Sales Strategy and Operations Manager

Sales Strategy and Operations Manager BUILDING THE FUTURE OF CRYPTO Our Krakenites are a world-class team with crypto conviction, united by our desire to discover and unlock the potential of crypto and blockchain technology. What makes us different? Kraken is a mission-focused company rooted in crypto values. As a Krakenite, you’ll join us on our mission to accelerate the global adoption of crypto, so that everyone can achieve financial freedom and inclusion. For over a decade, Kraken’s focus on our mission and crypto ethos has attracted many of the most talented crypto experts in the world. Before you apply, please read the Kraken Culture https://www.kraken.com/culture page to learn more about our internal culture, values, and mission. We also expect candidates to familiarize themselves with the Kraken app. Learn how to create a Kraken account here https://support.kraken.com/hc/en-us/articles/226090548-How-to-create-an-account-on-Kraken. As a fully remote company, we have Krakenites in 70+ countries who speak over 50 languages. Krakenites are industry pioneers who develop premium crypto products for experienced traders, institutions, and newcomers to the space. Kraken is committed to industry-leading security https://blog.kraken.com/crypto-education/security-at-kraken, crypto education https://blog.kraken.com/category/crypto-education, and world-class client support https://blog.kraken.com/crypto-education/support-at-kraken through our products like Kraken Pro https://pro.kraken.com/, Desktop https://www.kraken.com/desktop, Wallet https://www.kraken.com/wallet, and Kraken Futures https://www.kraken.com/features/futures. Become a Krakenite and build the future of crypto! PROOF OF WORK THE TEAM We’re seeking a Sales Strategy and Operations Manager to support our global sales team—specifically our institutional client group—by delivering the processes, insights, and tools they need to perform at a high level. This role is highly strategic and analytical, focused on strengthening our go-to-market (GTM) approach through pipeline insights, process optimization, and scalable execution frameworks. You will work closely with Sales and cross-functional partners to identify opportunities, improve efficiency, and enable consistent performance across the institutional sales organization. THE OPPORTUNITY - Act as a strategic partner to Institutional Sales, helping analyze and optimize the GTM pipeline and overall sales process - Evaluate current workflows and identify bottlenecks, inefficiencies, and areas for improvement across the institutional sales funnel - Build and refine scalable processes that improve sales effectiveness and can be rolled out across teams and regions - Own sales reporting and analytics, delivering clear insights that inform decision-making and drive performance - Collaborate with product marketing managers to build sales collateral and enablement materials (playbooks, frameworks, client-facing content) to support institutional sellers - Help define how success is measured, including pipeline health, conversion, and performance metrics - Identify opportunities to automate workflows and simplify processes to reduce friction for sellers - Ensure tools and systems are structured in a way that sales teams actually want to use, focusing on usability and adoption - Partner closely with Sales, Marketing, BizOps, Finance, and Product to align on priorities and execution SKILLS YOU SHOULD HODL - 4-6 years of experience in Sales Strategy, Business Operations, or Consulting, with a focus on GTM and pipeline analysis - Deep understanding of sales funnels, pipeline management, and GTM processes, ideally within institutional or B2B environments - Proven ability to analyze data, build reporting, and translate insights into action - Experience building scalable processes and frameworks that improve sales performance - Ability to create collateral and reporting that supports sellers and drives outcomes - ... (truncated, view full listing at source)