Sales Operations Manager II

About the job

As a Sales Operations Manager, you will own decision-making and execution for large, complex initiatives and commercial deliverables across YouTube Partnerships, Large Partner Solutions (LPS), Product, and the Global Business Organization. You will provide thought leadership around commercial frameworks, go-to-market (GTM) structures, and rate card governance using systems thinking.

In this role, you will uncover and resolve complex, unprecedented business problems-such as evolving sales house structures, programmatic guaranteed cross-sell models, and publisher inventory protection-while anticipating future industry and macroeconomic headwinds. You will break ambiguous challenges into structured work streams, influence direction, and persuade and challenge senior executive stakeholders (VP+) to ensure alignment on solutions that protect YouTube’s ecosystem and drive sustainable growth for Google. Beyond steering strategy, you will serve as a people leader and cultural pillar-scaling operational excellence, developing high-performing talent, driving AI-enabled operational transformation, and fostering a collaborative environment.

At YouTube, we believe that everyone deserves to have a voice, and that the world is a better place when we listen, share, and build community through our stories. We work together to give everyone the power to share their story, explore what they love, and connect with one another in the process. Working at the intersection of cutting-edge technology and boundless creativity, we move at the speed of culture with a shared goal to show people the world. We explore new ideas, solve real problems, and have fun - and we do it all together.

US: $234000 - $325000 (USD) + 25% bonus target + equity + benefits

Learn more about benefits at Google.

Responsibilities

• Direct strategy, scoping, and execution for monetization models, global rate cards, publisher margins, and formats.
• Resolve complex operational challenges including sales house enablement, contract strategy, inventory rights, and ad server integrations (GAM 360, FreeWheel).
• Evolve operating models, agreement evaluation, and activation workflows, partnering with PSE to automate onboarding and eliminate bottlenecks. Align senior cross-functional leaders (VP+) across Partnerships, Sales, Legal, Finance, and Product to balance publisher-sold inventory with Google demand.
• Use data tools to track ecosystem health, regional revenue, and attribution. Drive AI adoption to streamline analysis, forecasting, reporting, and global knowledge sharing.
• Hire, mentor, and build problem-solving capabilities within a high-performing commercial strategy team.

Qualifications

Minimum qualifications:

• Bachelor's degree or equivalent practical experience.
• 10 years of experience in a management consulting, sales operations, business strategy, or corporate advisory role.
• 5 years of experience working with executive stakeholders.
• Experience working with Google Ads Suite and Google Measurement solutions, or with participant platforms in the industry.

Preferred qualifications:

• Master's degree, MBA, or advanced degree.
• Experience designing commercial policies, rate card strategies, or governance frameworks that resolve channel conflict and balance platform incentives.
• Expertise in digital video advertising ecosystems, ad serving mechanics (e.g., Google Ad Manager 360, FreeWheel), programmatic sales, and publisher monetization models.
• Track record of applying systems thinking to navigate complex contractual, legal, and compliance structures (e.g., affiliate structures, multi-party licensing).
• Track record of integrating AI tools and advanced operational frameworks into workflows to scale team impact and operational efficiency.
• Exceptional executive communication, stakeholder management, and cross-functional leadership skills.