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Advanced Navigation is a world-leading innovator in AI robotics and navigation technologies across land, air, sea, and space applications. The company supplies cutting-edge autonomous systems and sensor technologies to major global customers including Airbus, Boeing, Google, Tesla, NASA, Apple, and General Motors.
The Sales Operations Manager – EMEA leads and develops a cross-functional team spanning Revenue Operations, Bid Management, Sales Enablement/Marketing Operations, and Forward Deployed Engineers. Reporting to the Managing Director and working closely with the Sales Director EMEA, this role ensures the sales organization has the systems, processes, content, deal support, and deployment capability required to scale efficiently and deliver against revenue targets.
Key responsibilities include:
- Lead, coach, and develop a cross-functional team across RevOps, bid management, sales enablement, and forward-deployed engineers
- Partner with the Sales Director EMEA to translate sales strategy into operational plans, processes, and tooling
- Own end-to-end Salesforce CRM administration, data integrity, and reporting/dashboarding for the EMEA sales organization
- Own the sales forecasting cadence and process, ensuring accurate, timely roll-up of pipeline and forecast data
- Oversee the Bid Management function, ensuring high-quality, compliant, and timely responses to RFPs, RFQs, and tenders across the region
- Oversee Sales Enablement/Marketing Operations, ensuring the sales team has up-to-date collateral, playbooks, competitive intelligence, and campaign support materials
- Provide full-line management of Forward Deployed Engineers, including technical direction on an interim basis until the Navigation Solutions Architect role is hired (anticipated late 2026/early 2027); thereafter, transition technical direction to a matrix relationship while retaining commercial and operational line management
- Define and drive adoption of sales processes and methodology (e.g., MEDDIC/MEDDPICC) and stage-gate discipline across the funnel, working with the global Sales Enablement team in Sydney
- Own deal desk governance—approvals workflow, pricing/discount governance, and contract routing—in partnership with the Head of Revenue Operations in Sydney
- Partner with Finance/HR on sales compensation plan administration and commission calculation processes
- Identify, evaluate, and implement tools and technology to improve sales productivity (CRM, CPQ, forecasting, and sales engagement platforms)
- Establish and run key operating cadences—pipeline reviews, QBRs, forecast calls, and deal desk reviews
- Provide the Managing Director and Sales Director EMEA with regular reporting and insight on team performance, pipeline health, and operational KPIs
- Work openly with other Advanced Navigation teams (global Marketing, Finance, Products Group) to improve go-to-market execution and accelerate growth
Requirements:
- Experience operating in a B2B technology or hardware sales environment
- Experience managing or closely coordinating a cross-functional team (e.g., RevOps, bid management, sales enablement, or similar)
- Exposure to bid/tender management processes in a regulated or technical sales environment (beneficial)
- Salesforce CRM administration and reporting experience (essential)
- Strong Salesforce CRM administration and reporting skills
- Process design and continuous improvement mindset
- Cross-functional leadership and stakeholder management capabilities
- Data analysis and commercial acumen
- Project management skills
- Excellent written and verbal communication
- Organized, structured, and delivery-focused approach
- Comfortable operating in ambiguity and building processes from scratch
