The Sales Strategy & Operations (SS&O) team partners with advertising sales leaders to drive business performance through strategy, analytics, and operational rigor. We combine structured problem-solving, deep business insight, and scalable execution to help the sales organization make better decisions, operate more effectively, and accelerate revenue growth.

As a Sr. Sales Strategy & Operations Manager, you will serve as a senior strategic partner to sales leadership, helping shape business priorities through rigorous analysis, clear recommendations, and strong operating discipline. You will lead high-impact work across sales strategy, business performance, planning, and operational execution — monitoring key metrics, identifying risks and opportunities, and driving accountability against the company’s monetization goals.

This role is ideal for someone who is highly analytical, thrives in ambiguity, and can move fluidly between long-term strategy and day-to-day business execution.

What you’ll do:

• Partner with senior sales leaders to frame strategic questions, evaluate business performance, and inform decisions on key monetization priorities.
• Translate complex business drivers, trends, and operating metrics into clear, actionable insights and recommendations for executive audiences.
• Own and improve core business cadences, including recurring performance reporting, business reviews, quarterly recaps, and metric tracking that drive accountability across the sales organization.
• Proactively identify revenue risks and growth opportunities, and help leadership prioritize actions to unlock step-change growth.
• Support annual planning, quarterly priority-setting, and broader sales strategy development through data-driven analysis and structured recommendations.
• Drive strategic growth and sales productivity initiatives, including KPI development, performance measurement, resource allocation, and coverage-related analyses.
• Partner cross-functionally with teams including Sales Finance, BizOps, Product, Analytics, and other sales operations stakeholders to align priorities and execute against business goals.
• Redesign, simplify, and scale processes, reporting, and systems to improve decision-making, operational efficiency, and organizational effectiveness.
• Operate as a senior individual contributor who can independently lead ambiguous, high-impact workstreams while influencing stakeholders across functions and levels.
• Contribute to team effectiveness by sharing best practices, raising the analytical bar, and informally mentoring others on the SS&O team.
• Use AI-enabled tools to accelerate analysis, synthesize business trends, and surface insights that inform sales strategy and operational decision-making.
• Apply AI to improve core business cadences and workflows, including reporting, performance reviews, planning materials, and executive-ready synthesis.
• Partner with cross-functional teams to identify opportunities to embed AI into sales strategy and operations processes in ways that improve productivity, scalability, and decision quality.
• Experiment with emerging AI tools and approaches to streamline repetitive work, enhance problem-solving, and raise the impact of the SS&O team.

What we’re looking for:

• 10+ years of experience in strategy, operations, analytics, consulting, investment banking, corporate strategy, or related roles in highly analytical environments.
• Strong track record of independently solving ambiguous business problems, identifying the highest-value questions, and connecting analysis to concrete business action.
• Exceptional analytical skills and experience working with large, complex datasets; strong proficiency in SQL and Tableau or similar BI tools.
• Demonstrated ability to synthesize data into clear narratives and executive-ready recommendations for senior stakeholders.
• Experience driving cross-functional alignment and influencing outcomes without direct authority.
• Proven ability to build and improve operating mechanisms, business cadences, reporting, and scalable processes in fast-paced environments.
• Strong business judgment, structured thinking, and attention to detail, with the ability to balance strategic perspective and executional rigor.
• Experience using AI tools to support analytical problem-solving, business insight generation, workflow automation, or executive communication.
• Strong judgment in applying AI to business contexts, including the ability to validate outputs, protect confidentiality, and use AI responsibly.
• Curiosity about emerging AI capabilities and a willingness to incorporate them into strategy and operations workflows to improve speed and effectiveness.
• Experience in sales strategy, go-to-market, or revenue operations is strongly preferred.
• Understanding of digital advertising, ad products, and sales organizations is strongly preferred.
• Familiarity with sales systems and tooling is a plus.

Relocation Statement:

• This position is not eligible for relocation assistance. Visit our PinFlex page to learn more about our working model.

In-Office Requirement Statement

• We let the type of work you do guide the collaboration style. That means we're not always working in an office, but we continue to gather for key moments of collaboration and connection.
• This role will need to be in the office for in-person collaboration 1-2 times/month and therefore needs to be in a commutable distance from the SF or NY office. 

