Director of Sales Operations

Airware offers complete enterprise drone solutions that are built on the Aerial Information Platform, so that aerial data becomes an extension of a company’s existing data management systems. Airware’s comprehensive set of technology enables enterprises to plan, capture, and analyze aerial data, all within an enterprise workflow. Based in San Francisco, Airware has built a cross-disciplinary team of experts in aerospace, robotics, geospatial, hardware, software, and cloud.

Airware is looking for a proven leader to direct all aspects of Sales Operations. In this role, you will help govern and guide the essential aspects of sales data accuracy, strategy, route to market engagement (channel and direct), automated reporting (day to day as well as exec board level), process efficiency and innovation problem solving to ensure we are maturing as an organization to adopt appropriate scalable approaches to our business.

* Strategic analysis that highlight insights into company performance for internal business reviews * Ensure compliance with revenue recognition policies for booking and shipment of orders * Attend and coordinate meetings to resolve engagement issues * Manage sales operation workflows * Oversee management of sales and customer account administration as well as the monitoring, planning, and implementation of projects that support order processing activities. * Act as liaison to the marketing team to ensure market analysis is performed and data is properly used for quoting prices to customers. May track field support and/or sales activities and evaluate cost management effectiveness. Selects, develops, and evaluates personnel to ensure the efficient operation of the function. * Work with sales leadership team as well as cross functional leaders (HR, Finance, Marketing, etc.) to design the field quota/coverage model, set and deploy quotas, and manage critical sales initiatives * Establish processes, sales policies, business requirements, and data governance to ensure accurate forecasting. * Identify and execute on pipeline and sales efficiency initiatives. * Participate in month-end and quarter-end close process to facilitate tracking of outstanding purchase orders, ensuring accurate forecasting, order compliance, bookings reports, etc. * Take responsibility for all facets of sales planning, quarterly business review meetings, forecasting, deal structuring & reporting for board of directors

* 5+ years of experience in a sales operations role (at least 3+ as people manager), preferably with a fast-growing software company * Demonstrated leadership and people-management skills * Experience with an international sales force and channel * Experience successfully working cross-functionally to ensure the sales organization’s efficiency and success * Experience engaging with high performance teams to consistently deliver * Possesses business acumen, strong analytics, troubleshooting, problem-solving, and project management skills * Able to speak in front of senior audiences as well as write clearly and concisely * Demonstrated ability to solve problems and provide practical business insights from complex data sets * Understanding of SalesForce.com and associated tools (CPQ, Data Visualization, Enablement, PRM, etc.) * Proven capability with both direct and indirect sales motions * Bachelor’s Degree