Sr. Manager, Sales Strategy and Operations - Omni + OBT

About the company

The company is the AI-native platform for intelligent travel. For a decade, the company has built the proprietary technology and supply behind modern business travel, serving over 40,000 customers and nearly 2 million travelers, along with leading travel and AI companies that build on the company's infrastructure. One system powers business travel, group travel, human agents, and AI agents.

That work has earned the company recognition as TravelTech's Reservation Platform of the Year (2026), a spot on Inc.'s Power Partners list (2026), and one of Built In's Best Places to Work (2020–2026).

We're looking for bold, ambitious people to help redefine how businesses manage and experience travel. Working here, you can expect exponential growth, an ambitious pace, full ownership, and high-caliber colleagues who push you to do the best work of your career. Every hire raises the bar.

Come outpace the ordinary and build the future of travel with us.

About the Role

The Sr. Manager, Sales Strategy & Ops - Omni + OBT, is the day-to-day thought partner to the Chief Business Officer and owns how the partnership organization plans and executes our two newest product lines.

Omni is the company's lodging infrastructure: an API and supply platform that partner platforms embed to offer the company's inventory to their own customers. OBT is the company's infrastructure for travel management companies (TMCs): an online booking tool that TMCs run their business on. Together, they are how the company scales, by distributing through other platforms.

Your mandate is to uplevel how this business runs. You will define the processes, shape the go-to-market strategy, and help drive execution, while finding and unblocking the productivity bottlenecks that slow the team down. AI is central. You will decide where AI belongs in the partner motion and hold the team accountable to real productivity gains.

This is a hands-on role. You will get into the data yourself and build the analysis leadership acts on. You will hire and lead a team of two to four analysts and operations partners over the next 12 to 18 months.

Strategy & Operations sits inside Revenue Operations alongside GTM Systems, GTM Engineering, Revenue Enablement, and GTM Finance. You will also partner closely with Growth, Central Data, and Corporate Finance.

What You'll Do

Strategy and Planning

• Own the go-to-market strategy for Omni and OBT, including partner segmentation, account scoring, coverage design, and rules of engagement with the direct sales team.

• Partner with GTM Finance on the capacity model, quotas, and headcount plan.

• Define the metrics and instrumentation for the business, including partner pipeline, time to launch, partner-sourced bookings and GMV, and active TMCs.

• Build and run the operating cadence: annual planning, weekly pipeline reviews, monthly business reviews, and forecasting.

Partner and Distribution Motion

• Define and standardize the sales process: opportunity types, stages, exit criteria, routing, and handoffs from signed deal through partner onboarding and launch.

• Partner with Revenue Enablement to translate strategy into training, playbooks, and tools the field will use.

• Partner with GTM Finance on comp design and visibility.

AI, Systems, and Insights

• Set the AI strategy for the partner motion and lead the rollout across pipeline and forecast insights, partner health, data auditing, comp visibility, and rep-facing insights.

• Partner with GTM Systems on the build and adoption of the Salesforce workflows, tools, AI, and insights the team runs on.

• Develop and test hypotheses on segmentation, coverage, and productivity, and translate the results into decisions.

What You'll Bring

• 6+ years in sales strategy & operations or revenue operations, with substantial time in a high-growth B2B SaaS, fintech, or marketplace business.

• A track record as the primary strategic and operational partner to a VP or C-level revenue leader.

• A clear point of view on where AI and automation belong in a modern partner or B2B sales motion, and evidence of shipping it at scale.

• Deep knowledge of partner and platform go-to-market mechanics: sales process and stage design, pipeline management, forecasting, partner onboarding, and comp plan design. Experience with API, embedded, or travel distribution businesses is a plus.

• Strong analytical skills and a bias to build models yourself before handing them off.

• Proven ability to influence senior leaders without direct authority, in rooms with strong opinions and competing priorities.

Compensation

Our compensation packages are based on several factors, including your experience, expertise, and location. In addition to a competitive base salary, all roles receive equity. Depending on the role, total compensation may also include an annual bonus. Your recruiter will share your complete compensation package as you move through the process.

Base Pay Range

$142,400 — $197,000 USD

The company Edge: Perks & Compensation

We believe in rewarding great work with great benefits

• Compensation: Competitive base pay tied to role and experience, with equity for all employees. Some roles are also eligible for bonuses or commissions.

• Benefits: Check out our full list at the company

• Environments for Success: Different roles have different needs in terms of the environments that drive success which is why we have a hybrid-hub model. Whether you are in one of our amazing offices or fully remote, we'll make sure you have what you need to succeed.

Perks and benefits may vary based on employment type, location, and more