Smarsh

Cloud-based archiving and compliance SaaS.

Senior Manager - Sales Strategy & Operations, International & Channel

Sales OperationsConfirmed live in the last 24 hours

Full-timeLondon, UKNo salary listedHybrid

About the Job

Requirements

At least 7 years of experience in Sales Operations, Revenue Operations, or a closely related go-to-market function, ideally in business-to-business software as a service.
At least 3 years of experience as a people manager.
Experience supporting international and/or channel/partner sales motions, including the complexity of multi-region or partner-led selling.
Deep hands-on experience with Salesforce or a comparable customer relationship management system, including building reports and dashboards.
Strong analytical skills, including the ability to independently build models and conduct pipeline and forecast analysis.
Ability to operate autonomously and partner effectively with United States-based stakeholders and time zones.
Experience partnering with vice president-level stakeholders and driving alignment without direct authority.

Responsibilities

Own annual and in-year planning for International and Channel, including territory and partner coverage design, account and partner segmentation, quota setting, and capacity planning.
Translate segment strategy into operating plans and priorities in close partnership with the vice presidents of Channel Sales and International Sales.
Navigate multi-region and currency dynamics for International, and co-sell, deal registration, and partner incentive structures for Channel.
Run forecasting and pipeline management for both segments, including partner-sourced and partner-influenced pipeline.
Build and maintain the operating rhythm of pipeline reviews, forecast reviews, and quarterly business reviews, adapted to work across United States and London time zones.
Partner with Deal Desk, Finance, and Commissions on deal structuring, channel incentive design, and quota attainment for the segments.
Build reporting and dashboards that provide both vice presidents with a real-time view of pipeline, forecast, and partner/channel performance.
Use cohort, funnel, and partner-productivity analysis to explain growth drivers and blockers in these nascent segments and recommend actions.
Own the analytics for monthly and quarterly business reviews for International and Channel.
Partner with Enterprise Applications to translate International and Channel Operations needs, such as partner portals, multi-currency reporting, and deal registration workflows, into systems requirements and roadmap priorities.
Build working relationships with Finance, Legal, and Marketing on cross-border and partner-specific considerations.
Represent International and Channel needs in global Sales Operations forums, influencing shared processes and tooling without owning them outright.
Identify where artificial intelligence and automation can improve forecast accuracy, partner and deal hygiene, and seller and partner productivity.
Hire, coach, and develop a team across International and Channel Operations, with plans to grow the team over time.
Set clear priorities, operating standards, and growth paths for the team.

Desired Qualifications

Experience designing channel/partner incentive structures or deal registration processes.
Experience with multi-currency or cross-border reporting and compliance considerations.
Background in management consulting or investment banking, particularly with a Master of Business Administration.

Who are we?

Smarsh empowers its customers to manage risk and unleash intelligence in their digital communications. Our growing community of over 6500 organizations in regulated industries counts on Smarsh every day to help them spot compliance, legal or reputational risks in 80+ communication channels before those risks become regulatory fines or headlines. Relentless innovation has fueled our journey to consistent leadership recognition from analysts like Gartner and Forrester, and our sustained, aggressive growth has landed Smarsh in the annual Inc. 5000 list of fastest-growing American companies since 2008.

Smarsh is looking for a Senior Manager of Sales Strategy & Operations to own Sales Ops for our International and Channel segments — two of our most complex, nascent, and highest-growth-opportunity segments. You'll own the full Sales Ops stack end to end, and you'll do it with a team: two direct reports from day one, with room to grow as these segments scale.

This role requires real autonomy. You'll partner with the VP of Channel Sales (US-based) and the VP of International Sales (UK-based), which means operating comfortably across time zones and building trust with a US-based leadership culture while representing the realities of international and partner-led selling. The ideal candidate is as comfortable setting multi-quarter strategy as they are rolling up their sleeves to build, fix and analyze.

How will you contribute?

Sales strategy & planning

Own annual and in-year planning for International and Channel: territory and partner coverage design, account/partner segmentation, quota setting, and capacity planning.

