Sales Strategy & Operations Manager

About this role

Celonis is the trusted platform to industrialize Enterprise AI. At our core is the Celonis Context Model — which combines process data, business knowledge, and intelligence into a living digital twin of the enterprise that AI can actually understand, turning AI's operational blind spots into operational clarity. World's leading companies trust Celonis and its global ecosystem of partners to make their AI agents, people, systems, and processes work together, achieving transformational outcomes. We believe there's a massive opportunity to unlock global productivity and sustainability by giving AI the context to understand how every business process really works. Join our mission to make processes work for people, companies, and the planet.

The Team

The North America Revenue Strategy & Operations team is the operational engine behind Celonis’s go-to-market success in our highest-potential market. By unifying operations, analytics, and reporting infrastructure into a single, consistent model, the team eliminates friction, drives alignment, and gives our GTM organizations the data-driven foundation they need to scale. This role sits on the Revenue Strategy & Operations team as a dedicated business partner to North America Sales leadership — embedding with Regional Vice Presidents and their teams to bring operational rigor, clean data, and a steady cadence to how the field runs.

The Role

Based in our Raleigh hub, you are the Strategy & Operations business partner to a portfolio of North America Sales leaders — three Regional Vice Presidents (RVPs) plus at least one adjacent GTM leader — and their teams. You’ll operate alongside a peer Strategy & Operations Manager, splitting coverage of the six-RVP NAM Sales leadership team between you so that every leader has a dedicated operator in their corner.

It’s a hands-on, high-impact role: you own the forecast and pipeline cadence for your leaders, turn scattered inputs into a clear and reliable operating picture, and sit shoulder-to-shoulder with RVPs, Sales Directors (SD), and VP+ leaders every week. You’ll be mentored by senior operations leaders as you take ownership, and you’ll help the function get smarter over time by leveraging AI GTM capabilities to make recurring work faster, more scalable, and simpler for the field Account Executives (AEs) — unlocking real productivity gains.

The work you’ll do

• Be the business partner: Serve as the dedicated Strategy & Operations partner to your portfolio of NAM Sales leaders — and their teams.

• Own the forecast and pipeline cadence: Run the weekly forecast, pipeline inspection, and deal-review rhythm with your leaders; ensure roll-ups are accurate, risk-adjusted, and decision-ready for RVP and VP+ reviews.

• Drive pipeline health and hygiene: Inspect pipeline coverage, stage progression, and qualification rigor (MEDDPICC); surface gaps, aging, and slippage early, and partner with leaders and Account Executives (AEs) on the actions to close them.

• Enable planning and capacity: Support territory, quota, capacity, and headcount planning for your teams; model coverage scenarios and translate them into clean, executable plans.

• Prepare leadership reporting and QBRs: Build the recurring reporting packages, scorecards, and QBR narratives your leaders rely on, pulling structured data from Salesforce and internal tools into decision-ready outputs.

• Operate AI-native: Leverage AI GTM capabilities and agentic workflows to automate recurring reporting, accelerate deal and pipeline inspection, and make common analytical asks self-serve — simplifying how the field works and unlocking productivity.

• Lead strategic initiatives: Partner on and help lead select strategic initiatives and planning workstreams for your coverage area, from framing the problem through execution and measured outcomes.

• Build tight interlocks: Partner closely with your peer S&O Manager and the broader NAM & Global RevOps teams to keep the operating model consistent across the leadership bench, and collaborate on holistic initiatives spanning Sales, BDR, Partner, and Value Engineering.

• Make the function better as you go: Spot friction in how the team operates, turn manual and repetitive work into documented, repeatable systems, and continuously improve the operating rhythm.

The qualifications you need

• 5+ years in Revenue Operations, Sales Operations, business operations, or a related GTM strategy/analytics role, preferably within B2B SaaS.

• Expert-level proficiency in Salesforce for reporting and analysis, combined with strong hands-on experience across BI tools and internal reporting infrastructure.

• Fluency and curiosity around AI use cases for GTM and operations — hands-on experience or a strong drive to leverage AI GTM capabilities and agentic workflows to automate recurring work, accelerate analysis, simplify how the field operates, and drive productivity gains.

• Deep business acumen — the ability to move beyond what the data says to why it matters, identifying the right KPIs to measure and grow revenue.

• Proven experience partnering with or within B2B sales teams (former BDR, Account Executive, or Sales Manager, OR extensive direct support of sales leaders) with a track record of operational improvements that demonstrably drove results.

• Demonstrated ability to run recurring forecast and pipeline cadences and to maintain dashboards, scorecards, and reporting packages with a high bar for data accuracy.

• Comfortable partnering with RVP and VP+ leaders on a weekly basis; exceptional stakeholder management; you build trust and drive initiatives to full adoption.

• An analytical and investigative mindset, comfortable combining quantitative analysis with qualitative feedback to uncover root-cause problems.

• Familiarity with the broader GTM tech stack and data infrastructure (e.g., Salesloft, ZoomInfo or other enrichment tools, compensation tools, Snowflake) is an advantage.

• Excellent communication and

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