Sales Strategy & Operations Manager

Job description

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 presentation skills, with the ability to articulate complex problems and recommendations clearly to senior leadership. - Highly organized with strong attention to detail; able to manage multiple recurring cadences and ad hoc requests without dropping threads, and comfortable operating with ambiguity in a fast-scaling environment. - Based in Raleigh or the surrounding area and able to commute to the office up to 3 days per week. ***Visa Sponsorship currently not offered for this position*** **What Celonis can offer you:** - Pioneer Innovation: Work with the global leader in Process Mining and the Process Intelligence Graph to shape the future of AI-driven business operations. - Ownership from Day 1: Every full-time "Celonaut" is an owner, receiving Restricted Stock Units (RSUs) and merit-based refresh grants. - Unrivaled Family Support: Benefit from our inclusive parental leave policy—24 weeks of fully paid leave for primary carers and 12 weeks for supporting carers, available from your first day of employment. - Work-Life Integration: Enjoy Unlimited PTO (in applicable regions) and generous PTO globally, as well as a flexible hybrid work model that balances remote focus with vibrant office collaboration. - Continuous Growth: Elevate your skills through our 70-20-10 learning framework, mentorship programs, and access to a dedicated learning platform. - Holistic Well-being: Prioritize your health with subsidized Wellhub memberships, mental health counseling, and dedicated "Wellness Weeks" that prioritize work/life balance. - Drive Sustainability: Participate in annual Impact Days, where you receive paid time off to volunteer for community and environmental causes with your local office, or virtually. - Global Inclusion & Belonging: Find community through our Inclusion Think Tank and participate in our annual Inclusion Days, ensuring every voice is heard and valued. - Value-Driven Impact: Join a mission-led organization where our core values—Live for Customer Value, The Best Team Wins, We Own It, and Earth Is Our Future—drive every decision. **About Us:** Celonis is the trusted platform to industrialize Enterprise AI, empowering organizations to analyze, design, and operate AI-driven processes. The Celonis Platform is powered by the Celonis Context Model, which combines process data, business knowledge, and intelligence to create a living digital twin of the enterprise that AI can understand — turning AI’s operational blind spots into operational clarity. Industry-leading companies around the world trust Celonis and its global ecosystem of partners to make their AI agents, people, systems, and processes work together, achieving transformational outcomes. Celonis is headquartered in Munich, Germany, and New York City, USA, with more than 20 offices worldwide. Get familiar with the Celonis Process Intelligence Platform by watching this [video](https://www.youtube.com/watch?v=YR5oRJGhJYg&list=PLuVor-ZUD4pnM6G33C5D0tjXUvlTPYBRe). **Celonis Inclusion Statement:** At Celonis, we believe our people make us who we are and that “The Best Team Wins”. We know that the best teams are made up of people who bring different perspectives to the table. And when everyone feels included, able to speak up and knows their voice is heard - that's when creativity and innovation happen. **Your Privacy:** Any information you submit to Celonis as part of your application will be processed in accordance with Celonis’ [Accessibility and Candidate Notices](https://www.celonis.com/careers/candidate-notices) By submitting this application, you confirm that you agree to the storing and processing of your personal data by Celonis as described in our [Privacy Notice for the Application and Hiring Process](https://www.celonis.com/careers/privacy-notice/). Please be aware of common job offer scams, impersonators and frauds. Learn more [here](https://www.celonis.com/careers/fraud-alert/).