Director, Sales Operations

Sonatus, Inc•Sunnyvale, CA

38d•Hybrid

About The Position

Join a high-performing team at Sonatus that's redefining what cars can do in the era of Software-Defined Vehicles (SDV). At Sonatus, we're driving the transformation to AI-enabled software-defined vehicles. Traditional automotive software methods can't keep pace with consumer expectations shaped by the mobile industry-where features evolve rapidly, update seamlessly, and improve continuously. That's why leading OEMs trust Sonatus to accelerate this shift. Our technology is already in production across more than 5 million vehicles on the road today and rapidly expanding. Headquartered in Sunnyvale, CA, with 250+ employees worldwide, Sonatus combines the agility of a fast-growing company with the scale and impact of an established partner. Backed by strong funding and proven by global deployment, we're solving some of the most interesting and complex challenges in the industry. Join us and help redefine what's possible as we shape the future of mobility. The Opportunity The Director of Sales Operations is responsible for designing, optimizing, and managing the processes, tools, and data that enable our global sales organization to perform at its best. This role will lead the operational backbone of our sales team, ensuring predictable growth, high-quality pipeline management, and seamless collaboration between inside sales, field sales, marketing, and customer success. This role reports directly to the Chief Revenue Officer and includes a variable component in addition to the base salary. A key focus of this position is the effective use of HubSpot CRM to drive data integrity, sales automation, and actionable insights across the sales funnel.

Requirements

Bachelor's degree in Business, Marketing, or related field (MBA preferred).
Minimum 8 years of experience in sales operations, preferably in automotive technology, software, or AI sectors.
Proven success managing HubSpot CRM at a high level (admin experience strongly preferred).
Deep understanding of sales process design, pipeline management, and forecasting methodologies.
Experience supporting field sales teams and enterprise B2B selling cycles.
Strong analytical, communication, and leadership skills.

Nice To Haves

Experience with SaaS or subscription-based revenue models.
Familiarity with automotive OEM or Tier 1 supplier ecosystems.
Experience integrating HubSpot with other platforms (Salesforce, NetSuite, Power BI, etc.).

Responsibilities

Develop and execute the overall sales operations strategy aligned with corporate growth objectives.
Partner with sales leadership to define KPIs, territory structures, quota models, and performance dashboards.
Support the field sales team with process optimization, forecasting accuracy, and pipeline management best practices.
Drive adoption and continuous improvement of HubSpot CRM across the global sales organization.
Own the company's HubSpot CRM system: configuration, workflow automation, data governance, and reporting.
Implement automation to streamline lead management, opportunity tracking, and forecasting.
Build dashboards for pipeline visibility, conversion metrics, and sales productivity.
Integrate HubSpot with other business systems (ERP, marketing automation, quoting tools, etc.) to ensure end-to-end visibility.
Develop and maintain accurate sales forecasting models and performance reports for executive leadership.
Analyze pipeline trends to identify risks and opportunities across accounts, regions, and product lines.
Deliver actionable insights to improve sales effectiveness and close rates.
Provide tools, processes, and collateral that empower the field sales team to close complex enterprise deals.
Coordinate cross-functional alignment with marketing, product, and customer success to support field initiatives.
Oversee training and onboarding for sales tools and processes.
Establish best practices for data quality, opportunity management, and deal review cadences.
Continuously evaluate and refine sales operations processes to improve efficiency and scalability.
Partner with Finance and Marketing to ensure consistency in metrics, attribution, and revenue reporting.