Ibotta is looking for a high performing Director of Sales Operations to join our innovative Revenue Strategy & Operations team and contribute to our mission to Make Every Purchase Rewarding. As a leader of a high performing Sales Operations Team, you will impact our sales productivity including planning, compensation, reporting, and management of all sales processes. This is a highly cross-functional leadership role that will drive alignment between Sales, Product, Finance, Systems & Tools, and Business Intelligence. The pace is fast and rewarding as you will be solving the hardest problems in our products and processes, as we strive to bring Ibotta Savers the best possible content. Together with your peers in Business Intelligence and Systems & Tools you will help Ibotta adopt the proper tools and systems to provide strategic reporting and insights to the executive team. Ideal candidates possess a “can do” attitude and willingness to work in a fast paced environment where each day brings impact. This position is located in Denver, Colorado as a hybrid position requiring 3 days in office (Tuesday, Wednesday, and Thursday). Candidates must live in the United States. Candidates living in Atlanta, Austin, Bentonville, Boston, Chicago, Cincinnati, Cleveland, Dallas, Houston, Jersey City, Minneapolis, Nashville, New York City, Los Angeles, San Francisco, Seattle, or St. Louis may be eligible for remote work What you will be doing: - Lead the Sales Operations function for our Enterprise Sales segment, aligning priorities for Sales Process, Planning, and Execution in partnership with Sales leaders. - Lead sales analytics and sales compensation. - Work with the Sales Leadership Team and colleagues to enable accurate business planning and territory management, pipeline forecasting, and methodology adoption to track sales results with periodic metrics/KPI reporting and insights. - Advise CRM (SFDC) implementation from a business perspective, supporting the organization in realizing best practices to support effective use of the system for leadership and sales management to ensure timely and appropriate processes to enhance sales results. - Report on current and future quarter’s pipeline requirements per sales rep and region. - Establish procedures and systems to ensure order processes, tracking, opportunity identification, quotations, expenses, invoicing and billing. - Support sales teams tactical execution with consultative support for client proposals, including preparation of RFP responses, developing negotiation strategies and financial models. - Advise and support Sales, Finance, and the Pricing Committee on Pricing and Deal Management. - Drive business process adoption, ensuring the teams are working within the SFDC CRM management system. - Work with multiple stakeholder partners, such as Product and Marketing, to ensure delivery and execution of go-to-market strategy, product development and sales are aligned with business revenue goals. - Develop, propose and administer consistent global sales targets and strategies, policies, business goals working with HR & Legal to ensure support to both corporate needs and regional requirements. - Lead cross-functional groups to implement effective sales training programs, to create energy and ensure resources are enabled and appropriately skilled to perform. - Embrace and uphold Ibotta’s Core Values: Integrity, Boldness, Ownership, Teamwork, Transparency & A Good Idea Can Come From Anywhere What we are looking for: - 10+ years experience in Sales Operations, Business Operations, Sales and Pricing Strategy, or related field - Bachelor’s/MBA degree or equivalent Accounting qualification - Experience defining GTM strategy for Enterprise Sales orgs. - Experience driving execution by quickly moving from high-level conversations into detailed operational discussions and planning; Ability to lead through ambiguity. - Experience setting and managing compensation planning and performance reporting processes - Experience leading pipeline management and forecast reporting - Technical Skills: Advanced Excel skills, Looker Studio/Power BI/Tableau, Salesforce required. Basic knowledge of Outreach, Performio, and other related tools a plus - Experience with enterprise sales preferred - Experience with business development preferred About Ibotta ("I bought a...") Ibotta (NYSE: IBTA) is a leading performance marketing platform allowing brands to deliver digital promotions to over 200 million consumers through a network of publishers called the Ibotta Performance Network (IPN). The IPN allows marketers to influence what people buy, and where and how often they shop – all while paying only when their campaigns directly result in a sale. American shoppers have earned over $2.6 billion through the IPN since 2012. The largest tech IPO in history to come out of Colorado, Ibotta is headquartered in Denver, and is continually listed as a top place to work by The Denver Post and Inc. Magazine. Additional Details: - This position is located in Denver, CO and includes competitive pay, flexible time off, benefits package (including medical, dental, vision), Employee Stock Purchase Program, and 401k match. Denver office perks include paid parking, snacks, and occasional meals. - Base compensation range: $175,000 - $200,000. Equity is included in overall compensation package. This compensation range is specific to the United States labor market and may be adjusted based on actual experience. Total compensation for this role also includes a variable component in addition to base salary. - Ibotta is an Equal Opportunity Employer. Ibotta’s employment decisions are made without regard of race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, sexual orientation, or any other legally protected status. - Applicants must be currently authorized to work in the United States on a full-time basis. - Applicants are accepted until the position is filled. - For the security of our employees and the business, all employees are responsible for the secure handling of data in accordance with our security policies, identifying and reporting phishing attempts, as well as reporting security incidents to the proper channels. Recruiting Agency Notice Ibotta does not accept agency resumes and is not responsible for any fees related to unsolicited resumes. Please do not forward resumes to any Ibotta employees. #LI-Hybrid #BI-Hybrid

