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Director, Sales Strategy and Operations

New York

Culture Speaks, My Code Listens!

We are the leading media company and marketing agency for growth audiences, the fastest-moving and most culturally influential consumer segments in the U.S. We define growth audiences differently: not just by age, but by expanding economic power, cultural influence, and market impact across generations.

At My Code, listening is our core engine. It is our tool, our hiring strategy, and our approach to every brief. We listen intently to the audiences shaping tomorrow, allowing us to move our clients into authentic, uncharted territory.

My Code is majority-owned by Ariel Alternatives LLC's Project Black, which aims to scale businesses to serve as suppliers-of-choice to Fortune 500 companies. For more information, please visit www.mycodemedia.com.

About the Role:

At My Code, our Sales teams are trusted partners for marketers who want to create and maintain relevance with diverse audiences that drive brand growth. Committed to our mission, the Sales team believes in working hard to achieve our goals while positively impacting our communities. 

The Director, Sales Strategy & Operations is a critical role responsible for the day-to-day execution of sales effectiveness and alignment across our revenue teams. Reporting to the SVP, Revenue Operations & Planning, this individual will optimize the processes, technologies, and data that enable our Sales organization to operate at peak efficiency.

The ideal candidate combines strong analytical skills with a "builder" mindset, serving as the primary business owner for our Sales tech stack and the bridge between high-level strategy and operational execution.

Responsibilities:

Revenue Systems & Data Management (CRM/OMS)

  • System Ownership: Serve as the key business liaison and "go-to" expert for our integrated CRM and Order Management System (OMS).
  • Workflow Optimization: Own revenue maintenance, data integrity, and end-to-end workflows within the CRM/OMS; partner with IT and data engineering to ensure infrastructure accuracy.
  • Platform Management: Build and optimize internal workflows, manage technology platforms, and implement performance dashboards to ensure a seamless transition from lead generation to deal closure.
  • Data Hygiene: Lead the charge on data hygiene, ensuring all sales data and account assignments are accurate and actionable for the finance and leadership teams.

Strategy, Planning, and Quota Management

  • Sales Integration & Deal Intelligence: Act as a strategic partner and embedded resource for Regional Sales VPs to maintain a pulse on deal movement; proactively track stage changes, budget fluctuations, and "Win/Loss" narratives to ensure the CRM reflects the real-time reality of the sales floor.
  • Sales Planning: Partner with sales leadership to design and implement equitable sales territories, target account lists, and effective sales compensation/quota plans.
  • Forecasting: Develop and manage accurate, data-driven sales forecasts and pipeline reporting to anticipate future trends and inventory needs.
  • Growth Initiatives: Collaborate with the SVP and sales management to identify opportunities to increase revenue, improve salesforce efficiency, and scale the business effectively.
  • Market Insight: Monitor marketplace dynamics and pricing changes to provide optimization recommendations for product and distribution channels.

Analytics & Business Intelligence

  • Performance Tracking: Define, track, and analyze key performance indicators (KPIs) such as sales cycle length, conversion rates, and quota attainment.
  • Actionable Insights: Translate complex sales data into clear reports and dashboards (e.g., Tableau) that highlight key takeaways and drive executive decisions.
  • Inventory Yield: Develop insightful reporting toward realizing the highest revenue possible for available inventory, products, and services.
  • Financial Modeling: Support the sales department budget and develop financial models to evaluate the impact of specific strategic initiatives.

Cross-functional Support & Enablement

  • Stakeholder Management: Collaborate with marketing, product, and finance to gather insights and align sales objectives with broader company growth strategies.
  • Team Training: Based on data analysis, provide guidance to the sales team on effective selling techniques, pricing, and onboarding processes for new hires.
  • Special Projects: Support high-impact, cross-functional projects that improve the overall "quote-to-cash" lifecycle and sales productivity.

The Impact You’ll Make:

You will architect and optimize the systems, strategy, and operational infrastructure that power our revenue engine from lead generation through deal closure. As the connective force between sales, finance, product, and executive leadership, you’ll transform complex data into actionable business intelligence, drive scalable growth initiatives, and ensure our CRM/OMS ecosystem delivers the accuracy, visibility, and strategic insights needed to maximize revenue, improve sales performance, and accelerate company-wide success.

Qualifications: 

  • Experience: 7–10 years of experience in sales operations, finance, or revenue strategy, ideally within the digital media industry.
  • Education: Bachelor’s degree in business administration, finance, or a related field.
  • Technical Proficiency: Advanced experience managing CRM and OMS platforms (specifically Boostr or Salesforce) and data visualization tools (e.g., Tableau).
  • Analytical Rigor: Proven track record in financial analysis, forecasting, and the ability to synthesize complex data into actionable recommendations.
  • Communication: Strong verbal and visual communication skills; able to convey complex operational ideas to non-technical stakeholders.
  • Mindset: Solution-oriented, highly organized, and able to prioritize multiple projects in a fast-paced environment.
  • Values: An advocate for diversity, equity, and inclusion who embraces our core values: Culture First, Play Like a Team, Pave The Way, Care, and Think Big.

Compensation & Total Rewards: At My Code, we believe that world-class culture is fueled by people who feel valued, empowered, and inspired. Our compensation philosophy goes beyond base salary; we’ve built a Total Rewards ecosystem that invests in your benefits, physical and mental well-being, and long-term career trajectory.

Base Salary Range: $145,000.00 - $160,000.00. We take a data-driven approach to pay. This range represents the target base salary for a new hire in this role; however, the final offer will be determined by a holistic evaluation of your unique experience, specialized skill set, and internal parity across our existing team.

Variable Compensation: In addition to base salary, this role is eligible for an annual performance-based bonus tied to individual and company milestones.

My Code is proud to be an Equal Opportunity and Affirmative Action employer. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender, gender identity, gender expression, transgender status, sexual stereotypes, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. We also consider qualified applicants with criminal histories consistent with applicable federal, state, and local law. My Code is committed to providing reasonable accommodations for candidates with disabilities during our recruiting process. If you need any assistance or accommodations due to a disability, please let us know.

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