Hotel Engine · 1 month ago
Sales Strategy and Operations Manager
United States
Full-time
Remote
Mid Level
$120K/yr - $140K/yr
4+ years expEngine is transforming business travel into a personalized and seamless experience. The Sales Strategy & Operations Manager will play a crucial role in driving retention and growth by shaping systems and processes that enhance customer success and expansion efforts.
Business TravelHospitalityHotelTravel
Responsibilities
Build and maintain capacity models to ensure the team is right-sized and focused on the highest-value accounts
Analyze book-of-business distribution and make recommendations for reassignments or load balancing
Identify churn risk early and develop workflows/playbooks to reduce avoidable churn
Surface expansion opportunities using product signals, customer behavior, and account insights
Create prioritization frameworks that guide CS/AM teams on where to spend their time
Define KPIs, dashboards, and recurring operating cadences for CS and Expansion
Self-serve Salesforce data, build reports/dashboards, and understand object relationships
Write clear, technically informed business requirements documents (BRDs) for RevOps and Systems partners
Collaborate on workflows, routing logic, and automation in tools like Salesforce, Pocus, and others
Support development of customer signals and scoring frameworks
Conduct targeted analyses to understand churn drivers, segment performance, and expansion trends
Build lightweight Excel models (capacity planning, churn analysis, segment health)
Turn data into actionable recommendations for AM/CS leadership
Partner with CS, Account Management, RevOps, Product, Systems, and Exec stakeholders
Lead projects from strategy → alignment → execution → rollout
Simplify complexity and create structure in ambiguous, fast-moving environments
Qualification
Required
4+ years in Customer Success Operations, Account Management Operations, Revenue Operations (post-sales), Expansion Operations, or a related field
Strong understanding of customer success, retention, expansion, and post-sales workflows
Proactive stakeholder management and ability to influence without direct authority
Clear, concise communication - written, verbal, and presentation
Highly organized with strong execution discipline
Ability to create clarity from ambiguity
Strong Excel skills (VLOOKUP, INDEX/MATCH, SUMIFS/COUNTIFS, pivots, modeling)
Salesforce reporting + object understanding (not admin-level, but confident self-serve)
Conduct targeted analyses to understand churn drivers, segment performance, and expansion trends
Build lightweight Excel models (capacity planning, churn analysis, segment health)
Turn data into actionable recommendations for AM/CS leadership
Partner with CS, Account Management, RevOps, Product, Systems, and Exec stakeholders
Lead projects from strategy → alignment → execution → rollout
Simplify complexity and create structure in ambiguous, fast-moving environments
Preferred
Familiarity with tools like Pocus, Gainsight, Catalyst, Vitally, or similar a plus
Experience with project management tools (Asana, Smartsheet, JIRA)
Strong working knowledge of sales/CS engagement tools (Gong, Attention, Outreach, Salesloft)
Benefits
Competitive base pay tied to role and experience, with opportunities for bonuses, commissions, and equity.
Check out our full list at engine.com/culture.
Different roles have different needs in terms of the environments that drive success which is why we have a hybrid-hub model.
Company
Hotel Engine
Hotel Engine is now Engine.
501-1000 employees
Funding
Current Stage
Late StageTotal Funding
$221MKey Investors
PermiraTelescope Partners
2024-09-17Series C· $140M
2021-12-02Series B· $65M
2019-09-05Series A· $16M
Leadership Team
Elia Wallen
Founder/CEO
Harrison Doyle
VP, Strategy / Chief of Staff to the CEO
Recent News
2025-12-16
Small Business Trends
2025-10-24
Company data provided by crunchbase