Head of Revenue Operations

Advanced Navigation is the world’s most determined innovator in AI robotics and navigation technologies across land, air, sea and space applications. Founded on a culture of research and discovery, Advanced Navigation's mission is to be the catalyst of the autonomy revolution. Fields of expertise include artificial intelligence, underwater sonar, GNSS, radio frequency systems, inertial sensors, robotics, quantum sensors and photonics. Today, Advanced Navigation is a supplier to some of the world's largest companies, including Airbus, Boeing, Google, Tesla, NASA, Apple, and General Motors. Discover it for yourself: https://youtu.be/F7uAqs1gtuk

Overview of the position

This role leads the teams responsible for the processes, technology and capability which supports the smooth operation of the Sales and broader go-to-market teams. Key functions include sales operations, field operations & bid management, enablement, reporting / analytics and systems administration. More broadly, this position delivers critical support to the CRO in all aspects of the execution of the GTM strategy.

Role and Responsibilities

Sales Operations- Ownership of the end-to-end quote to cash (QTC) cycle, ensuring smooth, accurate and timely processing of orders through booking, fulfillment and collection of cash

• Management of key cross-functional relationships with Sales, Procurement, Production and Finance in the effective execution of QTC processes and shared ownership of the associated ROE

Field operations & bid management - Deliver timely, accurate and expert sales support in each sales territory (APAC, US, EMEA)

• Enable the efficient and effective turnaround of responses to requests for proposal and the associated management of relevant customer portals
• Coordinate the review of NDAs and customer terms as required with rapid response times

Enablement - Design, coordinate and implement programmatic training for the Sales organisation connected to core sales-craft, product capability and other relevant aspects of the sales strategy with the goal of increasing seller productivity

• Develop frameworks for delivery of high-quality coaching and feedback to individual team members in support of increasing performance

Reporting, Analytics and Systems Administration- Equip the GTM team with the systems and tools they need to succeed. Take ownership of the vendor relationship management, implementation, training and maintenance of all key software tools needed to support the GTM operation including Salesforce, HighSpot, Gong and others

• Define and implement the processes and ROE needed for robust opportunity management and high levels of CRM hygiene, underpinning accurate sales forecasting
• Develop and iterate on the analytics and dashboards needed to provide high quality reporting and insights to GTM leadership team. Work closely with the CRO to periodically deliver AdNav Board materials

Leadership- Develop and extend the capabilities of the Revenue Operations and Enablement team to meet the evolving needs of go-to-market

• Take ownership of the strategy for your organization, defining the “future state” and associated roadmap of initiatives required to get there
• Play a key role in shaping the GTM strategy alongside your peers in GTM leadership

Qualifications and experience

• Bachelor's degree in a relevant field, MBA beneficial but not required
• 10+ years 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 highly beneficial
• Dedication to delivering a great customer experience while being a creative problem-solver in response to technical, product, and business questions
• Excellent written and verbal communication skills
• Excellent time management, driven to work quickly