Sales Operations Manager, GTM Planning & Process

Netflix is one of the world's leading entertainment services, with over 300 million paid memberships in over 190 countries enjoying TV series, films and games across a wide variety of genres and languages. Members can play, pause and resume watching as much as they want, anytime, anywhere, and can change their plans at any time.

About the Role
We are seeking an experienced Sales or Go To Market Planning & Process lead. The right candidate is comfortable developing planning models to aid our Regional Operations teams to ground their plan in data, shaping Regional GTM Strategies from localized ideas into configurations in a scalable global system, and oversee the Sales Opportunity & Pitching process to hone the operations supporting Sales Execution and our Sales Methodology. This is a role where influence without direct authority will be key to build partnerships with Regional Sales Ops to bring needs into the central processes and operations, and shaping needs into scalable and repeatable approaches.

The role will be hands-on with modelling, where technologies such as Anaplan are being leveraged, as well as engaging with our Regional Operations to discuss and ideate how to bring their Go To Market designs to life in our global operations and CRM. This is an exciting time in Netflix Ads, where we are in the process of scaling up the team and the business model. This position will play a vital role in achieving this mission through their leadership to enable local market designs, while leveraging core operations, tools and data.

The role joins the Central Sales Operations team, with peers who are guiding our Customer Data Architecture, Sales Analytics, Metrics & Reporting, and developing our Sales Processes in  CRM system as the Ads business evolves. Jointly, the team are enabling Regional teams to plan, execute and measure our Ads Sales to maximize revenue growth.

Key Responsibilities

• Quarterly Sales Planning Process: End to end process leadership and facilitation on behalf of the Regional teams, including the process design, timeline, data and modelling and global review meetings to reach decisions. The quarterly process can cover positions, book assignments, territory hierarchy, bottom-up and top-down quota setting

• GTM Modelling: Bring data together into Anaplan models, which support Regional planning and decision making. Models will guide the planning process and ensure a comprehensive and accurate plan is deployed ahead of the next quarter start

• GTM Taxonomy: Centralize the language that Regional teams are using to describe their local strategy in order to be systemized, such as Account Segmentation, Roles, Channels, and Opportunity pipeline stages, as examples

• Sales Execution Process Management: Overseeing the system and operational processes which guide our sellers in line with the developed Sales Methodology, by ensuring the CRM Opportunity and Activity tracking supports sellers to take the best action at the best time

• GTM Guidance & Policy: Act as a Central point for Regional Operations to document and implement in systems the guidance and policies which clarify the Rules of Engagement between teams and roles, such as Global Accounts or cross-market management, transfers accounts between Segments or channels

About you:

• 8+ years of experience in revenue operations, business analytics, or sales operations in a high-growth or media/technology company, able to speak to how a Sales or Revenue Operations function fits together and its value proposition

• Strong modelling skills with expertise in tools like Excel, Anaplan, Pigment or other modelling technologies (Anaplan preferred)

• Experience architecting operations to translate business strategy into system design

• Exceptional communication and presentation skills, with the ability to translate complex data into actionable insights for non-technical, senior audiences.

• Demonstrable experience in driving a business planning process, regionally or globally

• A strategic mindset with the ability to think big-picture while diving into granular details of the underpinning GTM operations

• Familiarity with CRM systems (e.g., Salesforce) and sales performance metrics.

• Exceptional analytical skills with a focus on data-driven decision-making, process improvement, and operational support.

• Excellent project management abilities, skilled at managing multiple workflows and deadlines in a fast-paced environment.

Generally, our compensation structure consists solely of an annual salary; we do not have bonuses. You choose each year how much of your compensation you want in salary versus stock options. To determine your personal top of market compensation, we rely on market indicators and consider your specific job family, background, skills, and experience to determine your compensation in the market range. The range for this role is $$70,000 - $420,000.

Netflix provides comprehensive benefits including Health Plans, Mental Health support, a 401(k) Retirement Plan with employer match, Stock Option Program, Disability Programs, Health Savings and Flexible Spending Accounts, Family-forming benefits, and Life and Serious Injury Benefits. We also offer paid leave of absence programs. Full-time hourly employees accrue 35 days annually for paid time off to be used for vacation, holidays, and sick paid time off. Full-time salaried employees are immediately entitled to flexible time off. See more detail about our Benefits here.

Netflix is a unique culture and environment. Learn more here.

Inclusion is a Netflix value and we strive to host a meaningful interview experience for all candidates. If you want an accommodation/adjustment for a disability or any other reason during the hiring process, please send a request to your recruiting partner.

We are an equal-opportunity employer and celebrate diversity, recognizing that diversity builds stronger teams. We approach diversity and inclusion seriously and thoughtfully. We do not discriminate on the basis of race, religion, color, ancestry, national origin, caste, sex, sexual orientation, gender, gender identity or expression, age, disability, medical condition, pregnancy, genetic makeup, marital status, or military service.