Sales Strategy and Operations Manager (IC)

Sales Strategy and Operations Manager (IC) – Job Description

Role summary: The Sales Strategy and Operations Manager (IC) will partner directly with the sales leadership team to shape and execute Nebius’ go-to-market strategy and drive operational excellence across the full revenue lifecycle for our Americas selling teams. You will act as a strategic business partner to Sales leadership, supporting the go-to-market strategy through data-driven insights, process optimization, and operational excellence. This role will own key processes related to quarterly planning cycles, territory alignment, forecast accuracy, pipeline health, and CRM governance, ensuring operational consistency across the region and providing visibility into performance metrics that drive revenue outcomes.

What you'll do

• Support Sales leadership in weekly forecast reviews and pipeline inspections
• Maintain and improve forecast tracking models and reporting structures
• Build and maintain dashboards in CRM / BI tools to monitor bookings, pipeline generation, conversion rates, and attainment
• Ensure CRM data hygiene and enforce standardized pipeline management practices
• Support territory alignment updates and account ownership changes
• Assist in quarterly planning cycles (target tracking, headcount tracking, performance visibility)
• Partner with Finance on revenue visibility and reporting alignment
• Monitor lead routing logic and GTM workflows across HubSpot and Salesforce
• Identify process gaps and propose operational improvements
• Support documentation of GTM processes and internal playbooks
• Assist with system enhancements and new tool rollouts
• Provide ad-hoc analysis to support business decisions

Requirements

• 6-7+ years of experience in Sales Operations, Revenue Operations, Business Operations, or a similar analytical function (preferably in Cloud, SaaS, or other technology)
• Strong hands-on experience with CRM systems (Salesforce and HubSpot)
• Experience working with forecasting processes and pipeline reporting
• Proficiency in Excel/Google Sheets and SQL; experience working with large datasets
• Strong attention to detail and ability to manage multiple priorities
• Clear communication skills and ability to collaborate cross-functionally
• Comfortable working in a fast-paced, scaling environment

Who you are

• Proactive, detail-oriented, and analytical
• Structured thinker with execution rigor
• Collaborative across Finance, Marketing, and GTM stakeholders
• Able to work remotely in the United States

Tech stack

• CRM systems: Salesforce, HubSpot
• BI tools and dashboards (as applicable)
• SQL for data analysis
• Excel/Google Sheets for data manipulation

Team description

Part of the sales operations function supporting the Americas market, partnering with Sales leadership and cross-functional stakeholders to drive revenue visibility, forecasting accuracy, and operational efficiency in a fast-growing environment.

Benefits & perks (US)

• Health insurance: 100% company-paid medical, dental, and vision coverage for employees and families
• 401(k) plan: Up to 4% company match with immediate vesting
• Parental leave: 20 weeks paid for primary caregivers, 12 weeks for secondary caregivers
• Remote work reimbursement: Up to $85/month for mobile and internet
• Disability & life insurance: Company-paid short-term, long-term and life insurance coverage

Compensation

Base Compensation Range $137,600 — $172,000 USD (actual compensation determined based on experience, skills, qualifications, role level, and location).

Perks & culture

• Competitive compensation
• Career growth and learning opportunities
• Flexibility and ownership
• Collaborative and innovative culture
• Opportunity to work on impactful AI projects
• International environment and talented teams

Equal Opportunity

Nebius is an equal opportunity employer. We are committed to fostering an inclusive and diverse workplace and providing equal employment opportunities in all aspects of employment. We do not discriminate on various bases and applicants must be authorized to work where they apply. Accommodations during the application process available on request.