Translate segment strategy into operating plans and priorities in close partnership with the VP of Channel Sales and VP of International Sales.

Navigate the added complexity of these segments — multi-region/currency dynamics for International, and co-sell, deal registration, and partner incentive structures for Channel.

Forecasting, pipeline & revenue cadence

Run forecasting and pipeline management for both segments, including the added layer of partner-sourced and partner-influenced pipeline.

Build and maintain the operating rhythm — pipeline reviews, forecast reviews, QBRs — adapted to work across US and London time zones.

Partner with Deal Desk, Finance, and Commissions on deal structuring, channel incentive design, and quota attainment for your segments.

Reporting, analytics & business reviews

Build the reporting and dashboards that give both VPs a trusted, real-time view of pipeline, forecast, and partner/channel performance.

Use cohort, funnel, and partner-productivity analysis to explain what's driving — or blocking — growth in these nascent segments, and recommend what to do about it.

Own the analytics behind monthly and quarterly business reviews for International and Channel.

Cross-functional & systems partnership

Partner with Enterprise Applications to translate International and Channel Ops needs (e.g., partner portals, multi-currency reporting, deal registration workflows) into systems requirements and roadmap priorities.

Build strong working relationships with Finance, Legal, and Marketing on the cross-border and partner-specific considerations these segments carry.

Represent International and Channel needs in global Sales Ops forums, influencing shared processes and tooling without owning them outright.

AI & process innovation

Bring an AI-first mindset to two segments that are still establishing their operating model — this is a chance to build the right processes from the start rather than retrofit them.

Identify where AI and automation can improve forecast accuracy, partner/deal hygiene, and seller and partner productivity.

Team leadership

Hire, coach, and develop a team (and grow it over time) across International and Channel Ops.

Set clear priorities, operating standards, and growth paths for your team.

What will you bring?

Required Qualifications

7+ years of experience in Sales Operations, Revenue Operations, or a closely related GTM function, ideally in B2B SaaS, including 3+ years as a people manager.

Experience supporting international and/or channel/partner sales motions, including the added complexity of multi-region or partner-led selling.

Deep, hands-on experience with Salesforce or a comparable CRM, including reporting and dashboard build.

Strong analytical skills — comfortable building models and pipeline/forecast analysis independently.

Demonstrated ability to operate autonomously and partner effectively with US-based stakeholders and time zones.

Experience partnering with VP-level stakeholders and driving alignment without direct authority.

Preferred Qualifications

Experience designing channel/partner incentive structures or deal registration processes.

Experience with multi-currency or cross-border reporting and compliance considerations.

Background in management consulting or investment banking, particularly with an MBA.

What do we offer?

Private Health Insurance
Enhanced Assistance Program
Employee Dental Plan
Group Life Assurance (GLA)
Wellness Reimbursement
Pension employer match
Internet Allowance

About our culture

Smarsh hires lifelong learners with a passion for innovating with purpose, humility and humor. Collaboration is at the heart of everything we do. We work closely with the most popular communications platforms and the world’s leading cloud infrastructure platforms. We use the latest in AI/ML technology to help our customers break new ground at scale. We are a global organization that values diversity, and we believe that providing opportunities for everyone to be their authentic self is key to our success. Smarsh leadership, culture, and commitment to developing our people have all garnered Comparably.com Best Places to Work Awards. Come join us and find out what the best work of your career looks like.

About the Company

Smarsh

Cloud-based archiving and compliance SaaS.

Smarsh provides cloud-based archiving and compliance solutions for regulated industries like financial services and government. Its platform securely stores, searches, and manages emails, text messages, social media, and other communications across channels, and captures content via services like Connected Capture for Microsoft Teams. It runs as a SaaS, with a cloud-native, context-aware archive designed for scalability and security. Its goal is to help regulated organizations efficiently manage communication data, reduce regulatory risk, and stay compliant, differentiating itself through long-standing major clients and multi-channel coverage.

Company size: 1,001-5,000
Company stage: Acquired
Total funding: $43.6M
Headquarters: Portland, OR
Founded: 2001

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