VP of Sales Operations

The VP of Sales Operations owns the operating and measurement discipline of AFS's sales organization: sales process, pipeline, bookings forecasting, quota, compensation, CRM/SFDC discipline, pricing execution, deal desk governance, and the systems and data that support them.

Scope of Responsibility

The VP of Sales Operations is responsible for the core operating pillars of the sales organization:

• Pipeline: sales process design and governance, including definitions, targeting, tracking, win/loss definitions, stage gates, and account planning templates
• Forecasting: bookings tracking, reporting, and forecasting discipline in direct collaboration with Finance on definitions, types, and treatments
• Quota: quota design, allocation, tracking, forecasting, reporting, and governance
• Compensation: commission structure design, payment accuracy, dispute management, and strategic alignment of incentives with desired business outcomes, in partnership with Finance
• Systems: CRM/SFDC operational ownership, adoption, data integrity, and revenue funnel hygiene
• Compliance and Deal Desk: sales discount policy, approval authority, non-financial deal terms, and deal desk implementation, management, and execution
• Pricing and productivity analytics: pricing execution and systematization in partnership with Product Management, plus sales capacity and productivity analytics

Core Responsibilities

Sales Process and Account Planning Framework

• Own the sales process framework used across the sales organization, including stage definitions and exit criteria (gates), embedded directly in the CRM.
• Own the account planning template and methodology used for strategic and enterprise account planning.
• Maintain and evolve these frameworks as segments, products, and the sales organization scale, ensuring consistent adoption.

Pipeline and Bookings Forecasting Discipline

• Own the pipeline management process, including pipeline definitions, targeting inputs, stage definitions, deal inspection cadence, win/loss definitions, and hygiene standards.
• Build and continuously improve bookings forecasting accuracy and the forecasting process used by the CRO, sales leadership, and Finance.
• Provide the CRO with a reliable, real-time view of pipeline health, coverage, bookings risk, and forecast movement.

Quota Design and Governance

• Design and administer the annual quota-setting process, including allocation methodology and governance.
• Ensure quotas are set with rigor, tied to territory and capacity realities, and tracked, forecasted, and reported consistently throughout the year.
• Manage quota adjustments, disputes, and exceptions with a clear, defensible process aligned to Finance, Revenue, and Accounting definitions.

Compensation Strategy, Governance, and Payment Accuracy

• Own commission plan design in partnership with the CRO and Finance, ensuring compensation plans strategically align with desired business outcomes.
• Ensure commission calculations and payments are accurate, timely, transparent to the sales organization, and enforceable under documented terms and definitions.
• Maintain documentation, dispute-resolution discipline, and audit trail sufficient to withstand scrutiny from Finance and, where relevant, external audit.

CRM/SFDC and Sales Systems Operation

• Serve as the operational owner of CRM/SFDC discipline for the sales and revenue funnel, including data quality, field standards, workflow, reporting, and adoption.
• Partner with the Chief Business Officer on enterprise systems and data governance to ensure alignment between revenue operations data and company-wide reporting standards.
• Identify and resolve data quality issues that affect forecasting, quota, or commission accuracy.

Compliance, Deal Desk, and Pricing Execution

• Create and govern a consolidated Sales Discount Policy and approvals framework covering allowable pricing discounts, approval authority, and operating discipline.
• Implement, manage, and execute the deal desk process, including coordination of non-financial deal terms across Legal, Product, Support, Hosting, Finance, and other stakeholders.
• Partner with Product Management on pricing strategy inputs while owning pricing execution, systematization,…