - Omni + OBT

Responsibilities

• Strategy and Planning
• Own the go-to-market strategy for Omni and OBT, including partner segmentation, account scoring, coverage design, and rules of engagement with the direct sales team.
• Partner with GTM Finance on the capacity model, quotas, and headcount plan.
• Define the metrics and instrumentation for the business, including partner pipeline, time to launch, partner-sourced bookings and GMV, and active TMCs.
• Build and run the operating cadence: annual planning, weekly pipeline reviews, monthly business reviews, and forecasting.
• Partner and Distribution Motion
• Define and standardize the sales process: opportunity types, stages, exit criteria, routing, and handoffs from signed deal through partner onboarding and launch.
• Partner with Revenue Enablement to translate strategy into training, playbooks, and tools the field will use.
• Partner with GTM Finance on comp design and visibility.
• AI, Systems, and Insights

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