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Salary: USD 232,000 - 261,000 / annual
Discord is seeking a Sales Operations Manager to build the revenue operations function from the ground up, supporting the company's rapidly scaling advertising business. This is a hands-on, individual contributor role—not a people management position—where you'll be the sole Strategy & Operations hire supporting Discord's ad sales leadership.
You will own revenue forecasting and pipeline management, presenting weekly and monthly analyses to leadership on revenue growth, risks, and opportunities. You'll instrument and define pipeline and business health metrics within Salesforce, building the analytics infrastructure for this function from scratch. Your work will include leading strategic assessments for new market expansion, sales team scaling, and go-to-market optimization.
Key responsibilities include partnering independently with sales leadership on territory design, account segmentation, and coverage models to maximize revenue and seller productivity. You'll lead the annual and quarterly goal-setting process, ensuring quota targets are data-driven, equitable, and aligned with business ambitions. You'll analyze sales cycle trends, win/loss patterns, and conversion rates to surface actionable insights that improve sales effectiveness. Additionally, you'll drive continuous improvement of processes, tools, and workflows to increase efficiency and selling time.
This role emphasizes leveraging AI tools, workflows, and automation to scale your output on high-priority problems. You'll present to executives, partner cross-functionally, and operate independently without a manager in the room.
REQUIREMENTS:
- 9+ years of hands-on, individual contributor experience in strategy and operations, sales operations, or management consulting at a fast-growth company
- Proven experience building a function or process from ambiguity and scratch, not just refining existing ones
- Executive presence and strong independent stakeholder management; comfortable presenting to C-level executives and defending recommendations
- Demonstrated ability to develop analysis yielding actionable insights from complex data sets; can define unique metrics and implement new approaches
- Proven, hands-on AI adoption in daily work, including agentic workflows, automated analysis, and AI-assisted deliverables; specific examples of scaling output through AI
- No-ego, roll-up-your-sleeves mentality; comfort thriving in ambiguous, fast-paced environments
- Experience with CRM systems (Salesforce) and analytics tools proficiency
BONUS:
- Experience working directly with sales leaders or in media/advertising
- Background in sales ops, rev ops, or sales finance at well-resourced companies followed by smaller, scrappier environments
- Management consulting background
- Startup experience
