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Salary: USD 139,000 - 164,000 / annual
Picnic is reinventing the workplace lunch experience by partnering with top local restaurants and batching orders to provide high-quality, individually packed meals to companies without fees or tips.
You will be Picnic's first dedicated Sales Operations hire, responsible for designing and building the operational foundation that supports commercial growth. This is a senior individual contributor role with a clear path to building and leading a team as the company scales.
Key responsibilities:
• Own the reporting layer end-to-end: define, build, and maintain pipelines for pipeline, forecast, conversion, productivity, and territory performance metrics, replacing ad hoc analysis with self-serve, consistent reporting.
• Design and implement the regional territory model in Salesforce as an enforceable system, including assignment and routing rules, and own ongoing rebalancing as the team and map evolve.
• Build and run Book of Business processes: account ownership, transitions when reps join or leave, and rules of engagement between national and local accounts, turning manual, high-risk exercises into routine ones.
• Own the prospecting universe: manage what data goes in, how it's enriched and scraped from external sources, how it reconciles with the CRM, and how sellers get usable, targeted lists weekly.
• Design and run commissions and quota: build plans with commercial leadership, own calculation logic, and ensure every commission statement is accurate.
• Own Salesforce as the system of record: object model, validation rules, automation, and data quality, deciding what's worth enforcing to keep commercial data accurate and reliable at scale.
Requirements:
• Strong, daily SQL skills: ability to model data, debug queries, and diagnose why a number is wrong before knowing what it should be.
• Deep Salesforce expertise as a system (not just UI): object model, record types, validation rules, assignment/matching rules, flows, and clear judgment on when automation is the wrong answer.
• Experience building sales operations from a low base at a fast-growing company, including designing (not just maintaining) a territory model and running a full commission cycle.
• Comfort owning the numbers you produce: able to show the derivation of any figure and equally comfortable saying "I don't know" when that's the honest answer.
• Ability to work with ambiguity that won't resolve on its own: much of this role is deciding on the right definition, documenting it, and driving company-wide adoption.
Preferred skills:
• Experience with a warehouse-first analytics stack rather than reporting solely inside the CRM.
• Background in data enrichment, web scraping, or third-party data pipelines.
• Experience in field sales, restaurant, logistics, or marketplace operations, where physical delivery makes data messier than typical SaaS environments.
• Prior experience as the first operations hire at a company.
