Lead the Sales Operations function within the Revenue Operations org, managing a small, high-performing team focused on sales process, analytics, and systems.
Partner with the VP of Revenue Operations to translate overall RevOps strategy into concrete Sales Ops roadmaps, priorities, and initiatives.
Collaborate with the CRO, sales leaders, and channel leaders to identify operational gaps and opportunities, then design and implement solutions grounded in data.
Own sales forecasting mechanics and pipeline inspection processes, ensuring consistency with company-wide methodologies defined by RevOps.
Design, document, and continuously improve sales processes (lead routing, opportunity management, approvals, handoffs) in close partnership with Marketing, Customer Success, Channel, and Finance.
Define and maintain sales performance metrics and scorecards (e.g., pipeline coverage, win rates, productivity per rep, partner-sourced pipeline) and deliver actionable insights to leadership.
Serve as the primary business owner for Sales use of the CRM and related GTM tools, working with RevOps systems owners on configuration, integrations, automation, and governance.
Support quota setting, territory design, and capacity planning in partnership with the VP of Revenue Operations and Finance.
Partner with Revenue Operations, Finance, and People to support sales compensation planning and administration, including modeling, plan communication, and performance tracking.
Work closely with Sales Enablement to ensure enablement programs and onboarding are aligned to sales processes, tools, and data-backed best practices.

Requirements

Proven success in a Sales Operations leadership role within high-growth B2B SaaS; experience in cybersecurity or infrastructure software is a plus.
Demonstrated ability to build and scale sales forecasting, pipeline management, and sales process frameworks that improve predictability and performance.
Deep, hands-on experience with CRM (e.g., Salesforce) and core GTM tools; able to translate business needs into practical system/process design and governance.
Strong analytical skills with experience in sales performance analysis, capacity modeling, and territory/quota planning.
Experience managing and developing a small, high-caliber operations team, including analysts and systems/process owners.
Track record of partnering effectively with Revenue Operations leaders, CROs, and Sales leadership, influencing decisions through data and clear narratives.
Excellent verbal and written communication; able to simplify complexity and drive alignment across technical and non-technical stakeholders.
High ownership, urgency, and a learn-it-all mindset aligned with Horizon3.ai’s culture.

Benefits

Health insurance
Vision care
Dental care
Flexible vacation policy
Generous parental leave
Inclusive team culture
Growth opportunities
Innovative culture
Remote work options

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

sales forecastingpipeline managementsales process frameworkssales performance analysiscapacity modelingterritory planningquota planningdata analysisprocess designgovernance

Soft Skills

leadershipanalytical skillscommunicationinfluencingcollaborationproblem-solvingownershipurgencyadaptabilityalignment