At a glance
- Workplace
- Remote
- Location
- Remote
About Armada
- Armada is the hyperscaler for the edge, delivering modular AI infrastructure from first deployment to AI factory with speed, scale and sovereignty. Named one of Fast Company's Most Innovative Companies and to the CNBC Disruptor 50, Armada’s solutions are deployed in over 60 countries globally for organizations ranging from energy to defense.
- With nearly $500 million in funding to date, Armada is backed by leading investors including Founders Fund, Lux, BlackRock and Microsoft (M12), alongside strategic partnerships with Microsoft, Dell, Palantir, NVIDIA, SpaceX, and Skydio. We are building the infrastructure layer for sovereign and edge AI - rugged, deployable compute for customers that cannot rely on centralized cloud.
- Working at Armada means taking ownership, driving autonomy, and delivering impact. You’ll tackle challenges that haven’t been solved before and help build something transformative from the ground up. What you do here will not only define your career but help further Armada’s mission to bridge the digital divide for customers around the world.
About the role
- We are seeking a Senior Sales Strategy & Operations Manager to own the go-to-market operating cadence for Armada's global sales organization.
- This role sits within the Revenue Operations team, reporting to the Director, Sales Operations, and serves as a key business partner to Sales Leadership, Finance, Deal Desk, and members of the larger RevOps team.
- It serves as the operational backbone for territory and capacity planning, forecasting, pipeline management, and sales performance reporting across our hardware and software portfolio.
Responsibilities
- Partner with sales leadership on regional GTM strategies, providing analysis and recommendations that inform planning and execution
- Support monthly and quarterly business reviews, translating performance data into clear narratives and recommended actions
- Maintain and refine the reporting structure and format sales leadership depends on, including dashboards and recurring deliverables, and recommend definitions of core revenue metrics
- Own the forecast operating rhythm for business unit(s): call preparation, roll-up, commit and category hygiene, and forecast accuracy tracking over time
- Drive pipeline hygiene and the inspection cadence across regions and business units
- Build capacity, headcount and ramp models that size the sales organization against revenue targets
- Design, build and calibrate territory structure in partnership with sales leadership, and allocate quota against approved coverage models
- Maintain account plans and target account definitions in partnership with regional leaders
- Own go-to-market roster management, ensuring joiners, movers and leavers are reflected in payee records, plan assignment and quota allocation
- Partner on segmentation and coverage model design, building the analysis and options that inform coverage decisions
Requirements
- Bachelor's Degree required; a Master's Degree may substitute for two years of experience
- 8+ years of experience in sales strategy, sales operations, revenue operations or an equivalent analytical function; consulting, banking and corporate strategy backgrounds welcome
- Demonstrated ownership of territory design, quota allocation, capacity modeling and forecast management
- Advanced Excel or Google Sheets skills, including modeling, pivot tables and formula-driven analysis
- Working knowledge of Salesforce or a comparable CRM
- Ability to translate complex, ambiguous analysis into concise narratives for senior leaders, and to influence and persuade key partners outside your own function
- Comfort operating with limited structure, and a builder's instinct for establishing process where none exists
- Demonstrated discretion handling compensation and other sensitive data
Preferred qualifications
- Experience supporting multi-vertical, multi-geography sales teams that sell both hardware and software
- Experience supporting complex, multiparty sales motions to critical heavy industrial or defense customers
- Hands-on experience with a sales compensation platform such as CaptivateIQ, Xactly or Spiff
- Experience supporting a business unit creation or separation
- Familiarity with BI tooling such as Tableau, Looker or Sigma, and SQL proficiency
- Proficiency using AI tools as part of a daily workflow rather than experimentally
- Prior experience in a public sector, defense or other regulated sales environment
Benefits
- Competitive base salary and equity
- Medical, dental, and vision (subsidized cost)
- Health savings accounts (HSA)
- Flexible spending accounts (FSA)
- Dependent care FSAs (DCFSA)
- Retirement plan options, including 401(k) and Roth 401(k)
- Unlimited paid time off (PTO)
- 14 paid company holidays per year
Workplace
- Remote-based on the continental US
Skills
- Excel
- Google Sheets
- Salesforce
- CaptivateIQ
- Xactly
- Spiff
- Tableau
- Looker
- Sigma
- SQL
- AI Tools
