Sales Operations Manager - Full-time

🔍 Role Summary

• Title: Sales Operations Manager
• Location: San Francisco Bay Area (relocation required if not local)
• Salary: $232K – $261K base + equity + benefits
• Team: Advertising Solutions (early-stage)
• Reports to: Director of Sales Operations, Strategy
• Job Type: Full-time

🎯 Mission

Build the foundational sales operations function for Discord’s new ad-based monetization product. This is a "zero-to-one" role, meaning you'll help architect operational systems, revenue forecasting tools, and pricing strategies from scratch.

✅ Core Responsibilities

• Sales Analytics: Forecasting, pipeline management, territory and incentive planning.
• Pricing Strategy: Develop rate cards, evaluate non-standard deals, create packaging models.
• CRM Optimization: Manage Salesforce usage, ensure accuracy in sales data.
• Cross-Functional Leadership: Align product, marketing, and sales operations around new feature releases and ad packages.
• Performance Reporting: Build dashboards to track KPIs, drive insight-driven decisions.
• Sales Enablement: Contribute to internal reviews and long-term sales planning.

🧠 Ideal Candidate Profile

• Experience:
• 6+ years in sales operations or pricing/yield management in digital media.
• Proven record in ad tech or advertising-focused companies (e.g., Meta, Google, Snap, Roku).
• Skills:
• Strong analytical & financial modeling skills.
• Deep understanding of ad pricing models, media buying, and yield strategy.
• Mastery in CRM tools (Salesforce) and analytics platforms (e.g., Tableau, Looker, Excel).
• Cross-functional collaboration, especially in fast-moving or ambiguous environments.
• Soft Skills:
• Strategic thinker, but hands-on executor.
• Excellent communicator – can distill data into compelling narratives.
• Comfortable with ambiguity and iterative experimentation.

🌟 Bonus if You...

• Have experience launching ad operations at a new org (zero-to-one builder).
• Worked in gaming-related digital advertising.
• Understand Discord’s culture and can work well in a gamer-centric, community-oriented company.

🚩 Considerations

• High Compensation = High Expectations: With a base of up to $261K, the role likely requires senior-level expertise and strong leadership presence—even without direct reports initially.
• Startup Within a Scale-Up: You’ll be building inside a mature company, but on a very new product line. Expect fluid processes and rapid iteration.
• Relocation: Discord is serious about this being an in-market role. If you’re remote, you’ll need to plan for a move to the Bay Area.