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Salary: USD 136,880 - 171,100 / annual
Armada is a hyperscaler for edge AI infrastructure, delivering modular solutions deployed across 60+ countries for organizations in energy, defense, and other sectors. Backed by nearly $500M in funding from Founders Fund, Lux, BlackRock, and Microsoft (M12), with strategic partnerships including Microsoft, Dell, Palantir, NVIDIA, SpaceX, and Skydio, Armada is building the infrastructure layer for sovereign and edge AI.
You will own the go-to-market operating cadence for Armada's global sales organization as a Senior Sales Strategy & Operations Manager within the Revenue Operations team, reporting to the Director of Sales Operations. This is a senior individual contributor role focused on ownership of key planning workstreams rather than a narrow analytical lane.
Key Responsibilities:
- Partner with sales leadership on regional go-to-market strategies, providing analysis and recommendations that inform planning and execution
- Support monthly and quarterly business reviews, translating performance data into clear narratives and recommended actions
- Maintain and refine reporting structures, dashboards, and recurring deliverables; recommend definitions of core revenue metrics
- Own the forecast operating rhythm: call preparation, roll-up, commit and category hygiene, and forecast accuracy tracking
- Drive pipeline hygiene and inspection cadence across regions and business units
- Build capacity, headcount, and ramp models that size the sales organization against revenue targets
- Design, build, and calibrate territory structure in partnership with sales leadership; allocate quota against approved coverage models
- Maintain account plans and target account definitions in partnership with regional leaders
- Own go-to-market roster management, ensuring joiners, movers, and leavers are reflected in payee records, plan assignment, and quota allocation
- Partner on segmentation and coverage model design, building analysis and options that inform coverage decisions
- Develop compensation scenarios and market benchmarking to support plan design
- Administer the sales compensation platform, including plan configuration, period close, and payout validation
- Support business unit evolution and creation, including territory and quota re-cuts, compensation plan migration, roster splits, and data/systems separation inputs
- Apply AI tools and automation to support go-to-market strategy and accelerate recurring analysis and reporting
- Partner with RevOps, Accounting, Finance, People, and Engineering teams with clear ownership boundaries
The role carries two mandates: (1) the recurring operating rhythm of the business—forecast management, pipeline inspection, territory design, quota allocation, and sales performance reporting—and (2) transition support as Armada's business units evolve, including planning for new lines of business and associated territory, quota, and compensation changes.
You'll join at a pivotal moment, helping build the operating model that scales Armada's sales organization as it brings edge AI infrastructure to customers around the world. The ideal candidate is analytically rigorous, thrives in ambiguity, and drives to decisions quickly.
REQUIREMENTS:
- Bachelor's Degree required; Master's Degree may substitute for two years of experience
- 8+ years of experience in sales strategy, sales operations, revenue operations, or equivalent analytical function (consulting, banking, and corporate strategy backgrounds welcome)
- Demonstrated ownership of territory design, quota allocation, capacity modeling, and forecast management
- Advanced Excel or Google Sheets skills, including modeling, pivot tables, and formula-driven analysis
- Working knowledge of Salesforce or comparable CRM
- Ability to translate complex, ambiguous analysis into concise narratives for senior leaders; ability to influence and persuade key partners outside your function
- Comfort operating with limited structure and a builder's instinct for establishing process where none exists
- Demonstrated discretion handling compensation and other sensitive data
PREFERRED QUALIFICATIONS:
- Experience supporting multi-vertical, multi-geography sales teams that sell both hardware and software
- Experience supporting complex, multiparty sales motions to critical heavy industrial or defense customers
- Hands-on experience with sales compensation platforms such as CaptivateIQ, Xactly, or Spiff
- Experience supporting business unit creation or separation
- Familiarity with BI tooling such as Tableau, Looker, or Sigma; SQL proficiency
- Proficiency using AI tools as part of daily workflow rather than experimentally
- Prior experience in public sector, defense, or other regulated sales environment
