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About the Role
This is a build-it-yourself role where you will be the sole Strategy & Operations hire supporting Discord's ad sales leaders. You will establish pipeline and business health metrics, quota setting, bottoms-up planning, and revenue forecasting from the ground up. You will also lead strategic zero-to-one projects, building systems, processes, and tooling to enable sales organization scaling. This role is for a hands-on, individual contributor builder who can operate as a force multiplier using AI tools, workflows, and automation.
Responsibilities
- Own revenue forecasting and pipeline management, providing leadership with insights on revenue growth, risks, and opportunities weekly and monthly.
- Instrument and define pipeline and business health metrics on Salesforce, building the necessary analytics infrastructure.
- Lead strategic assessments for new opportunities, including market expansion, sales team scaling, and go-to-market optimization.
- Partner with sales leadership on territory design, account segmentation, and coverage models to maximize revenue potential and seller productivity.
- Lead the annual and quarterly goal-setting process, ensuring quota targets are data-driven and equitable.
- Analyze sales cycle trends, win/loss patterns, and conversion rates to provide actionable insights for sales effectiveness.
- Drive continuous improvement of processes, tools, and workflows to increase efficiency and selling time.
Requirements
- 9+ years of hands-on, individual contributor experience in strategy and operations or sales operations at a fast-growth company or in management consulting.
- Experience building a function from ambiguity, having previously stood up a process or system from scratch.
- Executive presence and strong, independent stakeholder management skills, with comfort presenting to cross-functional partners and C-level executives.
- Proven track record of developing analysis that yields actionable insights and executive-level strategic recommendations from complex data sets.
- Proven, hands-on AI adoption in daily work, including agentic workflows, automated analysis, and AI-assisted deliverables.
- A no-ego, roll-up-your-sleeves mentality and comfort thriving in ambiguous, fast-paced environments.
- Experience with CRM systems, such as Salesforce, and proficiency in analytics tools.
Skills
- Strategy and Operations
- Sales Operations
- Building functions from ambiguity
- Stakeholder management
- Data analysis
- AI adoption
- CRM systems (Salesforce)
- Analytics tools
Location
- San Francisco Bay Area (Alameda, Contra Costa, Marin, Napa, San Francisco, San Mateo, Santa Clara, Solano, and Sonoma counties)
Work Type
- Full-time
- Onsite
Experience Level
- 9+ years
Salary/Compensations
- $232,000 to $261,000
Benefits
- Equity
- Benefits
About the Company
- Discord has a highly engaged community of millions of daily active users who use the platform for many different reasons, but there’s one thing that nearly everyone does: play video games.
- Discord plays a uniquely important role in the future of gaming, and we are focused on making it easier and more fun for people to hang out before, during, and after playing games.
- Strategy and Operations sits at the center of how we grow across multiple pillars at Discord.
- We're building the revenue engine for a business that is scaling fast.
- This team sits at the center of important strategic decisions, establishing operational rigor, and laying the foundation for core processes from the ground up, work that directly supports Discord's mission of building community and belonging at scale.
- Discord plays a uniquely important role in the future of gaming.
- We're a multiplatform, multigenerational and multiplayer platform that helps people deepen their friendships around games and shared interests, and helps developers build and grow their businesses.
- We believe games give us a way to have fun with our favorite people, whether listening to music together or grinding in competitive matches for diamond rank.
- Join us in our mission!
Equal Opportunity
- Discord is committed to inclusion and providing reasonable accommodations during the interview process.
- We want you to feel set up for success, so if you are in need of reasonable accommodations, please let your recruiter know.
- Please see our Applicant and Candidate Privacy Policy for details regarding Discord’s collection and usage of personal information relating to the application and recruitment process by clicking HERE.