Sales Strategy and Operations Manager

📋 Description

• • Kraken is at the forefront of the cryptocurrency revolution, driven by a mission to accelerate global adoption and empower individuals with financial freedom and inclusion. We are a world-class team of crypto convictionists, united by a passion for discovering and unlocking the immense potential of blockchain technology. For over a decade, our unwavering focus on our mission and core crypto ethos has attracted some of the most talented minds in the industry. We encourage you to immerse yourself in our Kraken Culture page to gain a deeper understanding of our internal dynamics, values, and overarching mission. Familiarity with the Kraken app, including the process of creating an account, is also expected.
• • As a fully remote organization, Krakenites span across 70 countries, conversing in over 50 languages. We are industry pioneers, dedicated to developing premium crypto products that cater to experienced traders, institutional investors, and newcomers alike. Our commitment extends to industry-leading security, comprehensive crypto education, and unparalleled client support, all delivered through our robust suite of products including Kraken Pro, Desktop, Wallet, and Kraken Futures. Join us and be a part of building the future of crypto!
• • The Sales Strategy and Operations Manager will be instrumental in elevating our global sales team by equipping them with the essential tools, refined processes, and data-driven insights required for peak performance. This is a hands-on role where you will lead a dedicated team of analysts, playing a pivotal part in scaling our sales operations function. Your responsibilities will encompass refining workflows, meticulously managing systems like HubSpot (or our future CRM), and generating actionable insights derived from data to inform strategic decision-making.
• • If you possess a fervent passion for enabling high-performance sales teams, thrive in dynamic, fast-paced environments, and are driven to make a tangible, measurable impact, this opportunity offers a chance to propel your career to new heights.
• • Key responsibilities include driving the CRM and Go-To-Market (GTM) systems infrastructure, ensuring high user adoption, maintaining data integrity, and guaranteeing pipeline accuracy across HubSpot (or any future CRM) and its associated tooling. You will be responsible for automating lead routing, enrichment, and onboarding workflows, enforcing Service Level Agreements (SLAs), and championing operational efficiency through comprehensive documentation, robust governance, and strategic process automation.
• • You will lead the day-to-day optimization of institutional GTM workflows, focusing on critical areas such as compliance, liquidity, and trading connectivity. This involves close collaboration with our Operations, Compliance, and Product teams to systematically reduce friction points and enhance overall trading velocity for our institutional clients.
• • Managing sales reporting, analytics, and planning execution will be a core function, utilizing tools like AWS QuickSight, CRM data, and other internal data sources to deliver insightful, actionable recommendations to executive stakeholders. This includes supporting forecasting models, scenario planning, and coverage design in close partnership with Sales and Finance departments.
• • You will also support sales enablement and pipeline operations by building essential enablement content, such as playbooks, battlecards, and client-facing collateral. Operating pipeline governance processes will be crucial to ensure data hygiene and forecasting accuracy. Furthermore, you will collaborate with Product and Marketing teams to equip the Sales team with critical institutional insights.
• • Close collaboration with Sales, Marketing, Business Operations (BizOps), Finance, and Product teams is essential to ensure seamless alignment on key metrics, territory planning, and overarching operational goals. There is a significant possibility to supervise and mentor a team of analysts, providing them with clear direction, constructive feedback, and opportunities for professional growth and development.
• • This role is designed for an individual who is not only adept at sales operations but also deeply passionate about the cryptocurrency world, possessing a continuous learning attitude towards emerging industry trends. Involvement or active participation within the local crypto community is highly valued, as is a profound belief in the crypto, cypherpunk, and libertarian values that define Kraken, as articulated in our Tentaclemendments document.