Director, Sales Strategy and Operations
At a glance
Leadership Revenue & Sales Operations role at Synthesia. New York · full-time.
Pay not stated
Growth Roles summary, based on the employer's posting.
What you'll do
- Run global forecasting for Sales and Sales Development, including weekly commit reviews and pipeline health analysis
- Set pre-sales rules for opportunity stages, qualification, pipeline hygiene, deal ownership, and SDR-to-AE handoffs
- Allocate Sales Engineering capacity, standardize demos and proof-of-concepts, and track technical win rates
- Direct territory and quota deployment, exceptions, audit trails, and selected compensation-credit design
- Lead process adoption, field partnership, roadmap priorities, and AI-assisted sales workflows across regions
What you bring
- At least eight years in Sales Operations, Revenue Operations, or Sales Strategy within B2B SaaS, including people leadership
- Experience in both smaller and larger B2B SaaS organizations, with direct ownership of forecasting methodology
- Hands-on Sales Engineering operations experience covering staffing ratios, technical win rates, and proof-of-concept processes
- Current Salesforce expertise strong enough to diagnose issues directly in the underlying object model
- You have launched AI or automation in a live sales workflow and can explain its outcome
Who this fits
This suits a player-coach who can lead experienced operators while personally working through forecasting, Salesforce, and workflow design. You should be comfortable partnering directly with senior Sales leaders and executives, managing across US and European time zones, and working in a hybrid New York role.
From the employer
Synthesia is the world’s leading AI video platform for business, used by over 90% of the Fortune 100. Founded in 2017, the company is headquartered in London, with offices and teams across Europe and the US.
As AI continues to shape the way we live and work, Synthesia develops products to enhance visual communication and enterprise skill development, helping people work better and stay at the center of successful organizations.
Following our recent Series E funding round, where we raised $200 million, our valuation stands at $4 billion. Our total funding exceeds $530 million from premier investors including Accel, NVentures (Nvidia's VC arm), Kleiner Perkins, GV, and Evantic Capital, alongside the founders and operators of Stripe, Datadog, Miro, and Webflow.
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.
Benefits
A competitive salary + stock options in our fast-growing Series E 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
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