Senior Manager, Sales Operations & Strategy

About Mood

Mood is a category-defining omni-channel hemp brand offering a full product suite across DTC online and retail partners. We are scaling fast and doing it profitably. We win through a premium product experience that brings best-in-class shopping to one of the most highly regulated industries. Our mission is simple: Enable access to premium hemp products of the highest quality, conveniently. We are still early in our journey, and the right leaders can make a lasting impact.

About The Role

We are seeking a high-performing Senior Manager, Sales Operations & Strategy to build and operationalize the systems, processes, and insights that power our commercial growth. As the first member of the Sales Operations & Strategy team, this individual will combine strategic thinking, data-driven problem-solving, and hands-on execution to enable scalable, predictable revenue growth.

The ideal candidate is a founder-type operator: someone excited to design from scratch, thrive in ambiguity, and partner directly with Sales, Marketing, Finance, Product, and leadership to deliver both immediate impact and long-term results.

Key Responsibilities

Go-to-Market Strategy & Planning

• Translate company growth objectives into actionable GTM strategies, sales goals, and operating rhythms.
• Partner with leadership to define segmentation, ICPs, territories, and quotas that maximize efficiency and ROI.
• Lead annual and quarterly GTM planning cycles, including sales coverage models, headcount capacity planning, and resource allocation.
• Provide strategic input on pricing, products, and incentive design to drive revenue performance.
  
  

Revenue Operations Infrastructure

• Own and optimize the CRM (Salesforce) and broader GTM tech stack (engagement, enablement, forecasting, analytics).
• Establish scalable workflows for lead management, pipeline governance, and forecasting accuracy.
• Implement and enforce data governance standards to ensure data integrity, reliability, and executive-level trust in reporting.
• Build integrations and automations that improve efficiency and enable end-to-end visibility across the funnel.
• Develop lead scoring, funnel tracking, and campaign attribution.
  
  

Analytics, Forecasting & Insights

• Design and maintain dashboards that provide clear visibility into pipeline health, funnel conversion, and forecast attainment.
• Deliver recurring insights to leadership on growth levers, risks, and opportunities across segments, channels, and products.
• Build models that support scenario planning, capacity management, and market expansion decisions.
• In partnership with the data team develop predictive analytics to improve forecast accuracy and identify leading indicators of performance.
  
  

Operational Excellence & Enablement

• Partner with Sales leaders to diagnose and eliminate process bottlenecks across the customer lifecycle.
• Build playbooks, onboarding materials, and training programs that reduce ramp time and improve productivity.
• Support the design and administration of compensation plans, ensuring alignment with company growth priorities.
• Drive adoption of systems, processes, and tools across GTM teams, fostering accountability and consistent execution.
  
  

Cross-Functional Collaboration

• Collaborate with Finance on forecasting, budgeting, and revenue reporting.
• Serve as a trusted advisor to sales leadership, providing data-driven insights that inform board-level discussions and investor updates.
  
  

Qualifications

• 6–10 years of experience in Sales Operations, Revenue Operations, or GTM Strategy, ideally in high-growth consumer businesses.
• Proven ability to design and implement RevOps foundations from the ground up.
• Deep expertise with CRM and GTM systems (Salesforce, HubSpot, Gong, Outreach, Clari, ZoomInfo, etc.).
• Strong analytical and modeling skills; proficiency with Excel/Google Sheets, SQL, and BI tools (Tableau, Looker, etc.).
• Experience in territory design, quota setting, forecasting, and pipeline analytics.
• Exceptional communication and executive presence; able to influence across levels and functions.
• Thrives in a fast-paced, ambiguous environment and balances strategic planning with tactical execution.
• High ownership mindset; proven ability to deliver long-cycle projects while executing on immediate needs.
  
  

⚡ This role is built for a 10x performer: someone who can think like a strategist, operate like an owner, and execute like a builder.

Legal Disclaimers

Equal Employment Opportunity (EEO)

Mood is an Equal Opportunity Employer. Employment decisions are made without regard to race, color, religion, sex, gender identity or expression, sexual orientation, age, disability, national origin, genetic information, veteran status, or any other protected category under applicable law. All employment is based on qualifications, merit, and business needs.

Americans With Disabilities Act (ADA)

Mood is committed to working with and providing reasonable accommodations to applicants with physical or mental disabilities. If you need a reasonable accommodation for any part of the employment process, please contact HR at and let us know the nature of your request and your contact information.