Commercial Sales Ops Sr Manager

Our Mission

At Palo Alto Networks®, we’re united by a shared mission—to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting‑edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you’re ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you’re in the right place.

In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values:
Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real‑world problems and ideating beside the best and the brightest, we invite you to join us!

We believe collaboration thrives in person. That’s why most of our teams work from the office full time, with flexibility when it’s needed. This model supports real‑time problem‑solving, stronger relationships, and the kind of precision that drives great outcomes.

Your Career

We are looking for a Senior Sales Operations Manager to support the US Commercial leadership team in all aspects of the business. You will partner with Channel, Marketing, Finance, and HR while being an integral part of the North American Sales Operations organization. This role is a great fit for a self‑starter who enjoys driving business impact and operational efficiency, can serve as an internal consultant (e.g., problem solver) and owner, and will have the opportunity for significant exposure and visibility across the business.

The candidate in this role will provide leadership and advisory support in driving Sales Productivity, GTM Strategy, Sales Planning, Sales Forecasting, Segmentation, and Sales Analytics.

• Act as key business partner to US Senior VP and Regional Management Team interfacing cross‑functionally in the organization.
• Drive forecasting, deal structuring and participate in a month‑end and quarter‑end close process.
• Set up cadences and inspection of quarterly targets and forecasts for the overall Commercial US Sales teams.
• Optimize forecast accuracy by driving discipline with pipeline hygiene and forecast management.
• Facilitate tracking of outstanding purchase orders, ensuring order compliance, bookings reports, etc.
• Manage compliance of the non‑standard transactions process—track quarterly metrics on average discounts, non‑standard exceptions and recommend action items to improve these metrics.
• Drive Sales Operations Planning, Quarterly Business Review meetings and Territory Planning with Sales Management Team.
• Run data analytics and partner with the strategy to assess the total addressable commercial market, product propensity to buy and optimize territory coverage.
• Use this to develop Commercial bundles for SMB and Mid‑Market, in collaboration with marketing, partners and the BDR team.
• Work closely with functional and sales management on GTM segmentation and coverage strategy implementation.
• Provide analysis and reporting of compensation plan effectiveness and efficiency, including performance reporting at the individual, manager, and regional levels.
• Compile, assess and report on performance and earnings distributions.
• Drive standards in territory planning with Commercial sales and partners.
• Develop a repeatable motion for account planning, lead generation and pipeline development, whereby sellers prioritize their top whitespace accounts, with sellers handing off other accounts to partners.
• Manage all aspects of Operations, Tools, Dashboards and Reporting for the Commercial sector.
• Support process enhancements, modifications and best practices development.
• Assist in driving field readiness for new sales hires and ongoing sales processes training.
• Track and manage pipe generation across the direct field, partner and support functions.
• Set up and manage sales play programs to drive pipe generation and optimize deals across whitespace accounts, underpenetrated accounts…