Senior Sales Tools and Process Manager

Discord is looking for a Senior Manager, Sales Tools & Process to own the systems, workflows, and automation that power how Discord B2B sells and scales across business units. Reporting to the Sr. Director of Revenue Operations, you will be the single-threaded owner of Salesforce platform management, end-to-end sales process design, and AI-driven operational enhancements. This is a high-visibility IC role for someone who thrives at the intersection of systems thinking, process engineering, and hands-on technical execution.

What You'll Be Doing

• Own the Salesforce business requirements roadmap, translating revenue team needs into platform capabilities; execute light configuration and dev work (flows, validation rules, custom objects, dashboards) to unblock teams
• Serve as the primary RevOps interface to Engineering and IT for Salesforce development, managing prioritization, sprint intake, and release coordination
• Define data governance standards including pipeline hygiene, field definitions, and object architecture across all revenue pillars
• Design and operationalize the end-to-end sales process: from pitch and proposal through pricing, legal review, deal execution, and post-sale handoff across all revenue lines
• Create process documentation, playbooks, and guardrails that standardize how deals move through the funnel; identify and eliminate bottlenecks by mapping workflows and benchmarking cycle times
• Define and drive the AI and automation roadmap for Discord B2B, identifying high-impact opportunities across the full revenue lifecycle and deploying solutions that reduce manual effort, accelerate decision-making, and unlock new operational capabilities for every team in the organization
• Serve as the central evaluator of all new tools, platforms, and vendor solutions for Discord B2B, owning the end-to-end process from discovery and pilot through procurement, rollout, and adoption measurement to ensure every investment drives measurable gains in seller productivity and operational efficiency.
• Partner cross-functionally with Sales, BD, Product, PMM, Legal, Finance, Accounting, Business Systems, and Engineering

What you should have

• 8+ years in Revenue Operations, Sales Operations, or Business Operations with experience owning sales tools and process at scale
• Deep Salesforce expertise including hands-on configuration, flows, custom objects, and reporting; Admin certification preferred
• Proven track record designing end-to-end sales processes across complex, multi-product organizations
• Demonstrated experience deploying AI and automation solutions in a revenue operations or GTM context
• Strong technical fluency across APIs, data pipelines, and integration architectures; high agency and comfort building structure where none exists
• Experience in advertising, gaming, subscription/consumer revenue, or platform businesses is a strong plus