• Own reporting and analytics for downmarket sales performance, translating complex data into actionable insights that inform decision-making for Sales leadership. • Build and maintain dashboards in Salesforce and leverage Tableau to analyze pipeline health, conversion trends, and sales performance, proactively surfacing insights and recommendations. • Partner directly with Sales leaders and frontline managers to identify process bottlenecks, improve pipeline visibility, and implement workflow and operational improvements that increase sales efficiency and effectiveness. • Lead strategic operational projects that improve forecasting accuracy, pipeline management, territory structure, and overall sales productivity, managing timelines and cross-functional stakeholders from scoping through execution. • Design and implement scalable process improvements across Salesforce, Clari, Gong, and related GTM systems to support a growing and evolving sales organization. • Support core operating cadences such as forecast calls, pipeline reviews, and business reviews by ensuring leadership has accurate data, clear insights, and actionable recommendations. • Support and manage the RevOps case queue, partnering closely with frontline sales teams to resolve issues and develop a deep understanding of operational pain points and opportunities for improvement. • Collaborate with cross-functional partners across Marketing Operations, GTM Analytics, and Finance to ensure data accuracy, process alignment, and consistent reporting across systems.

• Empower Sales & Partner (Customer) Success: Design and deliver impactful, skill-based, and situational enablement programs that empower our Sales and Partner Experience Success teams. • Partner with Managers: Collaborate closely with sales and success first-line managers to align with enablement initiatives, empowering them to effectively manage and coach their teams. • Build GTM AI Agents: Our goal is to use AI to minimize tactical, repetitive, or low-impact work to allow our sales and success teams to work “at the top of their license.” We’re looking for a non-technical builder to find repetitive work and use Attention.tech to build workflows & agents to remove friction & give time back to our teams. • Create & Manage Documentation: Create, maintain, and manage intuitive and effective documentation for sales processes and skills, ensuring that assets are accessible to the right people at the right time. • Ongoing Sales & Success Coaching: Provide continuous coaching to enhance sales skills, including discovery and negotiation, ensuring alignment with the Challenger methodology. • Assist with Enablement Programs: Work with the Enablement Program Manager and other Lead to help as needed with new hire onboarding, weekly update calls, CKO planning, and other enablement programs. • Results-Driven Partnership: Work alongside the Director of Revenue Enablement, the broader Revenue Operations team, and Sales and Success Management to drive measurable results across our sales funnel.

• Build and maintain full-funnel visibility from Lead → MQL → SQL → Closed Won; • Implement lead scoring, prioritization, and lifecycle automation in HubSpot; • Develop predictive indicators for deal risk and win probability; • Reduce manual reporting by building automated dashboards; • Support scalable growth through territory planning and CRM governance; • Partner with Sales, Marketing, Channel, and CX teams to improve pipeline quality.