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SymphonyAI · 1 day ago

Director, Sales Operations - Saas

New York, NY

Full-time

Onsite

Lead/Staff

SymphonyAI is a high-growth SaaS company, and they are seeking a Director of Sales Operations to drive operational excellence and enable data-driven decisions. This role involves building processes and infrastructure for the sales organization, ensuring alignment with the company's strategic objectives while maintaining efficiency and employee satisfaction.

Artificial Intelligence (AI)Consumer GoodsFinancial ServicesIndustrial ManufacturingInformation TechnologyMachine LearningMedia and EntertainmentRetailSoftware

H1B Sponsor Likely

Responsibilities

Work closely with the SVP of Sales and executive team to define annual sales objectives, revenue targets, and territory expansion plans

Ensure sales objectives align with the company’s product roadmap, pricing strategy, marketing initiatives, and broader GTM approach

Establish and manage a consistent forecasting process (weekly/monthly/quarterly) to provide accurate visibility into pipeline, close rates, and future revenue projections

Monitor pipeline health, deal velocity, and conversion metrics; analyze data to identify risks and opportunities for meeting or exceeding targets

Design, implement, and refine end-to-end sales processes (e.g., lead routing, deal review stages, proposal workflows) to drive efficiency and reduce friction

Standardize sales methodologies (e.g., MEDDPICC, Challenger, SPIN) and ensure consistent usage across the entire sales organization

Ensure contracting, discounting, and approvals follow policy guidelines; mitigate risk and maintain internal controls

Own the CRM (e.g., Salesforce) and integrated sales tools (e.g., CPQ, sales engagement platforms, analytics dashboards). Lead vendor evaluations and oversee implementations and integrations

Maintain a clean, accurate data environment for forecasting and reporting. Implement data hygiene processes and set standards for usage

Identify opportunities to automate routine tasks and scale infrastructure to support a growing salesforce and new business lines

Define and track the key performance indicators (KPIs) that drive the business (e.g., ARR, ACV, churn, upsell, pipeline coverage)

Provide real-time insights to leadership on sales performance, pipeline strength, rep productivity, and segment/vertical success

Translate raw sales data into actionable insights that inform strategic decisions (e.g., product focus, target accounts, territory realignments)

Develop and optimize sales territories to balance workload, maximize coverage, and reduce channel conflict

Collaborate with finance and sales leadership to allocate quotas fairly, ensuring they are achievable yet challenging, and align with company revenue goals

Plan for sales capacity requirements (e.g., new hires, expansions) based on territory potential and pipeline coverage

Design and manage sales incentive plans to drive desired behaviors (e.g., new logos, upsells, multi-year deals), ensuring they remain competitive and aligned to business goals

Oversee the calculation and payouts of commissions, bonuses, and SPIFs; manage disputes and ensure timely, accurate payments

Track rep performance vs. quotas and adjust comp structures as needed to reward high performance and address market changes

Collaborate with the CFO/Finance to align on budgets, revenue forecasts, and compensation modeling; share sales insights with executive stakeholders

Ensure marketing-qualified leads (MQLs) and campaigns integrate seamlessly into the sales funnel. Collaborate to fine-tune lead scoring, messaging, and content

Provide market feedback to Product teams; ensure smooth customer onboarding and renewals by coordinating with Customer Success and post-sales teams

Align on contract structures, negotiation parameters, and commercial terms. Work with RevOps (if separate) to unify data, processes, and analytics across the full revenue cycle

Lead a deal desk function to review high-value or complex deals; ensure pricing and discounting adhere to margin targets and approval policies

Partner with finance and product to refine pricing models (subscription tiers, usage-based, etc.), balancing competitiveness, margin, and product value

Qualification

Sales Strategy & PlanningSales ForecastingSales Process OptimizationCRM ManagementSales AnalyticsKPI DevelopmentTerritory DesignCompensation StrategyPerformance OptimizationCross-Functional Collaboration

Required

Experience in a high-growth SaaS environment

Proven track record in sales strategy and planning

Strong analytical skills with experience in sales forecasting and pipeline management

Expertise in process optimization and operational excellence

Familiarity with sales methodologies such as MEDDPICC, Challenger, SPIN

Experience managing CRM systems (e.g., Salesforce) and integrated sales tools

Ability to maintain data integrity and governance

Experience in KPI development and sales analytics

Strong skills in territory design and quota management

Experience in designing and managing sales compensation strategies

Ability to collaborate cross-functionally with finance, marketing, product, and customer success teams

Experience in deal desk oversight and pricing strategy

Company

SymphonyAI

Glassdoor3.8

SymphonyAI is an enterprise AI company focused on delivering AI solutions for vertical sectors

Founded in 2017

Palo Alto, California, USA

1001-5000 employees

http://www.symphonyai.com

H1B Sponsorship

SymphonyAI has a track record of offering H1B sponsorships. Please note that this does not guarantee sponsorship for this specific role. Below presents additional info for your reference. (Data Powered by US Department of Labor)

Distribution of Different Job Fields Receiving Sponsorship

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Trends of Total Sponsorships

2024 (1)