Director, Sales Operations

San Francisco or Mountain View, CA, USA
Do you want to shape the future of enterprise software? 

At Aera Technology, we apply Internet scale technology to the challenges facing enterprise businesses. Think of the self-driving car: connected, always-on, thinking, and autonomous. Our mission is to enable companies in the same way.  

Working side-by-side with our Chief Customer Officer, you will partner with the most recognized companies and executives in the world to drive adoption of our game-changing platform. The Director, Sales Operations will provide strategic leadership for all sales operations and quota/commissions teams directly supporting the Aera sales model. This role will be responsible for building the Sales Operation function, running it and for sales teams to be fully compliant with all processes, procedures, and policies as directed by all corporate based functions as well as the Executive leadership team. This role is responsible for the identification and dissemination of best practices across the entire sales operating model.


    • Working closely with sales leadership and finance, you’ll build GTM annual operating plan & budget
    • Responsible for assigning Salesforce quotas and territories and ensuring Aera sales objectives are covered and complete
    • Establishes sales compensation program rules, policies and procedures
    • Working closely with sales leadership and Human Resources, establishes a sales enablement plan focused on development and reinforcing critical competencies
    • Responsible for orchestrating GTM Governance (QBR, weekly forecasting call, weekly sales update, BOD preparation, account planning and deal reviews)
    • Accountable for accurate and on-time reporting that are essential to day to day GTM effectiveness
    • Accountable for sales forecast calls and forecast accuracy
    • Lead forecast calls and deal reviewsAccountable for deal desk SLA’s
    • Responsible for defining, maintaining and reporting sales performance metrics
    • Responsible for ensuring compliance by the sales teams with our delegation of authority and approval processes
    • Manage the sales operations team and accountable for their performance 


    • The sales operation team will provide deal structuring support and control compliance of proposals with Aera revenue recognition rules
    • Ensures planning, forecasting and budgeting efforts are appropriately integrated with other planning processes within Aera
    • Works closely with sales and finance leadership in preparing Board level and Executive management presentations
    • Partner with senior management to identify opportunities for sales process improvement. Foster an environment of continuous improvement
    • Makes recommendations for changing go to market in order to maximize sales productivity
    • Work cross functional to remove any operation/organizational barriers

About You

    • Experience leading sales operations or business planning for global SaaS organizations
    • Proven SaaS sales or sales management experience in a B2B software environment
    • Experience working with large and complex deals and with high level sales executives
    • Project management experience
    • Driven, results oriented, assertive, high attention to detail and strong sense of urgency
    • Proven ability to multitask and balance multiple priorities simultaneously
    • Bachelor’s degree required; Master’s degree or equivalent experience preferred
    • Willingness and able to travel as needed, nationally or globally