Senior Manager, Sales Operations

About the Role:

The Senior Manager, Sales Operations, will support the field operations of PubMatic’s Americas Go to Market organization. This is a strategic, forward-looking role: the Senior Manager will drive territory planning and design, proactive revenue strategy and planning, and the operating cadence that keeps the field ahead of its number. The position also manages the support functions essential to sales force productivity, including planning, reporting, quota setting, sales process optimization, sales training, sales program implementation, and sales compensation design and administration.

Successful candidates will have a strong financial background and experience in supporting sales and business development teams. The ability to master dense financial data, assess sales operations processes, and provide recommendations to motivate field teams and drive revenue growth strategies is a requirement. The ideal candidate will have prior experience in supporting field operations teams in Ad Tech.

What You'll Do:

Own territory planning and design for the Americas field organization — including market segmentation, account coverage models, book-of-business allocation, and annual carve decisions that maximize seller productivity and revenue capture.
Drive proactive revenue strategy and planning — build the analytical foundation for growth targets, pipeline coverage models, white-space and share-of-wallet analysis and translate it into a clear plan of action for GTM leadership.
Act as a strategic thought partner to Americas sales leadership — surfacing risks and opportunities ahead of the number, shaping quarterly business reviews, and recommending where to invest headcount, focus, and resources.
Lead and manage sales forecasting, planning, and budgeting processes to ensure accurate, consistent, and timely reporting across the Americas Go to Market organization.
Design and administer sales incentive programs, including commissions and compensation structures, which align with corporate goals and motivate sales performance.
Collaborate with the Advertising Solutions team to identify and execute new business opportunities and optimize profitability across existing clients.
Co-own and collaborate in preparing weekly Go-to-Market Sales Meetings for the Americas regions, providing actionable insights to leadership and field teams.
Optimize sales processes and operational logistics to support cross-departmental company initiatives, ensuring timely execution and alignment with strategic goals.
Help drive Salesforce.com workflow improvements and automation strategies to improve user adoption, reporting accuracy, and operational transparency.
Support training and enablement initiatives that improve salesforce effectiveness and operational rigor.

Who You Are:

Minimum 6 years of professional experience, including 4 years in Sales Operations or related fields (e.g., Business Operations, GTM Strategy, Finance).
Bachelor’s degree from an accredited and recognized institution.
Proven experience supporting Go-to-Market organizations, ideally in the digital advertising space.
Strong problem-solving, collaboration, and analytical skills
High proficiency in Excel and comfort with large data sets.
Strong organizational and project management skills with excellent attention to detail.
Prior experience in a finance function, management consulting, or high-growth B2B SaaS environment.
Hands-on experience with Salesforce.com and related sales tech stack (e.g., Looker, Tableau).
Experience working with Claude or similar AI tools to automate reporting, analyze large data sets, and accelerate day-to-day sales operations workflows.
Exceptional written and verbal communication skills; able to influence and present at all levels of the organization.
Ability to think strategically while managing tactical execution.
Experience designing and implementing sales compensation and incentive structures.
Demonstrated experience owning territory design, segmentation, and quota/capacity planning for a field sales organization.