Sr. Manager, Sales Strategy and Operations - Omni + OBT

About the Role

The Sr. Manager, Sales Strategy & Ops - Omni + OBT, is the day-to-day thought partner to the Chief Business Officer and owns how the partnership organization plans and executes our two newest product lines.

Omni is Engine's lodging infrastructure: an API and supply platform that partner platforms embed to offer Engine's inventory to their own customers. OBT is Engine's infrastructure for travel management companies (TMCs): an online booking tool that TMCs run their business on. Together, they are how Engine scales, by distributing through other platforms.

Your mandate is to uplevel how this business runs. You will define the processes, shape the go-to-market strategy, and help drive execution, while finding and unblocking the productivity bottlenecks that slow the team down. AI is central. You will decide where AI belongs in the partner motion and hold the team accountable to real productivity gains.

This is a hands-on role. You will get into the data yourself and build the analysis leadership acts on. You will hire and lead a team of two to four analysts and operations partners over the next 12 to 18 months.

Strategy & Operations sits inside Revenue Operations alongside GTM Systems, GTM Engineering, Revenue Enablement, and GTM Finance. You will also partner closely with Growth, Central Data, and Corporate Finance.

What You'll Do

Strategy and Planning

• Own the go-to-market strategy for Omni and OBT, including partner segmentation, account scoring, coverage design, and rules of engagement with the direct sales team.
• Partner with GTM Finance on the capacity model, quotas, and headcount plan.
• Define the metrics and instrumentation for the business, including partner pipeline, time to launch, partner-sourced bookings and GMV, and active TMCs.
• Build and run the operating cadence: annual planning, weekly pipeline reviews, monthly business reviews, and forecasting.

Partner and Distribution Motion

• Define and standardize the sales process: opportunity types, stages, exit criteria, routing, and handoffs from signed deal through partner onboarding and launch.
• Partner with Revenue Enablement to translate strategy into training, playbooks, and tools the field will use.
• Partner with GTM Finance on comp design and visibility.

AI, Systems, and Insights

• Set the AI strategy for the partner motion and lead the rollout across pipeline and forecast insights, partner health, data auditing, comp visibility, and rep-facing insights.
• Partner with GTM Systems on the build and adoption of the Salesforce workflows, tools, AI, and insights the team runs on.
• Develop and test hypotheses on segmentation, coverage, and productivity, and translate the results into decisions.

What You'll Bring

• 6+ years in sales strategy & operations or revenue operations, with substantial time in a high-growth B2B SaaS, fintech, or marketplace business.
• A track record as the primary strategic and operational partner to a VP or C-level revenue leader.
• A clear point of view on where AI and automation belong in a modern partner or B2B sales motion, and evidence of shipping it at scale.
• Deep knowledge of partner and platform go-to-market mechanics: sales process and stage design, pipeline management, forecasting, partner onboarding, and comp plan design. Experience with API, embedded, or travel distribution businesses is a plus.
• Strong analytical skills and a bias to build models yourself before handing them off.
• Proven ability to influence senior leaders without direct authority, in rooms with strong opinions and competing priorities.