About The Role

The Sales Strategy & Operations Analyst is a highly accountable operator and analytical thinker responsible for maintaining and evolving the systems that power our Sales organization. This role sits at the center of how we deploy and optimize our sales coverage — spanning territory design, headcount planning, and day-to-day operational execution.

Our Sales organization operates differently from traditional models, requiring a thoughtful approach to how coverage, capacity, and performance are defined and managed. This role plays a key part in translating those dynamics into clear, actionable operating plans.

You will own a regional portfolio and serve as a front-line partner to Sales leadership — ensuring territories are accurately maintained, headcount coverage is proactively managed, and leaders have the insights needed to make informed decisions. You will operate within a set of highly interdependent processes where precision, organization, and follow-through are critical to maintaining trust and business continuity.
In addition to core execution, this role offers the opportunity to help shape how we plan and scale the business. You will contribute to evolving our approach to headcount strategy, territory design, and performance benchmarking — partnering on efforts to formalize and improve how decisions are made across the organization.

This role is well-suited for someone who combines strong operational discipline with curiosity and ownership — someone who not only executes with precision, but also looks for opportunities to improve how things work.

What You Get To Do Everyday

Own Territory & Routing Execution

• Maintain accurate territory assignments and routing logic across all rep movements (new hires, exits, internal changes)

• Ensure timely and precise updates to systems that directly impact sales coverage and performance

• Identify and resolve routing or assignment issues with urgency and attention to detail

Drive Headcount Planning & Coverage Management

• Partner with Sales leadership to monitor regional headcount health, capacity, and coverage gaps

• Lead weekly regional reviews to assess roster risk and inform forward-looking hiring decisions

• Support workforce planning by translating business targets into actionable headcount strategies

​Serve as a Front-Line Business Partner

• Act as the primary Strategy & Operations partner for aligned regions, supporting Sales Directors and Managers

• Respond to a high volume of ad hoc requests related to accounts, territories, and performance

Maintain Operational Rigor & Process Integrity

• Manage a set of interconnected processes and tracking systems that require real-time accuracy

• Ensure strong process hygiene across all workflows to minimize errors and downstream impact

• Build trust with stakeholders through consistent, reliable execution

​Support Analysis & Continuous Improvement

• Conduct territory and headcount analyses to inform rebalancing and restructuring decisions

• Contribute to centralized reporting and performance benchmarking efforts

• Build and refine models, tools, and processes that improve visibility and decision-making

• Proactively identify gaps or inefficiencies and recommend improvements

Contribute to Strategic & Transformational Initiatives

• Support the rollout and operationalization of new sales motions and pilot programs

• Partner on evolving how we approach territory design, quota setting, and headcount strategy

• Help transition key planning processes from intuition-driven to more structured, data-informed approaches

• Balance responsiveness with judgment — ensuring requests align with broader business priorities and constraints

What You Bring To The Role

Minimum Requirements:

• 2–4 years of experience in a highly analytical and/or operational role (e.g., Sales Ops, BizOps, Consulting, Accounting), with demonstrated ownership of complex processes (exceptional candidates with more experience may be considered). 

• Advanced Excel skills and strong modeling capabilities; ability to structure ambiguous problems and translate data into clear insights

• Demonstrated ability to manage complex, detail-oriented processes with a high degree of accuracy and organization

• Proven track record of owning workstreams end-to-end in a fast-paced, high-accountability environment

• Strong judgment and ability to balance competing priorities while maintaining quality and timeliness

• Effective communicator with the ability to work cross-functionally and build trust with stakeholders at multiple levels

• High level of ownership — takes initiative to identify issues, solve problems, and improve processes

• Ability to operate in ambiguity and ramp quickly across a broad set of responsibilities

​Preferred Qualifications

• Experience with territory management, workforce planning, or sales coverage models

• Familiarity with Looker, Salesforce, or similar tools

• Experience building or improving operational processes and reporting frameworks

• Background in Business, Economics, Analytics, or a related field

Compensation, Benefits, + Perks

• Employee Stock Purchase Plan

• 401K with Company Match

• Medical, Dental & Vision Insurance

• Paid Parental Leave

• 9 Paid Company Holidays

• Flexible Time Off (With Manager Approval)

• Find out more about our Benefits here.

The expected salary range for this role is $73,440.00-$105,060.00. To determine starting pay we carefully consider a variety of factors, including primary work location and an evaluation of a candidate’s skills, experience, market demands, and internal parity. Additionally, salary is just one component of TRR’s total rewards package. Depending on role, employees may also be eligible for a bonus program, incentive pay and benefits.

The RealReal is the world’s largest online marketplace for authenticated, resale luxury goods, with 37 million members. With a rigorous authentication process overseen by experts, The RealReal provides a safe and reliable platform for consumers to buy and sell their luxury items. We have hundreds of in-house gemologists, horologists, and brand authenticators who inspect thousands of items each day. As a sustainable company, we give new life to pieces by thousands of brands across numerous categories—including women's and men's fashion, fine jewelry and watches, art, and home—in support of the circular economy. We make selling effortless with free virtual appointments, in-home pickup, drop-off, and direct shipping. We handle all of the work for consignors, including authenticating, using AI and machine learning to determine optimal pricing, photographing and listing their items, as well as shipping and customer service.