Manager, Sales Operations - Global Dining

Resy is seeking a highly analytical and operationally minded Manager to lead Sales Operations & Planning for the Sales organization within Global Dining.

Sitting within Revenue Operations, this role will serve as a strategic and operational partner to Sales Leadership and collaborate closely with Finance, Compensation, People, Enablement, Business Operations, and Marketing. The Manager will own the core planning and operating processes that underpin Sales performance, including sales planning and forecasting, quota and capacity planning, performance management and insights, incentive compensation operations, and governance controls.

This role will build and manage the operational infrastructure that enables Sales leaders to effectively run the business-ensuring sellers have clear goals, performance and incentive calculations are accurate, critical processes are scalable and well controlled, and leadership has timely visibility into performance, risks, and opportunities.

The ideal candidate is equal parts operator, analyst, planner, and strategic business partner, combining rigorous execution with the ability to identify trends, challenge assumptions, and translate complex data into actionable recommendations.

Sales Planning & Forecasting

• Partner with Sales Leadership and Finance to develop annual and quarterly sales plans, quotas, productivity targets, and capacity assumptions.
• Build capacity models incorporating headcount, hiring, ramp, attrition, productivity, and territory assumptions.
• Develop scenario analyses to quantify the impact of changes in conversion, pricing, and market conditions.
• Translate growth and productivity assumptions into capacity, headcount, and investment requirements.
• Own quota development and allocation across sellers, teams, territories, and markets, including adjustments for hires, ramps, promotions, leaves, and territory changes.
• Support territory and organizational design, evaluating coverage, account allocation, and structural changes.
• Evaluate pipeline health, productivity, conversion, capacity, and other key revenue drivers.
• Use historical benchmarks and performance trends to continuously improve planning assumptions.

Performance Management & Insights

• Establish consistent Sales KPIs, definitions, reporting logic, and performance methodologies in alignment with broader Revenue Operations standards.
• Own and continuously improve reporting across pipeline, activity, conversion, productivity, attainment, end-to-end funnel measurements, and Closed Won performance.
• Analyze performance across sellers, teams, markets, territories, and products to identify trends, risks, and opportunities.
• Connect leading and lagging indicators to proactively identify performance gaps, diagnose underlying drivers, and develop executive-ready insights, recommendations, and actions.
• Support recurring Sales performance reviews and operating cadences, translating performance insights into clear priorities, decisions, and follow-up actions.

Sales Operations & Governance

• Maintain authoritative Sales Operations records, including seller rosters, organizational hierarchies, territories, roles, quota assignments, and consistent definitions across key performance measures.
• Manage compensation considerations, including ramps, guarantees, caps, leaves, territory changes, and other adjustments.
• Validate attainment and incentive compensation calculations against seller performance and approved plan requirements, maintaining accurate and auditable documentation.
• Partner with Revenue Enablement to operationalize changes to pricing, products, compensation, territories, and Sales strategy.
• Simplify, standardize, and automate Sales Operations processes while improving data quality across systems and tools.
• Establish scalable approval workflows, controls, and documentation for business-critical Sales processes, maintaining audit readiness and supporting internal or regulatory reviews as appropriate.
• Proactively identify operational risks, data discrepancies, and process gaps, determine root causes, and drive resolution.a

What Success Looks Like

• Sellers and managers trust the accuracy and transparency of quotas, attainment, and incentive compensation.
• Sales Leadership has timely visibility into performance, risks, and opportunities, supported by actionable insights and scenarios.
• Quota, capacity, and headcount plans reflect realistic productivity, ramp, territory, and market assumptions.
• Reporting, planning, forecasting, and compensation processes are accurate, scalable, auditable, and automated where appropriate.
• Critical Sales Operations processes have clear ownership, controls, approvals, and documentation, with issues proactively identified and resolved.

• 4-7+ years of experience in Sales Operations, Revenue Operations, Sales Planning, Sales Compensation, Finance, or a related analytical role.
• Experience supporting quota-based Sales organizations and partnering directly with Sales leadership.
• Strong understanding of quota setting, attainment, incentive compensation, capacity planning, productivity, ramping, forecasting, and territory management.
• Experience building sales capacity, productivity, quota, or financial models.
• Advanced Excel and/or Google Sheets skills and experience working with complex datasets; strong Salesforce reporting and dashboard experience.
• Experience with BI/reporting, incentive compensation, forecasting, or Sales planning platforms preferred.
• Strong analytical and problem-solving skills with the ability to identify discrepancies, determine root causes, and drive resolution.
• Exceptional attention to detail, particularly with compensation, quota, and seller-level performance data.
• Ability to translate complex analyses and operational concepts into clear recommendations for sellers, managers, and senior leaders.
• Strong business judgment and ability to manage recurring processes and strategic initiatives in a fast-moving environment.
• Experience designing or operating business controls, reconciliations, approval workflows, and audit-ready processes, with appropriate discretion when handling sensitive compensation and performance data.

Preferred Qualifications:

• Experience leading or supporting annual Sales planning cycles, including territory design and headcount planning.
• Experience administering or partnering on Sales incentive compensation programs.
• Experience building executive-level Sales performance reporting and supporting business reviews.
• Familiarity with modern Revenue Operations and Sales planning technology.
• Experience supporting SaaS, marketplace, hospitality, restaurant technology, or other high-growth Sales organizations.