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

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

Required Qualifications

Experience & Education Requirements / EEO

Bachelor’s degree or equivalent experience
10+ years of project management and/or sales management experience
Significant Commercial and/or sales support experience
People management experience
Strong communicator, detail and team oriented, precise in follow up, decision/solution driven
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
Must be able to work independently
Advanced computer skills, including Excel, Word, PowerPoint, Adobe Creative Suite and CRM applications
Proficiency in Salesforce.com, with skills to maintain and administer CRM
Proven experience working with senior-level executives
Ability to travel (including international travel) up to 15%

Desired Qualifications

Aviation and/or Air Traffic Management knowledge
Knowledge of international negotiations and business processes
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
Get acclimated into the role
Understand the tools and different stakeholders
Review existing Rules of Engagement (ROE) and cross-functional processes
Get acquainted with our instance of Salesforce and Qvidian
Begin to understand the various products in our stack, including pricing methodology and models

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

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

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

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

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

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

About The Team

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

Perks And Benefits

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

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.

Aireon LLC

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Director, Sales Operations