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⭐️ WE SEE CLOSE where others see distance

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Join a team where we are all capable of EVERYTHING, where we all have the same opportunities, regardless of gender identity, race, religion, nationality, age, disability, training or experience.

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The Sales Operations & Commercial Strategy Lead is responsible for driving commercial planning, performance governance, and incentive execution for Rappi Ads. This role partners closely with Sales Leadership and SP&A to ensure revenue predictability, efficient resource allocation, and strong financial discipline across the commercial organization.

This role acts as a strategic enabler and execution lead, translating financial and commercial strategy into actionable targets, incentives, and operating models.

As part of Rappi, you will be responsible for:

1. Forecasting & Pipeline Management

• Lead revenue forecasting processes in partnership with SP&A and Sales Leadership.

• Own pipeline management frameworks, coverage ratios, and deal stage definitions.

• Monitor forecast accuracy, identify risks, and support mitigation plans.

• Prepare scenario analysis and performance outlooks for leadership reviews.

2. Target Setting & Portfolio Management

• Lead quota and target setting exercises aligned with financial guidance from SP&A.

• Support portfolio design by segment, vertical, and account size.

• Monitor target attainment and recommend portfolio or coverage adjustments.

• Ensure targets reflect capacity, seasonality, and market dynamics.

3. Annual Operating Plan (AOP) – Co-Leadership with SP&A

• Co-lead the Commercial AOP together with SP&A and Finance.

• Translate financial targets into commercial goals, quotas, and productivity assumptions.

• Support scenario modeling and sensitivity analysis.

• Ensure alignment between AOP, compensation plans, and resource allocation.

4. Commercial Performance Management

• Define and track core commercial KPIs (revenue, GMV, attainment, productivity).

• Lead commercial performance reviews and prepare insights for decision-making.

• Identify performance gaps and improvement levers.

• Ensure consistency across dashboards, reports, and metrics.

5. Compensation Strategy, Modelling & Execution

• Support the design of sales compensation frameworks aligned with commercial priorities.

• Own commission modelling, calculations, validation, and execution.

• Partner with Finance to ensure accuracy, compliance, and transparency.

• Evaluate incentive effectiveness and propose optimizations.

6. Rappi Ads Resource Planning & Allocation (Commercial + Ops)

• Lead capacity planning for Commercial and Ops teams in partnership with Sales and Ops leaders.

• Support headcount planning and coverage models.

• Analyze workload, productivity, and capacity constraints.

• Recommend resource reallocation based on performance and cost efficiency.

7. Cost-to-Serve & Customer Profitability

• Build and maintain cost-to-serve models by customer and segment.

• Identify inefficiencies and margin improvement opportunities.

• Support decision-making around portfolio prioritization and pricing strategies.

• Partner with Ops and Finance to improve scalability and profitability.

Required Background & Experience

• +3 years of experience in Sales Operations, Commercial Strategy, Revenue Operations, or Finance / FP&A.

• Strong financial and analytical skills (forecasting, modeling, performance analysis).

• Experience supporting or executing sales compensation plans.

• Experience in fast-paced, high-growth environments (tech, marketplaces, SaaS preferred).

• Comfortable working with data, CRM systems, and BI tools.

Profile & Skills

• Structured, analytical, and execution-oriented.

• Strong business partnering skills with Sales and Finance.

• High attention to detail with the ability to synthesize insights.

• Comfortable operating in ambiguous environments.

• Strong communication and stakeholder management skills.

Good and now, what are the requirements for me to be part of this neon universe?

Key Stakeholders

• Sales Leadership

• SP&A / Finance

• Data & Insights

• Operations

• Product & Tech

Worker type:

Regular

Company:

Rappi Technology Colombia

For more information check our website https://about.rappi.com/es and check our reviews on Glassdoor https://acortar.link/Eqm07Q

we are waiting for you to build and deliver the magic together! #Rappi 🧡