WHY BOX NEEDS YOU At Box, we're transforming how the world works together. Our Commercial Sales business is at the center of this vision and requires dedicated operational support to establish a predictable rhythm of business and deliver the clear insights needed to drive performance. We are seeking a strategic, analytical, and highly motivated Manager, Commercial Sales Strategy and Operations, to help shape our GTM motion across Demand Generation, SMB, Mid-Market, and Online Sales.
In this high-visibility role, you will partner closely with Sales and Marketing leaders to support a highly efficient, data-driven revenue operation. Your work will span the entire funnel: from top-of-funnel and self-serve PLG through SMB and Mid-Market deal execution. You will bring structure to complex business questions and processes, support rigorous forecasting, pipeline monitoring, and planning cadences, and develop the analyses and recommendations that inform leadership decision-making.
The ideal candidate is a strategic and practical problem-solver who can balance structured analysis with the urgency and ambiguity of a dynamic sales organization. You bring a strong understanding of SaaS sales mechanics and an interest in product-led motions, along with the ability to translate complex data into clear, actionable insights. If you excel at building rigorous frameworks, communicating effectively with senior stakeholders, and driving meaningful impact at scale, this role is for you.
WHAT YOU'LL DO - Support the rhythm of business: Help establish and manage rigorous operational cadences, including weekly forecasting, pipeline reviews, and Quarterly Business Reviews (QBRs). Drive consistent reporting, preparation, and follow-through across Commercial teams.
- Support planning and prioritization: Develop the analyses and recommendations that inform territory design, account prioritization, capacity planning, and resource allocation.
- Unify the Commercial funnel: Connect insights across Demand Generation, PLG activity, and sales execution. Identify root causes behind performance gaps and customer friction, and help design scalable operational, analytical, and tooling solutions.
- Deliver actionable insights: Own recurring reporting and ad hoc analysis required to track business performance and pipeline health. Translate complex data into clear, actionable insights that inform leadership's daily decisions and longer-term strategy.
- Optimize sales processes: Analyze the buyer journey and sales funnel to identify bottlenecks and opportunities for improvement. Help implement structured workflows that reduce operational friction and improve sales velocity, win rates, and conversion efficiency from lead to closed-won.
- Drive cross-functional alignment: Partner with Commercial Sales, Marketing, Strategic Finance, and other cross-functional stakeholders to align on shared OKRs, standardized metrics, and coordinated go-to-market motions.
- Contribute to sales strategy: Translate ambiguous business questions into structured analyses and frameworks that support the growth of the Commercial business. Partner with Sales and Marketing leaders to turn recommendations into practical programs and initiatives.
- Drive AI adoption: Identify and help operationalize practical AI-driven workflows across the Commercial funnel to improve team productivity. Use AI to automate routine tasks and surface faster, deeper insights into sales and marketing performance.
- Build influence through execution: Become a trusted thought partner to leaders across Sales and Marketing by delivering high-quality work, communicating clearly, and consistently following through on commitments.
WHO YOU ARE We are an AI-first company. This means you approach your work with a growth mindset and find ways to leverage AI to help make faster, smarter decisions that will 10X your impact at Box.
- Strategic GTM thinker: 4-6 years of experience in Sales Operations, Revenue Operations, GTM Strategy, Investment Banking, or Management Consulting, with a strong preference for experience in SaaS or technology.
- Strong business acumen: Demonstrated understanding of sales and revenue mechanics, including pipeline generation, forecasting, conversion, sales capacity, and performance management.
- Subject matter expertise: Experience supporting high-velocity sales segments, particularly Mid-Market and SMB. Familiarity with Product-Led Growth (PLG), Demand Generation, and the handoffs between Marketing, Product, and Sales is strongly preferred.
- Analytical and technically capable: Possess exceptional analytical rigor and the ability to translate complex datasets into clear, executive-level narratives. Have a foundational understanding of CRM architecture, such as Salesforce, and the key metrics relevant to SaaS companies.
- AI forward: Possess strong baseline fluency in AI and a practical understanding of how to use emerging AI tools to improve day-to-day efficiency and analysis.
- Structured problem solver: Intensely pragmatic. When faced with ambiguity or broken processes, naturally default to building structured frameworks, identifying root causes, and driving measurable execution.
- Effective communicator and collaborator: Able to communicate clearly with senior stakeholders, ask thoughtful questions, influence without formal authority, and build alignment across teams.
- High integrity and bias to action: Take ownership of assigned workstreams and operate with urgency, sound judgment, and an objective, data-backed perspective. Consistently follow through and do what is right for the business.
Box lives its values, with community and in-person collaboration being a core part of our culture. Boxers are expected to work from their assigned office a minimum of 3 days per week. Your Recruiter will share more about how we work and company culture during the hiring process.
At Box, we believe unique and diverse experiences benefit our culture, our products, our customers, our company, and our world. We aim to recruit a passionate, high-performing workforce that reflects the world we live in.If you are head-over-heels about this role but unsure if you meet all the requirements, we encourage you to apply!
Box is committed to fair and equitable compensation practices. Actual base salary (or OTE if commissionable role) is dependent upon factors such as: knowledge, skill level, experience, and work location. This role is also eligible for equity and benefits. For more information, check out our benefits and perks.
Redwood City Pay Range
$121,500-$152,000 USD
