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Synthesia, the world's leading AI video platform used by over 90% of the Fortune 100, is seeking a Director of Sales Strategy and Operations to own the operating rhythm of the pre-sales engine globally. This is a player/coach role leading a small team of experienced senior operators while remaining hands-on, and represents the first Sales Operations leadership seat in North America, reporting to the VP of Revenue Operations.
Key responsibilities include owning forecast methodology, accuracy, and variance analysis end-to-end for Sales and Sales Development; running weekly commit and pipeline inspection cadences; and building leading indicators (stage conversion, velocity, slippage, aged pipeline) that make forecasts defensible. You will own the pre-sales process architecture including opportunity stages, exit criteria, qualification standards, pipeline hygiene rules, and the SDR-to-AE handoff.
The role encompasses Sales Engineering coverage model design (SE-to-AE ratios, prioritization, technical win-rate reporting), territory and quota deployment, and partnership with field leaders in forecast calls and deal reviews. You will represent field requirements to GTM Engineering and Data teams, prioritizing and defending the roadmap.
A critical component is designing the pre-sales motion assuming AI handles manual work: deal inspection, call-signal extraction, pipeline risk flagging, enrichment, and forecast commentary should be agent-assisted by default. You will build and ship these AI-native workflows where tooling allows.
The ideal candidate has 8+ years in Sales Operations, Revenue Operations, or Sales Strategy in B2B SaaS with people management experience. Required qualifications include B2B SaaS domain expertise across company sizes, proven forecast ownership with methodology knowledge, direct Sales Engineering coverage model experience, hands-on Salesforce expertise at the object model level, and demonstrated success implementing AI or automation in live sales workflows. Credibility with senior Sales leaders and C-level executives is essential. Preferred backgrounds include quantitative degrees, management consulting, or investment banking experience.
