Sales Operations

At Anchorage Digital, we are building the world’s most advanced digital asset platform for institutions to participate in crypto.
Anchorage Digital is a crypto platform that enables institutions to participate in digital assets through custody, staking, trading, governance, settlement, and the industry's leading security infrastructure. Home to Anchorage Digital Bank N.A., the only federally chartered crypto bank in the U.S., Anchorage Digital also serves institutions through Anchorage Digital Singapore, Porto by Anchorage Digital, and other offerings.
The company is funded by leading institutions including Andreessen Horowitz, GIC, Goldman Sachs, KKR, and Visa, with its Series D valuation over $3 billion. Founded in 2017 in San Francisco, California, Anchorage Digital has offices in New York, New York; Porto, Portugal; Singapore; and Sioux Falls, South Dakota. Learn more at anchorage.com, on X @Anchorage, and on LinkedIn. 
As a founding member of the Revenue Strategy & Operations team, you will be at the heart of optimizing and driving the sales organization’s performance. This role focuses on managing and improving the sales pipeline, analyzing funnel performance, and ensuring accurate sales forecasting. By working closely with Sales, Finance, and Marketing teams, you'll implement and refine processes that enhance pipeline efficiency, drive conversion rates, and optimize sales outcomes.
A key responsibility is designing and managing incentive compensation plans that align with our revenue goals and motivate the sales team to achieve high performance. Additionally, you will leverage data analytics to provide actionable insights, track sales metrics, and report on performance trends to leadership. By bringing structure and clarity to the sales process, you will enable the sales team to focus on closing deals and driving revenue growth in alignment with company objectives.
We have created the Factors of Growth & Impact to help Villagers better measure impact and articulate coaching, feedback, and the rich and rewarding learning that happens while exploring, developing, and mastering the capabilities and contributions within and outside of the Sales Operations role:

Technical Skills:

• Customer Relationship Management (CRM) Systems (e.g., Salesforce)
• Deep experience with Salesforce or other CRM platforms to manage, track, and report on sales pipeline and performance.
• Proficiency in customizing Salesforce (e.g., creating reports, dashboards, and workflows) to optimize sales processes and improve forecasting accuracy
• Data Analytics & Business Intelligence (e.g., Looker, Tableau, Power BI)
• Expertise in analyzing sales data to identify trends, forecast revenue, and track key sales metrics (e.g., conversion rates, pipeline velocity).
• Proficient in building and interpreting reports and dashboards to provide actionable insights for sales leadership.
• Automation & Workflow Tools (e.g., Zapier, LeanData)
• Ability to use automation tools to streamline repetitive processes, such as lead routing, follow-ups, and data entry, helping sales teams focus on high-impact tasks.
• Familiarity with workflow automation in CRM platforms to ensure smooth lead flow and pipeline progression.
• SQL (Basic to Intermediate)
• Ability to query databases and extract relevant sales data for deeper analysis, reporting, and trend identification.
• Useful for building custom reports or pulling data outside of standard CRM reporting.
• Project Management & Collaboration Tools (e.g., Asana, Jira, Slack)
• Familiarity with tools that help manage cross-functional projects, sales initiatives, and ongoing sales process improvements.
• Ability to coordinate with various teams (Sales, Marketing, Finance) to ensure timely execution of sales operations projects.
• Reporting & Data Visualization Tools
• Expertise in creating compelling, data-driven visual reports (charts, graphs, dashboards) that clearly communicate key sales insights to stakeholders.
• Ensuring reports are accessible and actionable for sales leadership and other key decision-makers.

Complexity and Impact of Work:

• Multi-Stage Funnel Analysis across Client Types and Product lines
• Requires deep understanding of how the sales funnel behaves across multiple geographies, customer segments, and product lines.
• Must analyze conversion metrics and pipeline velocity while accounting for constantly shifting variables—like changes in strategy, headcount, or GTM motion.
• Balancing Incentive Design with Strategic Goals
• Designing comp plans that motivate behavior while aligning with financial and operational goals is a nuanced, high-stakes task.
• Involves managing trade-offs betw