Sales Strategy & Operations Lead, Programmatic Sales

About Sales Strategy & Operations

As a Sales Strategy & Operations (SS&O) team, our mission is to power sustainable revenue growth for Pinterest with data‑driven strategic insights and decision making, tight management against them and high‑impact revenue management. We inform critical business decisions driving revenue growth, so team members are highly visible to senior Sales leadership at Pinterest and throughout the organization at large.

This role sits within the SS&O team supporting Programmatic Sales, partnering closely with the VP, GM Programmatic Ads Sales and Programmatic Sales leadership to shape and scale a priority growth business for Pinterest.

What You’ll Do:

Reporting to the Senior Director of Sales Strategy & Operations for Agency & Programmatic, and in close partnership with the VP, GM Programmatic Ads Sales, you will develop and bring to life data‑driven strategies to accelerate growth in this critical business vertical. In this role, you will:

• Own development of the sales go‑to‑market strategy for Programmatic Sales — including customer segmentation, ideal customer profiles, book‑of‑business design, coverage models, sales priorities, and annual planning for Programmatic sellers.

• Lead the analytics and forecasting engine for Programmatic Sales by designing and maintaining revenue forecasts, pipeline and coverage models, performance scorecards, and forward‑looking views that help leadership make fast, data‑driven decisions.

• Build and manage core reporting and dashboards (in partnership with Data, Finance and BizOps) that surface clear, actionable views of programmatic performance across regions, channels, partners, and products — and continually refine these based on stakeholder needs.

• Run recurring business review cadences (e.g., weekly performance reviews, monthly/quarterly business reviews) for Programmatic Sales — owning the narrative, analyses, materials, and follow‑up to drive accountability and execution.

• Translate complex data into clear stories and recommendations for Sales and executive stakeholders, including diagnosing performance drivers, identifying opportunities and risks, and proposing concrete actions for sellers, leaders, and XFN teams.

• Design and refine sales processes and workflows as new programmatic products, deal types and partners are launched and as new acquisitions are integrated — ensuring Programmatic Sales has clear ways of working, robust documentation, and measurable outcomes.

• Partner with cross‑functional teams (Finance, Product & Engineering, Product Marketing, BizOps, Client Solutions) to define strategy and operating details for Pinterest’s programmatic offering as it evolves, ensuring Sales input is grounded in data and market reality.

• Identify and test new growth opportunities through structured experiments and analyses (e.g., pricing tests, new motion pilots, coverage and incentive changes), and operationalize successful approaches at scale.

• Drive standardization and scalability by codifying best practices, creating reusable analytics and tooling, and aligning on shared metrics and definitions across Programmatic Sales and broader Sales orgs.
  
  

What We’re Looking For:

• 7+ years of professional experience in strategy & operations, analytics, or similar fields in a fast‑paced, highly analytical environment (e.g., management consulting, investment banking, tech/media, or revenue/sales strategy & operations).

• Direct experience in programmatic or digital advertising (publisher, platform, agency, ad tech, or consulting), with a solid understanding of SSPs/DSPs, deal types, and the broader programmatic ecosystem.

• Exceptional analytical and quantitative skills — you are comfortable working with large, complex datasets, building models and forecasts, and stress‑testing assumptions to arrive at sound, data‑driven recommendations.

• High data fluency and tool comfort — advanced proficiency in Excel/Sheets and data visualization tools (e.g., Tableau, Looker) is expected; familiarity with SQL and querying large datasets is a strong plus.

• Proven experience building metrics frameworks, dashboards, and reporting that help senior leaders quickly understand business performance and make decisions, including owning definitions, documentation, and change management.

• Demonstrated ability to partner closely with senior sales leaders (Director/VP+) to define strategy, build annual and quarterly plans, forecast revenue, and drive accountability against goals.

• Strong structured problem‑solving skills and comfort driving decisions in ambiguous, evolving situations where goals, data, or processes are not yet fully defined.

• Excellent communication and storytelling skills — able to synthesize complex analyses into clear narratives, build compelling materials, and influence cross‑functional partners and senior stakeholders who may not be in your direct line of control.

• Organized, detail‑oriented and strategically focused, with a track record of driving measurable impact in complex, matrixed, and fast‑moving environments.

• Bachelor’s degree in a relevant field such as business, economics, statistics, engineering, or a related field, or equivalent practical experience.
  
  

In‑Office Requirement Statement:

• We let the type of work you do guide the collaboration style. That means we’re not always working in an office, but we continue to gather for key moments of collaboration and connection.
• This role will need to be in the office for in‑person collaboration at least one day per week and therefore needs to be within a commutable distance from the Los Angeles, Chicago, New York, or Seattle offices. 
  
  

Relocation Statement:

• This position is not eligible for relocation assistance. Visit our PinFlex page to learn more about our working model.

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