Senior Sales Strategy & Operations Manager

Armada · Sacramento, United States

Armada is the hyperscaler for the edge, delivering modular AI infrastructure from first deployment to AI factory with speed, scale and sovereignty. Named one of Fast Companys Most Innovative Companies and to the CNBC Disruptor 50, Armada’s solutions are deployed in over 60 countries globally for organizations ranging from energy to defense.
With nearly $500 million in funding to date, Armada is backed by leading investors including Founders Fund, Lux, BlackRock and Microsoft (M12), alongside strategic partnerships with Microsoft, Dell, Palantir, NVIDIA, SpaceX, and Skydio. We are building the infrastructure layer for sovereign and edge AI - rugged, deployable compute for customers that cannot rely on centralized cloud.
You’ll tackle challenges that haven’t been solved before and help build something transformative from the ground up. What you do here will not only define your career but help further Armada’s mission to bridge the digital divide for customers around the world.

About the Role

We are seeking a Senior Sales Strategy & Operations

Manager to own the go-to-market operating cadence for Armadas global sales organization. This role sits within the Revenue Operations team, reporting to the Director, Sales Operations. This role will serve as a key business partner to Sales Leadership, Finance, Deal Desk, and members of the larger RevOps team, ensuring that our sales organization is optimized for scale, efficiency, and predictable growth across our suite of offerings. It serves as the operational backbone for territory and capacity planning, forecasting, pipeline management, and sales performance reporting across our hardware and software portfolio.

The first is the recurring operating rhythm of the business: forecast management, pipeline inspection, territory design and calibration, quota allocation, and the reporting sales leadership runs the business on. The second is transition support as Armadas business units evolve, including planning for evolving or new lines of business and the territory, quota, and compensation that accompanies it.

This is a

senior individual contributor role for someone who wants ownership of key planning workstreams

rather than a narrow analytical lane. Youll join at a pivotal moment,

helping build

the operating model that scales Armadas sales organization as it brings edge AI infrastructure to customers around the world.

This role is remote-based on the continental US.

Partner with

sales leadership on regional GTM 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 the reporting structure and format sales leadership depends on, including dashboards and recurring deliverables, and recommend

definitions of core revenue metrics
Own the forecast operating rhythm for business unit(s): call preparation, roll-up, commit and category hygiene, and forecast accuracy tracking over time
Drive pipeline hygiene and the 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, and 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 the analysis and options that inform coverage decisions
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 and systems separation inputs
Bachelors Degree required; 8+ years of experience in sales strategy, sales operations, revenue operations or an equivalent analytical function; 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 a comparable CRM
~ Ability to translate complex, ambiguous analysis into concise narratives for senior leaders, and to influence and persuade key partners outside your own function
~ Comfort operating with limited structure, and a builders instinct for establishing process where none exists
~ Demonstrated discretion handling compensation and other sensitive data

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 a sales compensation platform such as CaptivateIQ, Xactly or Spiff
Experience supporting a business unit creation or separation
Familiarity with BI tooling such as Tableau, Looker or Sigma, and SQL proficiency
Prior experience in a public sector, defense or other regulated sales environment
In addition to base salary, this role will also be offered equity and subsidized benefits (details available upon request) .
We use a geographic pay structure based on cost-of-labor markets.
Competitive base salary and equity
~ Medical, dental, and vision (subsidized cost)
~ Health savings accounts (HSA), flexible spending accounts (FSA), and dependent care FSAs (DCFSA)
~ Retirement plan options, including 401(k) and Roth 401(k)
~ 14 paid company holidays per year

#LI-Remote
Youre intellectually curious, have strong business acumen, and actively seek opportunities to build relevant skills and knowledge
You focus on business success and are motivated by team accomplishment vs personal agenda
As an equal opportunity employer, we strictly prohibit discrimination or harassment based on race, color, gender, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or any other characteristic protected by law. This policy applies to all employment decisions, including hiring, promotions, and compensation. Our hiring is guided by qualifications, merit, and the business needs at the time.