Director, Sales Operations Jobs

Company Overview
Aireon has deployed the world’s first and global space-based air traffic surveillance system, which is revolutionizing the entire aviation industry. The Aireon system provides real-time aircraft monitoring spanning never before covered areas of the planet, including remote, oceanic and polar regions. Aireon’s receivers are hosted on the Iridium constellation, which consists of 66 operational satellites in low-earth orbit and utilizes a unique cross-linked satellite architecture creating a web of coverage around the world. The Aireon system enables safer, more efficient and more environmentally friendly aviation travel, resulting in significant CO2 emission reductions. Numerous Air Navigation Service Providers have already signed on as customers and are receiving Aireon’s space-based ADS-B data, including NAV CANADA, NATS (UK), Naviair (Denmark), Enav (Italy), AIRNAV Ireland (ANI), Civil Aviation Authority of Singapore, Air Traffic and Navigation Services (South Africa) and more.
We are committed to offering an employment experience and benefits package that enables you and your family to grow with us and to share in our success.
Position Summary, Job Requirements & Responsibilities
We are seeking a highly experienced and strategic Director of Sales Operations to join our dynamic team. As the Director of Sales Operations, you will play a crucial role in optimizing our sales processes, improving efficiency, and driving revenue growth. You will collaborate with the sales leadership team, cross-functional teams, and executive management to develop and execute effective strategies that align with our company goals. This is a leadership position that requires strong analytical skills, exceptional business acumen, and the ability to drive results.
What You'll Do

• Ensure seamless alignment between sales and marketing teams, enabling effective lead generation, nurturing, and conversion
• Develop and implement sales automation tools, CRM systems, and other technology solutions to improve sales productivity and reporting accuracy
• Conduct in-depth sales analysis to identify trends, patterns, and areas of improvement, and make data-driven recommendations to optimize sales strategies and tactics
• Develop and implement strategic sales initiatives to achieve company revenue goals and objectives
• Develop and maintain sales performance metrics, dashboards, and reports to monitor sales activities, track progress, and provide actionable insights to the sales leadership team
• Streamline and optimize sales processes, including lead generation, opportunity management, sales forecasting, and pipeline management
• Identify areas for improvement and implement best practices to enhance sales efficiency, effectiveness, and customer experience
• Foster strong relationships and collaboration with cross-functional teams, including Product Management, Finance, Marketing and Engineering, to ensure alignment and support for sales initiatives
• Build, lead, and mentor a team of sales operations professionals, providing guidance, coaching, and performance management
• Work closely with Finance to develop and manage forecasts and financial models
• Develop and deliver effective sales training programs, tools, and resources to enhance the sales team's skills, product knowledge, and overall performance
• Ensure a smooth and effective process to obtain approvals and consensus across all stakeholders for specific campaigns/proposals
• Foster a culture of continuous learning, professional development, and collaboration within the Sales Operations Team

Required Qualifications
Experience & Education Requirements / EEO

• People management experience
• Advanced computer skills, including Excel, Word, PowerPoint, Adobe Creative Suite and CRM applications
• Proficiency in Salesforce.com, with skills to maintain and administer CRM
• Must be able to work independently
• 10+ years of project management and/or sales management experience
• Proven experience working with senior-level executives
• Ability to travel (including international travel) up to 15%
• Bachelor’s degree or equivalent experience
• Significant Commercial and/or sales support experience
• Exceptional organization and time management skills that enable you to prioritize and manage a high volume of detailed work with conflicting priorities in a fast-paced environment
• Strong communicator, detail and team oriented, precise in follow up, decision/solution driven

Desired Qualifications

• Knowledge of international negotiations and business processes
• Aviation and/or Air Traffic Management knowledge
• Salesforce.com certifications

About You
You are a self-starter. Sitting and waiting isn’t an option. You take the initiative to make things happen and enjoy rising to meet a challenge.
You love interacting with customers. Selling isn’t just about selling the product, it’s about the journey to solve customers’ problems/needs. You love putting yourself in the customer’s shoes and identifying how our solutions can fill a customer’s need.
You are collaborative. You're a team player who plays his or her role in a team that has a common sales objective. You display a positive attitude, are open, and enjoy contributing.
You are a communicator. You can communicate complex concepts clearly and persuasively across different audiences and varying levels of the organization.
1-3-6-12 Month Plan
In the first month, we'll expect you to...

• Get onboarded and train with your manager
• Understand the tools and different stakeholders
• Get acquainted with our instance of Salesforce and Qvidian
• Review existing Rules of Engagement (ROE) and cross-functional processes
• Begin to understand the various products in our stack, including pricing methodology and models
• Get acclimated into the role

At 3 months, we'll expect you to...

• Refine existing quote to cash process, including proposal management
• Establish an effective process to collaborate and share information across the company
• Build a trusted relationship within the sales organization
• Provide accurate reporting to sales management and support internal review meetings
• Review existing pricing models
• Begin to understand the different type of Aireon customers and the benefits our data brings to them

At 6 months, we'll expect you to...

• Recommend what the sales operations organization should look like, short/mid/long term
• Design what tools are needed to support the organization and ensure all stakeholders are trained for effective use
• Bring all stakeholders together to support sales initiatives and effective processes
• Start working with Aireon channel partners to review pipeline, pricing, and commercial approach

At 12 months, we'll expect you to...

• Track and challenge performance of the sales organization
• Provide input for budget formulation for mid and long term planning
• Track and challenge performance and speed of internal processes and accountability
• Have established the sales operations team, with effective hiring of the correct profiles to support growth and speed in closing deals

About The Team

• Aireon’s Sales team is a small but agile team within our Sales and Customer Affairs team
• The team is geographically diverse with a centralized team in McLean, VA
• We conduct regular team meetings both virtually and in person

Perks And Benefits

• Company Sponsored Events
• Flexible Spending Accounts (FSA)
• Retirement 401K plan with Employer Matching
• Short Term and Long Term Disability
• Paid Parental Leave
• Employee Referral Program
• Education Assistance and Tuition Reimbursement
• Premium medical, dental and vision plan
• Health Savings Account (HSA)
• Life Insurance and AD&D
• Paid Time Off, Sick Leave, Floating Holidays

Aireon is an Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, sexual orientation, gender identity or status as a protected veteran. EOE of Minorities/Females/Vets/Disability and other protected categories.