Sales Operations Manager

RED CAT HOLDINGS•West Palm Beach, FL

22d•Onsite

About The Position

Blue Ops is seeking a Manager of Sales Operations to build and manage the sales infrastructure required to support the rapid growth of Red Cat's autonomous maritime business. Reporting to the Senior Director of Sales, the Manager of Sales Operations will be responsible for creating the processes, systems, reporting, forecasting and operating discipline that allow the Blue Ops sales team to scale efficiently and convert customer interest into revenue. This individual will serve as the operational backbone of the sales organization—connecting Sales with Marketing, Contracts, Finance, Production and other Blue Ops and Red Cat functions to ensure opportunities move efficiently from initial customer engagement through proposal, contracting, delivery and revenue recognition. A particularly important component of the role will be serving as the primary Sales Operations liaison to Red Cat's Contracts and government-contracting organization. The Manager of Sales Operations will not replace the Contracts team or act as contracting authority; rather, this role will ensure that the Blue Ops sales organization understands, anticipates and satisfies the operational requirements necessary to compete for and execute government business. This is a highly collaborative, hands-on role suited for an experienced sales-operations professional who is comfortable building structure inside a rapidly scaling organization.

Requirements

Significant experience in Sales Operations, Commercial Operations or Revenue Operations.
Demonstrated experience supporting a complex, high-value sales organization.
Strong CRM administration, governance and reporting experience.
Experience developing sales forecasts, dashboards and performance reporting.
Strong understanding of pipeline management, lead management and sales-process development.
Experience managing budgets and supporting annual and multi-year planning.
Demonstrated ability to work across Sales, Marketing, Finance and operational teams.
Strong analytical and organizational skills.
Ability to manage multiple high-priority opportunities and deadlines simultaneously.
Excellent written and verbal communication skills.
High degree of personal accountability and follow-through.
Comfortable operating in a rapidly growing and evolving organization.

Nice To Haves

Marine, defense, aerospace or advanced-manufacturing experience.
Experience working with government contracting or government customers.
Salesforce administration and governance experience.
Experience with high-value capital-equipment sales.
Experience supporting geographically distributed sales organizations.
Familiarity with RFIs, RFPs, IDIQs, task orders and federal procurement.
Experience developing sales organizations during periods of rapid growth.

Responsibilities

Partner closely with the Senior Director of Sales to translate Blue Ops revenue objectives into a disciplined sales operating plan.
Design, implement and continuously improve the Blue Ops sales process from lead generation through customer engagement, proposal, contracting, delivery and follow-up.
Establish clear sales stages, qualification standards, probability criteria, ownership and accountability throughout the pipeline.
Create scalable processes for managing government, defense, international and commercial opportunities.
Build and maintain sales policies, SOPs and operating standards.
Coordinate sales activity across multiple geographic markets and customer segments.
Identify operational bottlenecks that prevent Sales personnel from spending time on customer-facing and revenue-generating activity.
Provide the administrative and operational infrastructure necessary for the sales team to operate efficiently as Blue Ops scales.
Own the integrity and operating discipline of the Blue Ops sales pipeline.
Work with Sales leadership to maintain accurate forecasts by customer, program, probability, timing and anticipated revenue.
Develop weekly and monthly pipeline and forecast reporting for Blue Ops leadership.
Track opportunities from initial engagement through contract award, delivery and revenue.
Identify pipeline risks, stalled opportunities and required leadership actions.
Coordinate sales forecasts with Production and Finance to improve production planning, inventory decisions, headcount planning and cash forecasting.
Provide leadership with visibility into expected bookings, backlog, deliveries and revenue.
Establish measurable KPIs for sales activity, pipeline conversion, forecast accuracy and revenue performance.
Serve as the primary business owner and administrator for Blue Ops' CRM and sales technology environment.
Establish CRM standards for opportunity creation, account ownership, contact management, activity tracking and pipeline reporting.
Ensure consistent CRM adoption and data quality across the sales organization.
Develop dashboards and executive reporting that provide real-time visibility into customer activity and sales performance.
Create automated workflows for lead assignment, opportunity follow-up, customer engagement and internal notifications.
Partner with Marketing to ensure leads generated through digital activity, trade shows, demonstrations and campaigns are captured, assigned and followed through to conversion.
Evaluate technologies, integrations and AI-enabled tools that can improve sales productivity and reduce administrative workload.
Serve as the primary operational link between Blue Ops Sales and Red Cat's Contracts and government-contracting teams.
Coordinate with Contracts early in the opportunity lifecycle to identify contracting requirements and appropriate acquisition pathways.
Maintain visibility into RFIs, RFQs, RFPs, IDIQ opportunities, task orders, solicitations and other government procurement activity relevant to Blue Ops.
Coordinate information and documentation required from Sales, Engineering, Production and other Blue Ops teams in support of government proposals.
Track proposal deadlines, customer requirements, submissions, awards, modifications and contract actions.
Ensure awarded opportunities transition cleanly from Sales into contract execution and delivery.
Maintain visibility into contract deliverables, customer acceptance requirements, invoicing triggers and other milestones that affect revenue.
Partner with Finance and Contracts to align bookings, backlog, delivery expectations and revenue forecasts.
Help educate the Blue Ops sales organization on Red Cat's internal contracting processes and government-business requirements.
Develop an efficient working relationship between Blue Ops' fast-moving sales organization and the governance required of a publicly traded defense contractor.
Work closely with Marketing to develop an integrated Sales and Marketing operating process.
Develop pre-event customer targeting and outreach plans for trade shows, military exercises and demonstrations.
Establish lead capture, qualification, assignment and follow-up processes for every major event.
Track event-generated opportunities through the pipeline to measure conversion and return on investment.
Coordinate account-based marketing efforts against priority government and international customers.
Develop processes that ensure Marketing activity supports specific sales objectives rather than operating independently from the sales pipeline.
Maintain visibility into upcoming demonstrations, exercises, trade shows and customer engagements.
Coordinate Sales participation and priority customer attendance.
Ensure customer opportunities generated through demonstrations are captured and assigned.
Establish structured pre-event and post-event sales processes.
Coordinate with Military Operations, Marine Operations and Technology Operations when customer engagements require operational support.
Track resulting opportunities, next actions and conversion.
Establish the administrative processes necessary to support a growing national and international sales organization.
Coordinate customer documentation, presentations, proposal materials and internal approvals.
Maintain sales calendars, customer action items and important opportunity deadlines.
Support onboarding and training of new sales personnel.
Develop CRM and sales-process training.
Help establish the future Sales Administrator/Coordinator function as sales volume increases.
Maintain consistent sales documentation and organizational standards.
Develop executive dashboards covering: Pipeline value and probability, Bookings, Backlog, Forecasted revenue, Customer activity, Opportunity aging, Conversion, Sales performance, Event-generated opportunities and Contract status.
Analyze sales and customer data to identify emerging opportunities, weaknesses and market trends.
Translate sales data into actionable recommendations for the Senior Director of Sales and President.
Develop monthly and quarterly sales operating reviews.
Work with Sales leadership and Blue Ops' AI resources to automate repetitive sales-administration tasks, improve CRM data capture and maintenance, assist with customer research and account intelligence, improve proposal preparation and sales documentation, summarize customer meetings and automatically generate follow-up actions, improve pipeline analysis and forecasting, capture and organize institutional knowledge, and reduce administrative workload so Sales personnel can spend more time with customers.