Own and evolve Mapbox’s deal governance and forecasting rigor as we scale
Reduce exceptions by establishing clear commercial guardrails
Increase deal velocity while protecting company economics
Act as a strategic partner to Sales leadership on negotiation, pricing, and pipeline health
Own forecast accuracy and inspection rigor across sales leadership. Establish consistent forecasting methodology, expectations, and accountability. Partner with Sales Managers, FP&A, and executives to surface risk early and drive corrective action. Track and analyze the overall sales pipeline funnel from lead to closed to identify improvement areas and design relevant programs to help sellers move deals faster.
Own sales analytics, data hygiene, and pipeline analysis, primarily within SFDC.
Own and evolve the deal desk as a strategic function that accelerates deal velocity while enforcing pricing, legal, and commercial guardrails. Partner closely with Sales, Finance, Legal, and Product to align on deal structures and reduce ad-hoc exceptions. Coach sales leaders and reps on negotiation strategy, tradeoffs, and deal positioning. Define success metrics for deal desk effectiveness (e.g., cycle time, exception rate, win rate).
Provide strategic oversight of sales enablement by guiding the Enablement Program Manager as they work with product marketing, product management, and sales managers to develop materials and deliver training that enables our sales team to excel at “use case” selling.
Oversee the preparation and administration of annual sales compensation plans, including quotas, territories and plan design/improvements.

Requirements

Extremely strong written and oral communication skills.
A self-starter and senior player-coach who can operate effectively in an unstructured, pre-IPO environment—rolling up sleeves where needed while building scalable processes and teams.
Hands-on leadership experience across all of Revenue Ops: sales forecasting; SFDC data cleanliness/analysis; sales enablement; deal desk/order administration; commission plan design and administration.
Scope of influence: You know how to drive consensus across cross-functional groups using data and persuasion.
Operational Excellence and Process Improvement: Focus on incremental operational process improvement. Learn from mistakes. You will have the opportunity to create scale and infrastructure for a pre-IPO company that is gearing up.
10+ years Sales Ops experience, with a minimum 5+ years in people management.
Platform-as-a-Service, consumption-based revenue model and/or B2B or B2E experience preferred.

Benefits

We value high-performing creative individuals who dig into problems and opportunities.
We believe in individuals being their whole selves at work. We commit to this through supportive health care, parental leave, flexibility for the things that come up in life, and innovating on how we think about supporting our people.
We emphasize an environment of teaching and learning to equip employees with the tools needed to be successful in their function and the company.
We strongly believe in the value of growing a diverse team and encourage people of all backgrounds, genders, ethnicities, abilities, and sexual orientations to apply.

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

sales forecastingdata analysissales enablementdeal desk administrationcommission plan designpipeline analysisforecast accuracynegotiation strategycommercial guardrailsoperational process improvement

Soft Skills

written communicationoral communicationleadershipself-starterpersuasioncross-functional collaborationcoachingstrategic oversightincremental improvementconsensus building