Sales Operations Manager

At Picnic, we’re reinventing the way employees experience lunch at work. By partnering with top local restaurants and batching hundreds of orders, we make it easy for companies to offer high-quality, individually packed meals, without fees or tips. Our mission is to create a seamless, affordable, and joyful lunch experience that benefits both employees and employers.

We're looking for someone to design and build the operational foundation that supports this growth: a territory model, industry classification, commission instrumentation, and a prospecting universe that stays aligned with our CRM as we scale.

This is a senior individual contributor role and the first dedicated Sales Operations hire at Picnic. You'll have the opportunity to shape the operational backbone of our commercial organization from the ground up, with a clear path to building and leading a team as it scales.

• →Own the reporting layer end to end: define, build, and maintain the pipelines behind pipeline, forecast, conversion, productivity, and territory performance metrics, replacing ad hoc analysis with self-serve, consistent reporting.
• →Design and implement the regional territory model in Salesforce as an enforceable system, including assignment and routing rules, and own ongoing rebalancing as the team and map evolve.
• →Build and run Book of Business processes: account ownership, transitions when reps join or leave, and rules of engagement between national and local accounts, turning a manual, high-risk exercise into a routine one.
• →Own the prospecting universe: what data goes in, how it's enriched and scraped from external sources, how it reconciles with the CRM, and how sellers get a usable, targeted list every week.
• →Design and run commissions and quota: build the plans with commercial leadership, own the calculation logic, and ensure every commission statement is accurate the first time and every time.
• →Own Salesforce as the system of record: object model, validation rules, automation, and data quality, deciding what's worth enforcing to keep our commercial data accurate and reliable as we scale.

• Strong, daily SQL skills, you can model data, debug someone else's query, and diagnose why a number is wrong before you know what it should be.
• Deep Salesforce expertise as a system, not just a UI: object model, record types, validation rules, assignment/matching rules, flows, and clear judgment on when automation is the wrong answer.
• Experience building sales operations from a low base at a fast-growing company, including designing (not just maintaining) a territory model and running a full commission cycle.
• Comfort owning the numbers you produce — able to show the derivation of any figure, and equally comfortable saying "I don't know" when that's the honest answer.
• Ability to work with ambiguity that won't resolve on its own — much of this role is deciding on the right definition, documenting it, and driving company-wide adoption.

• Experience with a warehouse-first analytics stack rather than reporting solely inside the CRM.
• Background in data enrichment, web scraping, or third-party data pipelines.
• Experience in field sales, restaurant, logistics, or marketplace operations, where physical delivery makes data messier than typical SaaS environments.
• Prior experience as the first operations hire at a company, and a clear understanding of what that role demands.

This role is based in our New York office location. As a company driven by innovation and continuous change, close collaboration is essential. We’re constantly reimagining our industry, creating new products, and refining our processes, and we do our best work together. That’s why all of our office-based teams work onsite, five days a week. 

The base salary range for this role is $139,000 - $164,000 per year.

Actual compensation will be determined on an individual basis and may vary depending on experience, skills, and qualifications.

Base salary is just one part of your total rewards package. You may also be eligible for equity awards and an annual performance-based bonus.

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