Director of Sales Enablement and Operations

5 days ago

Sydney, New South Wales, Australia Advanced Navigation Full time

Advanced Navigation is a leading innovator in AI robotics and navigation technologies across various industries. Our mission is to revolutionize autonomy through research and discovery, leveraging expertise in artificial intelligence, underwater sonar, GNSS, radio frequency systems, inertial sensors, robotics, quantum sensors, and photonics.

We partner with top companies like Airbus, Boeing, Google, Tesla, NASA, Apple, and General Motors to drive innovation and growth. To learn more about our technology, visit our YouTube page.

About the Role

This senior leadership position oversees the teams responsible for sales operations, field operations, bid management, enablement, reporting, analytics, and systems administration. Key objectives include ensuring smooth sales processes, effective cross-functional collaboration, and delivering critical support to the CRO in executing the go-to-market strategy.

Key Responsibilities

As Director of Sales Enablement and Operations, you will:

  • Sales Operations
    • Manage the quote-to-cash cycle, ensuring accurate and timely order processing, booking, fulfillment, and cash collection.
    • Develop and maintain key relationships with Sales, Procurement, Production, and Finance teams to optimize QTC processes and shared ownership of associated metrics.
  • Field Operations & Bid Management
    • Deliver expert sales support in each territory (APAC, US, EMEA) and ensure efficient response to requests for proposal.
    • Coordinate customer portal management, NDA reviews, and rapid response times.
  • Enablement
    • Design and implement training programs for the Sales organization on core sales-craft, product capabilities, and relevant aspects of the sales strategy.
    • Develop frameworks for high-quality coaching and feedback to increase team performance.
  • Reporting, Analytics, and Systems Administration
    • Equip the GTM team with necessary tools and systems to succeed.
    • Take ownership of vendor relationship management, implementation, training, and maintenance of software tools like Salesforce, HighSpot, Gong, and others.
    • Define and implement processes for robust opportunity management, CRM hygiene, and accurate sales forecasting.
  • Leadership
    • Develop and extend the capabilities of the Revenue Operations and Enablement team to meet evolving needs.
    • Take ownership of organizational strategy, defining the future state and associated roadmap of initiatives.
    • Play a key role in shaping the GTM strategy alongside peers in GTM leadership.
Requirements and Qualifications

To be successful in this role, you should have:

  • A Bachelor's degree in a relevant field; an MBA is beneficial but not required.
  • 10+ years of experience leading layered teams in Sales Operations/Revenue Operations.
  • Functional knowledge spanning quote-to-cash, field operations, territory management, sales compensation, and sales technology.
  • Deep knowledge of Salesforce.
  • Domain experience in Aerospace, Defence, Surveying, Autonomous vehicles/robotics, and Maritime/subsea markets is highly beneficial.
  • Dedication to delivering an excellent customer experience while being a creative problem-solver.
  • Excellent written and verbal communication skills.
  • Strong time management skills and a driven work ethic.
What We Offer

You'll have access to industry-leading products with diverse applications in exciting projects worldwide. We're growing a team of inspired individuals from various backgrounds, offering great opportunities for growth and variety. We strive to help each employee carve out their path and achieve their goals.

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