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
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 cashManagement of key cross-functional relationships with Sales, Procurement, Production and Finance in the effective execution of QTC processes and shared ownership of the associated ROEDeliver 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 portalsCoordinate the review of NDAs and customer terms as required with rapid response timesDesign, 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 productivityDevelop frameworks for delivery of high-quality coaching and feedback to individual team members in support of increasing performanceEquip 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 othersDefine and implement the processes and ROE needed for robust opportunity management and high levels of CRM hygiene, underpinning accurate sales forecastingDevelop 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 materialsDevelop and extend the capabilities of the Revenue Operations and Enablement team to meet the evolving needs of go-to-marketTake ownership of the strategy for your organization, defining the “future state” and associated roadmap of initiatives required to get therePlay 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 required10+ years experience leading layered teams in Sales Operations / Revenue OperationsFunctional knowledge spanning quote-to-cash, field operations, territory management, sales compensation and sales technologyDeep knowledge of SalesforceDomain experience in Aerospace, Defence, Surveying, Autonomous vehicles/robotics and Maritime/subsea markets highly beneficialDedication to delivering a great customer experience while being a creative problem-solver in response to technical, product, and business questionsExcellent written and verbal communication skillsExcellent time management, driven to work quickly
What are some of the benefits you will have access to?
You'll have access to industry-leading products with diverse applications within some of the most interesting and exciting projects worldwide. We’re growing a team of inspired, smart, and driven individuals from all sorts of backgrounds. With great opportunities for growth and variety, we strive to help each employee carve out the path that’s right for them.