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About Sales Strategy & Operations

As a Sales Strategy & Operations team, our mission is to power sustainable revenue growth for Pinterest with data-driven strategic insights and decision making, tight management against them and high-impact revenue management. As we inform critical business decisions driving revenue growth, members of the team are highly visible to senior Sales Leadership at Pinterest and throughout the organization at large. 

What you’ll do:

Reporting to the Senior Director of Sales Strategy & Operations for North America Enterprise Sales, and in close partnership with the VP of North America Enterprise Sales focused on CPG, you will develop and bring to life data-driven strategies to accelerate growth in this critical business vertical. In this role, you will:

• Partner with CPG Enterprise sales leadership to proactively define and deploy critical strategic, organizational and operational initiatives to increase revenue, sales productivity and operational efficiency
• Proactively inform decision making on Sales priorities with quantitative and qualitative insights and structured recommendations - and monitor/drive progress against those
• Lead the ongoing analysis of the business (revenue, operating metrics) to identify opportunities, risks and gaps - with weekly business reviews and ad hoc deep dives. Translate data into insights and action
• Present complex actionable insights about the business and recommended solutions - and drive action against them
• Structure and execute on projects by developing work plans, gathering and synthesizing relevant data, leading analyses and developing final recommendations
• Apply AI for data analysis and insight generation: leverage AI tooling to simplify and speed up data analysis and insight generation.  Ensure strong understanding of AI outputs and connection back to data sources of truth and validating AI outputs
• Standardize and automate workflows using AI tooling: documenting and improving recurring sales processes, building templates, checklists, and lightweight “mini‑agents” or scripts that remove manual work from planning, reporting, and sales operations
• Work with and influence cross-functional teams including Finance, Product & Engineering, Client Solutions
• Contribute to the definition and execution of the broader North America Enterprise Sales strategy and Sales Strategy & Operations priorities. Support strategic planning efforts.
• Identify and pursue opportunities for consistency and scale across the team (e.g., shared initiatives, improved processes & systems) 

What we’re looking for:

• 7+ years of professional experience in strategy & operations in a fast-paced, highly analytical environment, for instance: management consulting, investment banking, or tech/media 
• Direct experience in digital ad sales strategy & operations preferred
• Strong analytical & quantitative skills; exceptional proficiency working with large datasets and expert at translating complex data into clear, actionable insights and structured opportunities
• Proven ability to drive impact in a complex, fast-paced environment
• Organized, detail-oriented and strategically focused
• Bachelor’s degree in a relevant field such as business, economics, statistics, or a related field or equivalent experience.
• AI native / AI first instincts: Candidates are expected to use internal AI, agentic tooling as a default first step for problem-solving, research, and answering sales/operaitonal questions before escalating to humans
• Can apply human judgement while using AI tooling: AI is a tool for productivity but it should not replace human judgement.  Candidates need to know how to sanity check AI outputs and maintain their own voice, standards, and ensure AI outputs meet company policy and security requirements.
• Familiarity with SQL, Salesforce, and Tableau is a plus, but is not required

In-Office Requirement Statement:

• We let the type of work you do guide the collaboration style. That means we're not always working in an office, but we continue to gather for key moments of collaboration and connection.
• This role will need to be in the office for in-person collaboration at least one day per week and therefore needs to be in a commutable distance from the Pinterest New York office. 

Relocation Statement:

• This position is not eligible for relocation assistance. Visit our PinFlex page to learn more about our working model.

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As a Lead Business Systems Analyst on the Revenue Tech & Innovation team, you will serve as a strategic leader across Pinterest’s sales systems landscape, driving scalable process, workflow, and systems solutions that enable the business to grow efficiently. You will own a portfolio of process areas and technology capabilities across Salesforce and adjacent sales technologies, and partner closely with cross-functional stakeholders to define roadmaps, solve complex business challenges, and improve seller productivity globally.

This role is well suited for someone who thrives in ambiguity, brings strong judgment to complex business and technical decisions, and can independently translate strategy into execution. You will lead large, high-impact initiatives from problem definition through rollout, while setting a high bar for solution quality, extensibility, and operational effectiveness. You will also help shape how Pinterest evaluates and adopts emerging capabilities, including AI, across the sales tech stack.

