Sales Strategy & Planning Manager – Advertising

Overview

As Senior Ads Sales Planning & Operations Manager, you act as the commercial operating partner to Trainline Media, linking revenue targets to pipeline and activity. You will define indicators, manage forecasting and reporting, and ensure data quality in Salesforce to enable informed decisions. You’ll build a prioritised advertiser prospect universe and guide sellers with data-driven plans. You’ll introduce AI-assisted tools to speed up outreach and streamline processes. This role blends analysis with commercial judgement to drive revenue in a fast-growing media business.

Pay / Benefits

• private healthcare & dental insurance
• work from abroad policy
• 2-for-1 share purchase plans
• EV scheme to reduce carbon emissions
• extra festive time off
• family-friendly benefits

Responsibilities

• Translate annual/quarterly revenue targets into pipeline, prospecting and account-planning requirements and lead performance reviews.
• Define and track leading and lagging indicators to monitor capacity, productivity and revenue risk for leadership visibility.
• Build a prioritised prospect universe across advertisers, agencies and verticals to focus sellers on high-conversion accounts.
• Own pipeline standards, forecasting methodology and commercial reporting; improve opportunity data quality in Salesforce for an accurate view of committed, likely and upside revenue.
• Analyze time allocation and reallocate effort to high-value selling activities.
• Introduce AI-assisted tools and reusable frameworks to sharpen pitches, personalise outreach at scale and simplify repetitive sales processes.
• Partner with Sales, Marketing, Finance and Client Success to remove revenue barriers and share learnings to improve selling.
• Create analytical dashboards tracking sales effectiveness, productivity and the impact of new tools and processes.

Key requirements

• Experience in sales strategy, operations, revenue operations or commercial planning within media, advertising or adtech.
• Strong analytical skills with fluency in pipeline, forecasting, conversion and productivity metrics.
• Hands-on comfort with Salesforce and BI reporting tools.
• Proven track record of turning revenue targets into concrete plans and using data to prioritise selling time.
• Commercial judgement to challenge and guide experienced sellers without direct management.
• Curiosity about AI and automation with practical examples.
• Credibility and influence to guide experienced sellers as an IC.
• Highly organised, self-directed, hands-on contributor.

• commercial judgement
• influencing without direct authority
• analytical thinking
• Salesforce
• BI reporting tools
• data dashboards

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