Leads Sales Strategy and Operations for International and Channel segments, overseeing planning, territory and partner coverage, quotas, forecasting, pipeline management, reporting, dashboards, business reviews, and process innovation. Partners with senior sales, finance, legal, marketing, deal desk, and enterprise applications stakeholders. Manages and develops a growing operations team while improving partner productivity, forecast accuracy, CRM processes, and cross-border selling capabilities.
Who are we?
Smarsh empowers its customers to manage risk and unleash intelligence in their digital communications. Our growing community of over 6500 organizations in regulated industries counts on Smarsh every day to help them spot compliance, legal or reputational risks in 80+ communication channels before those risks become regulatory fines or headlines. Relentless innovation has fueled our journey to consistent leadership recognition from analysts like Gartner and Forrester, and our sustained, aggressive growth has landed Smarsh in the annual Inc. 5000 list of fastest-growing American companies since 2008.
Smarsh is looking for a Senior Manager of Sales Strategy & Operations to own Sales Ops for our International and Channel segments — two of our most complex, nascent, and highest-growth-opportunity segments. You'll own the full Sales Ops stack end to end, and you'll do it with a team: two direct reports from day one, with room to grow as these segments scale.
This role requires real autonomy. You'll partner with the VP of Channel Sales (US-based) and the VP of International Sales (UK-based), which means operating comfortably across time zones and building trust with a US-based leadership culture while representing the realities of international and partner-led selling. The ideal candidate is as comfortable setting multi-quarter strategy as they are rolling up their sleeves to build, fix and analyze.
How will you contribute?
- Own annual and in-year planning for International and Channel: territory and partner coverage design, account/partner segmentation, quota setting, and capacity planning.
- Translate segment strategy into operating plans and priorities in close partnership with the VP of Channel Sales and VP of International Sales.
- Navigate the added complexity of these segments — multi-region/currency dynamics for International, and co-sell, deal registration, and partner incentive structures for Channel.
- Run forecasting and pipeline management for both segments, including the added layer of partner-sourced and partner-influenced pipeline.
- Build and maintain the operating rhythm — pipeline reviews, forecast reviews, QBRs — adapted to work across US and London time zones.
- Partner with Deal Desk, Finance, and Commissions on deal structuring, channel incentive design, and quota attainment for your segments.
- Build the reporting and dashboards that give both VPs a trusted, real-time view of pipeline, forecast, and partner/channel performance.
- Use cohort, funnel, and partner-productivity analysis to explain what's driving — or blocking — growth in these nascent segments, and recommend what to do about it.
- Own the analytics behind monthly and quarterly business reviews for International and Channel.
- Partner with Enterprise Applications to translate International and Channel Ops needs (e.g., partner portals, multi-currency reporting, deal registration workflows) into systems requirements and roadmap priorities.
- Build strong working relationships with Finance, Legal, and Marketing on the cross-border and partner-specific considerations these segments carry.
- Represent International and Channel needs in global Sales Ops forums, influencing shared processes and tooling without owning them outright.
- Bring an AI-first mindset to two segments that are still establishing their operating model — this is a chance to build the right processes from the start rather than retrofit them.
- Identify where AI and automation can improve forecast accuracy, partner/deal hygiene, and seller and partner productivity.
- Hire, coach, and develop a team (and grow it over time) across International and Channel Ops.
- Set clear priorities, operating standards, and growth paths for your team.
Sales strategy & planning
Forecasting, pipeline & revenue cadence
Reporting, analytics & business reviews
Cross-functional & systems partnership
AI & process innovation
Team leadership
What will you bring?
- 7+ years of experience in Sales Operations, Revenue Operations, or a closely related GTM function, ideally in B2B SaaS, including 3+ years as a people manager.
- Experience supporting international and/or channel/partner sales motions, including the added complexity of multi-region or partner-led selling.
- Deep, hands-on experience with Salesforce or a comparable CRM, including reporting and dashboard build.
- Strong analytical skills — comfortable building models and pipeline/forecast analysis independently.
- Demonstrated ability to operate autonomously and partner effectively with US-based stakeholders and time zones.
- Experience partnering with VP-level stakeholders and driving alignment without direct authority.
- Experience designing channel/partner incentive structures or deal registration processes.
- Experience with multi-currency or cross-border reporting and compliance considerations.
- Background in management consulting or investment banking, particularly with an MBA.
Required Qualifications
Preferred Qualifications
What do we offer?
- Private Health Insurance
- Enhanced Assistance Program
- Employee Dental Plan
- Group Life Assurance (GLA)
- Wellness Reimbursement
- Pension employer match
- Internet Allowance
About our culture
Smarsh hires lifelong learners with a passion for innovating with purpose, humility and humor. Collaboration is at the heart of everything we do. We work closely with the most popular communications platforms and the world’s leading cloud infrastructure platforms. We use the latest in AI/ML technology to help our customers break new ground at scale. We are a global organization that values diversity, and we believe that providing opportunities for everyone to be their authentic self is key to our success. Smarsh leadership, culture, and commitment to developing our people have all garnered Comparably.com Best Places to Work Awards. Come join us and find out what the best work of your career looks like.
Smarsh London, England Office
One Canada Square, 24th Floor, London, United Kingdom, E14 5AB
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