Senior Manager, Sales Operations

New York · USD 160,000-170,000 · 6+ years experience · Hybrid · Posted Oct 14, 2026

At a glance

PubMatic is one of the world’s leading scaled digital advertising platforms, offering more transparent advertising solutions to publishers, media buyers, commerce companies and data owners, allowing them to harness the power and potential of the open internet to drive better business outcomes.
Founded in 2006 with the vision that data-driven decisioning would be the future of digital advertising, we enable content creators to run a more profitable advertising business, which in turn allows them to invest back into the multi-screen and multi-format content that consumers demand.

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 responsible for driving territory planning and design, proactive revenue strategy, and operational cadences.
The position also manages support functions essential to sales force productivity, including planning, reporting, quota setting, and sales compensation design.

Own territory planning and design for the Americas field organization including market segmentation, account coverage models, book-of-business allocation, and annual carve decisions.
Drive proactive revenue strategy and planning by building the analytical foundation for growth targets, pipeline coverage models, and white-space and share-of-wallet analysis.
Act as a strategic thought partner to Americas sales leadership by surfacing risks and opportunities, shaping quarterly business reviews, and recommending resource investments.
Lead and manage sales forecasting, planning, and budgeting processes to ensure accurate, consistent, and timely reporting across the organization.
Design and administer sales incentive programs, including commissions and compensation structures, aligning with corporate goals.
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.
Optimize sales processes and operational logistics to support cross-departmental company initiatives.
Help drive Salesforce.com workflow improvements and automation strategies to improve user adoption and reporting accuracy.
Support training and enablement initiatives that improve salesforce effectiveness and operational rigor.

Minimum 6 years of professional experience, including 4 years in Sales Operations or related fields.
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.
Hands-on experience with Salesforce.com and related sales tech stack.
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.
Experience designing and implementing sales compensation and incentive structures.

Prior experience in a finance function, management consulting, or high-growth B2B SaaS environment.
Demonstrated experience owning territory design, segmentation, and quota/capacity planning for a field sales organization.

Hybrid work schedule consisting of 3 days in office and 2 days working remotely.