Symphony Industrial AI, Inc.
Job Description
AVP of Sales Operationsin ahigh-growth SaaSsetting is responsible fordriving operational excellence,enabling data-driven decisions, andbuilding the processes and infrastructurethat allow the sales organization toscale effectively. This role sits at theintersection of sales strategy, analytics, technology, and process optimization, ensuring the company hits ambitious revenue goals while maintaining efficiency, alignment, and employee satisfaction across the commercial organization.
1. Sales Strategy & Planning
- Strategic Planning: Work closely with the SVP of Sales and executive team to define annual sales objectives, revenue targets, and territory expansion plans.
- Go-To-Market (GTM) Alignment: Ensure sales objectives align with the company’sproduct roadmap,pricing strategy,marketing initiatives, and broader GTM approach.
2. Forecasting & Pipeline Management
- Sales Forecasting: Establish and manage aconsistent forecasting process(weekly/monthly/quarterly) to provide accurate visibility into pipeline, close rates, and future revenue projections.
- Pipeline Analytics: Monitor pipeline health, deal velocity, and conversion metrics; analyze data toidentify risks and opportunitiesfor meeting or exceeding targets.
3. Sales Process & Operational Excellence
- Process Optimization: Design, implement, and refineend-to-end sales processes(e.g., lead routing, deal review stages, proposal workflows) to drive efficiency and reduce friction.
- Best Practices: Standardizesales methodologies(e.g., MEDDPICC, Challenger, SPIN) and ensure consistent usage across the entire sales organization.
- Compliance & Governance: Ensurecontracting, discounting, and approvalsfollow policy guidelines; mitigate risk and maintain internal controls.
4. Technology & Systems Management
- Sales Tech Stack: Own theCRM (e.g., Salesforce)and integrated sales tools (e.g., CPQ, sales engagement platforms, analytics dashboards). Lead vendor evaluations andoversee implementationsand integrations.
- Data Integrity & Governance: Maintain aclean, accurate data environmentfor forecasting and reporting. Implement data hygiene processes and set standards for usage.
- Automation & Scalability: Identify opportunities toautomate routine tasksandscale infrastructureto support a growing salesforce and new business lines.
5. Sales Analytics & Reporting
- KPI Development: Define and track thekey performance indicators(KPIs) that drive the business (e.g., ARR, ACV, churn, upsell, pipeline coverage).
- Reporting & Dashboards: Providereal-time insightsto leadership on sales performance, pipeline strength, rep productivity, and segment/vertical success.
- Business Insights: Translateraw sales datainto actionable insights that inform strategic decisions (e.g., product focus, target accounts, territory realignments).
6. Territory & Quota Management
- Territory Design: Develop and optimizesales territoriesto balance workload, maximize coverage, and reduce channel conflict.
- Quota Setting: Collaborate with finance and sales leadership toallocate quotasfairly, ensuring they are achievable yet challenging, and align with company revenue goals.
- Headcount Planning: Plan forsales capacity requirements(e.g., new hires, expansions) based on territory potential and pipeline coverage.
7. Sales Compensation & Incentives
- Compensation Strategy: Design and managesales incentive plansto drive desired behaviors (e.g., new logos, upsells, multi-year deals), ensuring they remain competitive and aligned to business goals.
- Plan Administration: Oversee thecalculation and payoutsof commissions, bonuses, and SPIFs; manage disputes and ensure timely, accurate payments.
- Performance Optimization: Track rep performance vs. quotas andadjust comp structures as needed to reward high performance and address market changes.
8. Cross-Functional Collaboration
- Finance & Leadership: Collaborate with the CFO/Finance toalign on budgets, revenue forecasts, and compensation modeling; share sales insights with executive stakeholders.
- Marketing: Ensure marketing-qualified leads (MQLs) and campaigns integrate seamlessly into the sales funnel. Collaborate tofine-tune lead scoring, messaging, and content.
- Product & Customer Success: Providemarket feedbackto Product teams; ensure smoothcustomer onboarding and renewalsby coordinating with Customer Success and post-sales teams.
- Legal & RevOps: Align oncontract structures, negotiation parameters, and commercial terms. Work with RevOps (if separate) to unify data, processes, and analytics across the full revenue cycle.
9. Deal Desk & Pricing Governance
- Deal Desk Oversight: Lead adeal desk functionto review high-value or complex deals; ensure pricing and discounting adhere to margin targets and approval policies.
- Pricing Strategy: Partner with finance and product to refine pricing models (subscription tiers, usage-based, etc.), balancing competitiveness, margin, and product value.