What you’ll do:

• Lead complex, global business systems initiatives across Salesforce and related sales technologies such as Highspot, Gong, and Sales Navigator, from discovery and process design through testing, deployment, and adoption.
• Own a portfolio of sales process areas and technology capabilities, identifying opportunities to improve workflow efficiency, scalability, and business impact.
• Partner with Sales, Sales Operations, Revenue Operations, IT, Product, and other cross-functional stakeholders to define priorities, align on tradeoffs, and deliver solutions that support strategic business objectives.
• Develop and drive 12–18 month execution roadmaps for your process area or technology domain, translating strategic priorities into actionable projects, milestones, and success measures.
• Analyze complex and ambiguous business problems, evaluate operational and systems data, and recommend scalable solutions that balance immediate business needs with long-term maintainability.
• Design high-quality process and workflow solutions that can serve as a model for extensibility, efficiency, and strong user experience.
• Build frameworks, documentation, and operating mechanisms that enable effective execution across cross-functional teams and improve delivery quality at scale.
• Identify and assess emerging AI capabilities across the sales tech stack; prioritize high-impact use cases, lead pilots, and drive adoption through stakeholder partnership, enablement, and measurement of business outcomes.
• Facilitate discussions and decision-making across stakeholders to resolve project, operational, or systems issues with minimal oversight.
• Monitor project and program outcomes through clear metrics and milestones, incorporating feedback loops to continuously improve solutions and adoption.
• Partner with external vendors, as needed, to evaluate performance, support accountability, and help inform ongoing systems strategy and investment decisions.
• Act as a trusted thought partner and subject matter leader, guiding others and raising the bar for business systems analysis, process design, and execution excellence.
• Identify opportunities to apply AI across sales systems and workflows to reduce manual work, improve data quality, and increase seller productivity.
• Partner with business and technical stakeholders to evaluate, pilot, and scale AI-enabled capabilities across Salesforce and the broader sales tech stack.
• Define success metrics for AI use cases, monitor adoption and business impact, and iterate based on user feedback, performance data, and operational outcomes.
• Establish best practices and governance for AI-enabled workflows, including change management, user enablement, and responsible adoption.

What we’re looking for:

• 10+ years of experience in business systems analysis, sales systems, revenue technology, or a related field, with a track record of driving operational scale through systems and process improvements.
• Demonstrated experience leading large-scale, highly complex initiatives that require deep analysis, sound judgment, and strong cross-functional execution.
• Experience owning a functional domain, process portfolio, or technology capability and translating business strategy into roadmaps, projects, and measurable outcomes.
• Strong expertise in requirements gathering, process/workflow design, systems analysis, testing, implementation, and change management.
• 6+ years of hands-on experience with Salesforce or a comparable CRM platform; strong familiarity with sales workflows and broader go-to-market systems preferred.
• Experience identifying, prioritizing, and implementing AI-enabled use cases in the sales tech ecosystem, including pilot design, stakeholder alignment, change management, and measurement of business impact.
• Strong analytical and problem-solving skills, including the ability to evaluate variable inputs, navigate ambiguity, and recommend practical, scalable solutions.
• Proven ability to influence prioritization, sequencing, scoping, and tradeoff decisions across cross-functional stakeholders and leaders.
• Excellent communication skills, including the ability to synthesize complex information, drive alignment, and communicate clearly with technical and non-technical audiences.
• Strong project and program leadership skills, including experience building execution plans, defining success metrics, and managing delivery across multiple workstreams.
• A high degree of independence, paired with the ability to guide, support, and elevate others through strong partnership and leadership.
• A thoughtful, user-centric mindset and a passion for building solutions that improve internal workflows and business outcomes.
• Experience identifying, evaluating, and implementing AI-driven use cases in business systems, sales operations, or go-to-market workflows.
• Ability to assess AI solutions pragmatically, including business value, workflow fit, scalability, data dependencies, and adoption risks.
• Experience partnering with cross-functional stakeholders to pilot AI capabilities, drive change management, and measure impact through clear operational and business metrics.
• Salesforce Administrator Certification preferred; Salesforce Advanced Administrator and/or Salesforce Developer certifications are a plus.

Relocation Statement:

• This position is not eligible for relocation assistance. Visit our PinFlex page to learn more about our working model.

In-Office Requirement Statement

• We let the type of work you do guide the collaboration style. That means we're not always working in an office, but we continue to gather for key moments of collaboration and connection.
• This role will need to be in the office for in-person collaboration 1-2 times/month and therefore needs to be in a commutable distance from the SF or NY office. 

