Sales Strategy & Operations Manager

Who you are

• Experience in sales strategy, sales operations, revenue operations or commercial planning, ideally within media, advertising or adtech
• Strong analytical skills, with fluency in pipeline, forecasting, conversion and productivity metrics
• Hands-on comfort with Salesforce and BI (business intelligence) reporting tools
• A track record of turning revenue targets into concrete plans, and using data to decide where a sales team should focus its time
• Real commercial judgement, understanding what makes a pitch land and helping sellers sharpen their story as well as their numbers
• Practical curiosity about AI and automation, ideally with examples of using new tools to make a sales team faster and more effective
• The credibility and influence to challenge and guide experienced sellers without managing them directly
• A highly organised, self-directed style, and genuine comfort operating as a hands-on individual contributor

What the job involves

• Trainline Media has proven advertiser demand and is now focused on building a larger, more predictable and repeatable sales engine. This role is central to that next phase, improving how the team plans, prioritises and manages sales performance so that sellers are focused on the right advertisers, generating high-quality opportunities and taking the actions needed to deliver revenue goals
• You will act as the commercial operating partner to Trainline Media's sales leadership and sales team, working backwards from revenue targets to define the pipeline, prospecting and sales activity required to deliver the plan
• This is a hands-on, individual-contributor role with no direct reports, where success depends on combining rigorous analysis with strong commercial judgement, and on influencing experienced sellers without managing them directly. You will work closely with Sales, Marketing, Finance and Client Success to remove barriers to revenue
• Translate annual and quarterly revenue targets into clear pipeline, prospecting and account-planning requirements, and run the sales-performance reviews that keep the team focused on the right actions
• Define and track the leading and lagging indicators used to manage commercial performance, giving leadership a clear view of capacity, productivity and revenue risk
• Build and maintain a prioritised prospect universe across advertisers, agencies and verticals, helping each seller focus on the accounts most likely to convert
• Own pipeline standards, forecasting methodology and commercial reporting, improving the quality of opportunity data in Salesforce and giving leadership an honest view of committed, likely and upside revenue
• Analyse where the team spends its time and reallocate effort toward the highest-value selling activity
• Introduce AI-assisted tools and reusable frameworks that sharpen pitches, personalise outreach at scale and simplify repetitive sales processes
• Partner with Sales, Marketing, Finance and Client Success to remove barriers to revenue and share learnings that improve how the team sells
• Build analytical dashboards that track sales effectiveness, productivity and the impact of the tools and processes you introduce

Benefits

• Flexible working (60% min office attendance)
• Cycle to work scheme
• Discounted gym memberships through Wellhub
• Private Health and Dental Insurance
• Enhanced Pension (matched contributions)
• Income Protection
• Share Incentive Plan (buy one get one free)
• Learning budget
• Primary & Secondary Caregiver Leave
• Shared Parental Leave
• Enhanced sick pay
• Free Perkbox subscription
• Electric Vehicle Salary Sacrifice Scheme
• YellowNest - Subsidised Childcare Fees
• Work from Abroad