Sales Strategy and Operations Manager

About the Position

Sales Strategy and Operations Manager

Redwood City, CA, United States

WHAT IS BOX?

Box (NYSE:BOX) is the leader in Intelligent Content Management. Our platform enables organizations to fuel collaboration, manage the entire content lifecycle, secure critical content, and transform business workflows with enterprise AI. We help companies thrive in the new AI-first era of business. Founded in 2005, Box simplifies work for leading global organizations, including JLL, Morgan Stanley, and Nationwide. Box is headquartered in Redwood City, CA, with offices across the United States, Europe, and Asia.

By joining Box, you will have the unique opportunity to continue driving our platform forward. Content powers how we work. It’s the billions of files and information flowing across teams, departments, and key business processes every single day: contracts, invoices, employee records, financials, product specs, marketing assets, and more. Our mission is to bring intelligence to the world of content management and empower our customers to completely transform workflows across their organizations. With the combination of AI and enterprise content, the opportunity has never been greater to transform how the world works together and at Box you will be on the front lines of this massive shift.

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.

Responsibilities

• 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.

Requirements

• 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.

We Offer

• Competitive salary: $121,500 - $152,000 USD per year
• Equity and benefits: Eligible for equity and comprehensive benefits package

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.

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!

EQUAL OPPORTUNITY

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, disability, and any other protected ground of discrimination under applicable human rights legislation. Box strives to respect the dignity and ‎‎independence of people with disabilities and is committed to giving them the same ‎‎opportunity to succeed as all other employees. Inclusiveness is core to our culture at Box, and we strive to ensure you get the most from your interview experience.

Box makes reasonable accommodations for applicants with disabilities. If a reasonable accommodation is needed to participate in the job application or interview process, please complete this form. Reasonable accommodations may include scheduling adjustments, document dictation and beyond.

Notice to applicants in Los Angeles: Box, Inc and its related branches will consider for employment, qualified applicants with criminal histories in a manner consistent with the Los Angeles Fair Chair Ordinance. The Fair Chance Ordinance is provided here.

Notice to applicants in San Francisco: Box, Inc and its related branches will consider for employment, qualified applicants with criminal histories in a manner consistent with the San Francisco Fair Chair Ordinance. The Fair Chance Ordinance is provided here.

For details on how we protect your information when you apply, please see our Personnel Privacy Notice. If you are a California-resident, please read our California Applicant & Candidate Privacy Notice here.

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.**

In accordance with OFCCP compliance, here is the Pay Transparency Provision.

Redwood City Pay Range

$121,500 - $152,000 USD

Apply for this job

indicates a required field

First Name

Last Name

Email

Country

Phone

Location (City)

Resume/CV*

Accepted file types: pdf, doc, docx, txt, rtf

Cover Letter

Accepted file types: pdf, doc, docx, txt, rtf

---

LinkedIn Profile

Do you now, or will you in the future, require sponsorship for employment visa status (e.g.. H-1B visa status, etc) to work legally for Box in the United States?

Select...

What is your current work authorization?

In what City, State and Zip are you currently residing?

What are your total compensation expectations?

Have you ever been employed at Box, including working as a contractor, intern, grad, or full-time employee?

Select...

Boxers are expected to work from the office a minimum of 3 days per week, with a focus on Tuesdays, Wednesday and Thursdays. Are you willing to relocate and commute to this position's designated office?

Select...

Privacy Notice Acknowledgement

Select...

Please review and acknowledge that you have read and understood the applicable Data Privacy Statement based on your location: Australia, California, Canada, Poland (plus Supplementary), France, Germany, Netherlands, United Kingdom, USA, Japan.

Consent To Process

Select...

By submitting this application, you understand that your personal data will be processed, stored, shared, and transferred to Box for purposes of Box’s recruitment related activities, and Box’s third-party service provider, Greenhouse Software, Inc., engaged to help manage the recruitment and hiring process on our behalf.

---

US Box Self Identification Questionnaire

Here at Box our goal is to fully leverage and engage the unique talents/capabilities of diverse teams who feel like they belong. We provide a safe space to contribute your unique skills, ideas, and insights. A welcoming space is provided to learn, try new things, grow your career, test your thinking, and evolve. Our goal is to build diverse teams with broad representation that matches our customers and the world at large. We also want to make sure that you feel welcomed and supported, connected, included, and are treated fairly and with respect. We also ask that you do the same for others.

Below is a set of demographic questions and completion is entirely voluntary. Any person seeking employment at Box is considered without regards to race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, or sexual orientation. If you choose to respond to these questions the information will be used, in aggregate only, to help us track the effectiveness of our recruiting efforts and identify areas of improvement in our process. The information collected, or lack thereof, will not be associated with your specific application and will not in any way be used in the hiring process.

---

Veteran Status:

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection. As a government contractor subject to Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measure the effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categories is as follows:

• A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.
• A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.
• An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.
• An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.

---

Voluntary Self-Identification of Disability

Why are you being asked to complete this form?

We are a federal contractor or subcontractor required by law to provide equal employment opportunity to qualified people with disabilities. We are also required to measure our progress toward having at least 7% of our workforce be individuals with disabilities. To do this, we must ask applicants and employees if they have a disability or have ever had a disability. Because a person may become disabled at any time, we ask all of our employees to update their information at least every five years.