Senior Manager, Sales Operations & Strategy

About Mood

Mood is a category-defining omni-channel hemp brand offering a full product suite across DTC online and retail partners. We are scaling fast and doing it profitably. We win through a premium product experience that brings best-in-class shopping to one of the most highly regulated industries. Our mission is simple: Enable access to premium hemp products of the highest quality, conveniently. We are still early in our journey, and the right leaders can make a lasting impact.

About the Role

We are seeking a high-performing Senior Manager, Sales Operations & Strategy to build and operationalize the systems, processes, and insights that power our commercial growth. As the first member of the Sales Operations & Strategy team, this individual will combine strategic thinking, data-driven problem-solving, and hands-on execution to enable scalable, predictable revenue growth.

The ideal candidate is a founder-type operator : someone excited to design from scratch, thrive in ambiguity, and partner directly with Sales, Marketing, Finance, Product, and leadership to deliver both immediate impact and long-term results.

Key Responsibilities

Go-to-Market Strategy & Planning

• Translate company growth objectives into actionable GTM strategies, sales goals, and operating rhythms.
• Partner with leadership to define segmentation, ICPs, territories, and quotas that maximize efficiency and ROI.
• Lead annual and quarterly GTM planning cycles, including sales coverage models, headcount capacity planning, and resource allocation.
• Provide strategic input on pricing, products, and incentive design to drive revenue performance.

Revenue Operations Infrastructure

• Own and optimize the CRM (Salesforce) and broader GTM tech stack (engagement, enablement, forecasting, analytics).
• Establish scalable workflows for lead management, pipeline governance, and forecasting accuracy.
• Implement and enforce data governance standards to ensure data integrity, reliability, and executive-level trust in reporting.
• Build integrations and automations that improve efficiency and enable end-to-end visibility across the funnel.
• Develop lead scoring, funnel tracking, and campaign attribution.

Analytics, Forecasting & Insights

• Design and maintain dashboards that provide clear visibility into pipeline health, funnel conversion, and forecast attainment.
• Deliver recurring insights to leadership on growth levers, risks, and opportunities across segments, channels, and products.
• Build models that support scenario planning, capacity management, and market expansion decisions.
• In partnership with the data team develop predictive analytics to improve forecast accuracy and identify leading indicators of performance.

Operational Excellence & Enablement

• Partner with Sales leaders to diagnose and eliminate process bottlenecks across the customer lifecycle.
• Build playbooks, onboarding materials, and training programs that reduce ramp time and improve productivity.
• Support the design and administration of compensation plans, ensuring alignment with company growth priorities.
• Drive adoption of systems, processes, and tools across GTM teams, fostering accountability and consistent execution.

Cross-Functional Collaboration

• Collaborate with Finance on forecasting, budgeting, and revenue reporting.
• Serve as a trusted advisor to sales leadership, providing data-driven insights that inform board-level discussions and investor updates.

Qualifications

• 6–10+ years of experience in Sales Operations, Revenue Operations, or GTM Strategy, ideally in high-growth consumer businesses.
• Proven ability to design and implement RevOps foundations from the ground up.
• Deep expertise with CRM and GTM systems (Salesforce, HubSpot, Gong, Outreach, Clari, ZoomInfo, etc.).
• Strong analytical and modeling skills; proficiency with Excel/Google Sheets, SQL, and BI tools (Tableau, Looker, etc.).
• Experience in territory design, quota setting, forecasting, and pipeline analytics.
• Exceptional communication and executive presence; able to influence across levels and functions.
• Thrives in a fast-paced, ambiguous environment and balances strategic planning with tactical execution.
• High ownership mindset; proven ability to deliver long-cycle projects while executing on immediate needs.

⚡ This role is built for a 10x performer : someone who can think like a strategist, operate like an owner, and execute like a builder .