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As a Business Systems Analyst II on the Revenue Tech & Innovation team, you will help scale the sales organization through effective systems, workflows, and operational improvements. In this role, you will independently contribute to core technology focus areas with minimal day-to-day guidance, partnering with cross-functional stakeholders to scope, design, test, and roll out system enhancements that improve seller productivity and operational efficiency.

You will work on business and technical problems of moderate scope and ambiguity, applying strong analytical thinking, sound judgment, and a customer-focused mindset to deliver practical, scalable solutions across Salesforce and the broader sales technology ecosystem.

What you’ll do:

• Gather requirements, analyze business needs, design solutions, support testing, and drive rollout of system projects and enhancements across Salesforce and other sales tools such as Highspot, Gong, and LinkedIn Sales Navigator
• Contribute to projects that improve seller workflows, streamline internal operations, and increase efficiency across the sales organization, with AI tooling capabilities at the forefront of all projects
• Work with stakeholders to understand operational pain points, evaluate tradeoffs, and recommend system or process improvements based on data and business context
• Support the identification, prioritization, and rollout of AI-driven use cases across the sales tech stack to improve seller productivity
• Partner with cross-functional teams to pilot new capabilities, collect feedback, iterate on solutions, and support change management and adoption
• Ensure solutions align to existing standards, architecture, and business processes while maintaining a high bar for quality and usability
• Communicate project updates, risks, dependencies, and changes in scope to stakeholders to maintain transparency and alignment
• Take ownership of assigned projects and deliverables, working mostly independently while seeking input at key decision points when needed
• Contribute to recurring stakeholder updates, reporting, and presentations that communicate progress, outcomes, and opportunities
• Identify and evaluate AI opportunities across Salesforce and adjacent sales tools, prioritizing use cases that improve seller productivity and operational efficiency.
• Partner with cross-functional stakeholders to pilot AI-enabled capabilities, gather user feedback, and iterate on solutions to support scalable adoption.
• Apply AI tools and insights to business analysis, process design, and documentation in order to improve solution quality and speed of execution.
• Support enablement and change management for AI-driven workflow changes by documenting best practices and helping teams adopt new capabilities effectively.

What we’re looking for:

• 6+ years of relevant experience improving business execution through systems enhancements, business analysis, process improvement, and operational planning
• Experience working on business or technical problems of moderate scope and ambiguity, with the ability to review data, identify root causes, and recommend effective solutions
• Experience identifying and helping roll out AI-driven use cases in a sales tech environment, including pilot support, stakeholder alignment, enablement, and adoption tracking
• Strong analytical skills and the ability to translate operational needs into clear system or workflow requirements
• 4+ years of hands-on experience with Salesforce or another CRM platform such as HubSpot
• Ability to work independently with minimal day-to-day guidance while exercising good judgment on when to escalate or seek support
• Strong cross-functional collaboration skills and the ability to build effective working relationships across business and technical teams
• Experience supporting projects from requirements through implementation, testing, deployment, and adoption
• Strong communication skills, including the ability to present recommendations, keep stakeholders informed, and drive consistent understanding across partners
• Demonstrated accountability, follow-through, and ownership of work products and outcomes in a fast-paced environment
• A thoughtful, adaptable mindset with the ability to navigate change, respond constructively to challenges, and continuously improve processes and experiences
• Experience identifying, testing, or supporting AI-driven use cases in a business systems, sales operations, or revenue technology environment.
• Familiarity with applying AI tools to analysis, workflow optimization, documentation, testing, or end-user productivity.
• Strong judgment in evaluating AI opportunities, including business value, usability, adoption, and operational considerations.
• Passion for Pinterest’s mission and a commitment to helping businesses succeed through better systems and workflows
• Salesforce Administrator Certification preferred; Bonus: Salesforce Developer Certification and Salesforce Advanced Administrator Certification

Relocation Statement:

• This position is not eligible for relocation assistance. Visit our PinFlex page to learn more about our working model.

In-Office Requirement Statement:

• We let the type of work you do guide the collaboration style. That means we're not always working in an office, but we continue to gather for key moments of collaboration and connection.
• This role will need to be in the office for in-person collaboration 1-2 times/month and therefore needs to be in a commutable distance from the SF or NY office. 

#LI-HYBRID

#LI-SH2