Vice President of Sales Operations

About This Role

Purpose of the Role

This is a builder's role for a rigorous, detail-oriented operator who brings consistency and reliable measurement to how AFS runs its sales engine. Success means the CRO and the sales organization operate with real-time, trustworthy visibility into pipeline health, bookings forecast accuracy, quota performance, compensation integrity, and deal compliance, with compensation and quota governance administered with precision and integrity.

• 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

• 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.

• 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.

• 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.

• 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.

• 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.

• 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, approvals, and field enablement through CRM/SFDC and related tools.

• Build and maintain the KPI dashboard and reporting cadence used by the CRO, CEO, and ELT to assess sales bookings performance.
• Translate raw pipeline, bookings, quota, and activity data into clear insight on what is driving or constraining sales performance.
• Ensure metric definitions are consistent, documented, and trusted across the organization.

• Build the models linking headcount, ramp time, and productivity to revenue targets.
• Partner with the CRO and CFO on capacity planning, hiring pace, and investment sequencing.
• Surface structural constraints on productivity before they appear…