Director, Sales Strategy and Operations
About the role…
We are hiring a Director of Sales Operations to own the operating rhythm of our pre-sales engine globally: Sales, Sales Development, and Sales Engineering. This is a player/coach role leading a small team of experienced senior operators while staying hands-on, and our first Sales Operations leadership seat in North America. This role reports to the VP of Revenue Operations.
What you’ll be doing…
- Forecasting and pipeline inspection. Own forecast methodology, accuracy, and variance analysis end to end for Sales and Sales Development; run the weekly commit and pipeline inspection cadence; build the leading indicators (stage conversion, velocity, slippage, aged pipeline) that make the forecast defensible before quarter end, not explained after it.
- Sales process and policy. Own the pre-sales process architecture: opportunity stages, exit criteria, qualification standards, pipeline hygiene rules, rules of engagement, and the SDR-to-AE handoff, including how conflicts get resolved.
- Sales Engineering coverage. Own the SE deployment model (SE-to-AE coverage ratios, prioritization of scarce SE time), standardize the technical proof-of-concept and demo process, and build the reporting that shows technical win-rate.
- Territory, quota, and comp. Run territory and quota deployment, exceptions and the audit trail behind them; partner on SE comp and quota-credit design alongside AE and SDR comp.
- Partnership with the field. Be the trusted operational partner to Sales, Sales Development, and Sales Engineering leaders in their forecast calls and deal reviews, not adjacent to them; own adoption of process and system change, including manager-level reinforcement.
- Cross-functional alignment. Represent the field's requirements into GTM Engineering and Data teams; prioritize, scope, and defend the roadmap.
- AI-native operations. Design the pre-sales motion on the assumption AI does the manual work: deal inspection, call-signal extraction, pipeline risk flagging, enrichment, and forecast commentary should be agent-assisted by default. Build and ship those workflows yourself where tooling allows.
- Leadership. Lead, develop, and stretch a team of experienced senior operators; manage across US and European time zones; set the prioritization bar and protect the team from reactive demand.
We’d love to hear from you if you have…
- 8+ years in Sales Operations, Revenue Operations, or Sales Strategy in B2B SaaS, including people management.
- B2B SaaS domain expertise, with experience at both small and large B2B SaaS companies.
- You have owned a forecast, and can talk methodology, where it broke, and how you fixed it.
- Direct experience with Sales Engineering coverage models (SE-to-AE ratios, technical win-rate, POC process), not just Sales and SDR ops.
- Deep, current, hands-on Salesforce ability; you diagnose in the object model yourself.
- You have put AI or automation into a live sales workflow and can describe the result.
- Credible with senior Sales leaders, and C-Level Executives.
- Plus: Quantitative degree, Management consulting or Investment Banking background.
Our culture
At Synthesia, we expect everyone to
- Put the Customer First
- Own it & Go Direct
- Be Fast & Experimental
- Make the Journey Fun
You can read more about this in this public Notion page https://synthesia.notion.site/How-we-work-at-Synthesia-f794caa72f8446efb6be22b551ce0fa2.
Benefits
- A competitive salary + stock options in our fast-growing Series D startup
- Hybrid working environment
- 100% Medical, Dental & Vision
- 401k Plan
- Paid parental leave
- 25 days of annual leave + Public holidays + paid sick leave
- Fun culture with regular socials
- A generous referral scheme
- A brand new computer + monitor