Mood · 2 months ago
Senior Manager, Sales Operations & Strategy
Charlotte, NC
Full-time
Onsite
Senior Level
6+ years expMood is a category-defining omni-channel hemp brand offering a full product suite across DTC online and retail partners. The Senior Manager, Sales Operations & Strategy will build and operationalize the systems, processes, and insights that drive commercial growth, partnering with various teams to ensure scalable, predictable revenue growth.
Retail
Responsibilities
Translate company growth objectives into actionable GTM strategies, sales goals, and operating rhythms
Partner with leadership to define segmentation, ICPs, territories, and quotas that maximize efficiency and ROI
Lead annual and quarterly GTM planning cycles, including sales coverage models, headcount capacity planning, and resource allocation
Provide strategic input on pricing, products, and incentive design to drive revenue performance
Own and optimize the CRM (Salesforce) and broader GTM tech stack (engagement, enablement, forecasting, analytics)
Establish scalable workflows for lead management, pipeline governance, and forecasting accuracy
Implement and enforce data governance standards to ensure data integrity, reliability, and executive-level trust in reporting
Build integrations and automations that improve efficiency and enable end-to-end visibility across the funnel
Develop lead scoring, funnel tracking, and campaign attribution
Design and maintain dashboards that provide clear visibility into pipeline health, funnel conversion, and forecast attainment
Deliver recurring insights to leadership on growth levers, risks, and opportunities across segments, channels, and products
Build models that support scenario planning, capacity management, and market expansion decisions
In partnership with the data team develop predictive analytics to improve forecast accuracy and identify leading indicators of performance
Partner with Sales leaders to diagnose and eliminate process bottlenecks across the customer lifecycle
Build playbooks, onboarding materials, and training programs that reduce ramp time and improve productivity
Support the design and administration of compensation plans, ensuring alignment with company growth priorities
Drive adoption of systems, processes, and tools across GTM teams, fostering accountability and consistent execution
Collaborate with Finance on forecasting, budgeting, and revenue reporting
Serve as a trusted advisor to sales leadership, providing data-driven insights that inform board-level discussions and investor updates
Qualification
Required
6–10+ years of experience in Sales Operations, Revenue Operations, or GTM Strategy, ideally in high-growth consumer businesses
Proven ability to design and implement RevOps foundations from the ground up
Deep expertise with CRM and GTM systems (Salesforce, HubSpot, Gong, Outreach, Clari, ZoomInfo, etc.)
Strong analytical and modeling skills; proficiency with Excel/Google Sheets, SQL, and BI tools (Tableau, Looker, etc.)
Experience in territory design, quota setting, forecasting, and pipeline analytics
Exceptional communication and executive presence; able to influence across levels and functions
Thrives in a fast-paced, ambiguous environment and balances strategic planning with tactical execution
High ownership mindset; proven ability to deliver long-cycle projects while executing on immediate needs
Company
Mood
Mood is an online dispensary company that features Delta-8 THC products tailored to set the mood.
51-200 employees
Funding
Current Stage
Growth StageLeadership Team
David Charles
Co-Founder / CEO
Leo Silva
CTO and Head of Product
Company data provided by crunchbase