Sales Operations Manager - San Francisco

🔹 Role Overview

Position: Sales Operations Manager

Location: San Francisco Bay Area (onsite/hybrid required)

Employment Type: Full-time

Salary Range: $232,000 – $261,000 USD (plus equity and benefits)

Reporting To: Director of Sales Operations, Strategy

🔹 Key Responsibilities

You’ll be a foundational player in building the Sales Ops function for Discord’s ad platform from the ground up—essentially a “zero-to-one” challenge within a company at scale.

Core Duties:

• 📊 Sales Performance & Forecasting:
• Build reporting/analytics on pipeline, forecasting, territory design, incentive plans.
• 💸 Pricing & Yield Strategy:
• Inform Discord’s advertising rate cards and packages via competitive analysis and modeling.
• 🧠 Insights & Optimization:
• Deliver strategic insights from sales data to drive productivity and revenue.
• 🔧 CRM Ownership:
• Ensure data hygiene, best practices, and reporting accuracy in systems like Salesforce.
• 🤝 Cross-functional Enablement:
• Align Sales with Product, Marketing, and Strategy teams to roll out new features, campaigns, and monetization plans.
• 🗓️ Planning & Reviews:
• Help run monthly/quarterly business reviews and contribute to annual planning cycles.

🔹 Required Qualifications

Discord is looking for someone with deep digital ad tech experience, coupled with strategic and operational skills to build from scratch in a fast-evolving ad business.

Must-Have Experience:

• ✅ 6+ years in Sales Ops, Revenue Ops, or Pricing/Yield Mgmt in digital media or advertising
• ✅ Expertise in CRM systems (Salesforce preferred) and data analysis tools (e.g., Excel, Looker, Tableau)
• ✅ Deep understanding of ad sales pricing models, packaging, and go-to-market strategies
• ✅ Demonstrated ability to build reporting frameworks and models for sales performance, forecasting, and deal evaluation
• ✅ Experience operating in early-stage (zero-to-one) or rapidly evolving orgs
• ✅ Exceptional analytical and communication skills

🟢 Ideal Candidate Traits

• 🎮 Gaming-adjacent or gaming-native: Passion for gaming is key — most of Discord’s ad inventory will be game-centric.
• 🧩 Builder mindset: Able to create systems and processes where none exist yet.
• 📈 Strategy meets execution: Can pivot between high-level strategic thinking and hands-on data analysis or tool implementation.
• 🤝 Cross-functional operator: You’ll work with Product, Marketing, Engineering, and the Sales org — communication skills are essential.
• 💡 Ad tech fluent: Understanding of industry standards like CPM, CPC, auction dynamics, header bidding, and SSPs/DSPs will be extremely helpful.