Director - Sales Operations

Globally, Amagi works with 800+ content brands, delivering 3800+ channels with deployments in 150+ countries, managing programmatic ad opportunities over 50 billion. Amagi has industry-leading deep technical integration with 150+ Free Ad-supported Streaming TV (FAST) services, making it one the largest tech providers and a first-party ad platform for the FAST industry segment.Amagi has a presence in New York, Los Angeles, London, Paris, Singapore, Seoul and Sydney, with innovation centers in Bangalore, Zagreb, and Lodz, and a global media monitoring center in New Delhi. Amagi is one of the highest valued mediatech companies in the world and its investors include Accel, Norwest Venture Partners, General Atlantic, Premji Invest, Avataar Ventures and Nadathur Holdings.
Today, Amagi is the fastest growing media and entertainment technology company on Earth. Founded in 2008, Amagi is a global leader in cloud-based products and solutions for broadcast and connected TV. Our cloud-based platforms support broadcast-quality, 24-hour linear channel production, channel distribution to Free Ad-Supported Streaming TV platforms, live orchestration for sports and news, OTT server-side ad insertion, and monetization analytics, as well as cost-effective disaster recovery.
Our identity and mission: Amagi, epitomizing the essence of freedom, embarks on an extraordinary mission to establish the world's foremost media technology business rooted in a foundation of goodness. Our commitment to autonomy is paralleled by our shared connection through a compelling purpose, with the Amagi way serving as our guiding light. In our pursuit, we strive to create a harmonious blend of individual freedom and collective purpose, shaping a unique and transformative journey that sets us apart in the realm of media technology.

Work Location: Bengaluru (Bannerghatta Road)

Work Mode: In-Office

Job Profile:

Amagi is looking for a seasoned leader with experience in the Sales Operations domain to lead the critical function of Sales Operations for the company. The Director of Sales Operations will be responsible for enabling the sales team to execute effectively by implementing best-in-class sales processes, optimizing the sales tech stack, and providing actionable insights through data analytics. This role will collaborate closely with Sales, Marketing, Finance, and RevOps leadership to drive predictable revenue growth and operational excellence.

This role is best suited for individuals who have worked with SaaS startups and understand the nuances of the input and output metrics that drive the revenue engine. In this role, you will report to the VP of Revenue Operations, who also leads different parts of the GTM operations functions across Business Operations, Marketing Operations, Sales Enablement, Sales Strategy and the CRO’s office. You will lead a lean team of 2-3 members that will help you manage and drive key cadences and track metrics across the organization. You will get to learn what it takes to sell to enterprises in a challenging market such as US, get your hands dirty digging into metrics that drive success of a SaaS company at meaningful scale and be a part of a journey that will see the company aiming to be a leader in vertical SaaS in the media and entertainment space.  

Key Responsibilities:

1. Sales Planning:
   1. Be a thinking partner for sales leadership to define go-to-market strategies, sales capacity planning, and territory segmentation.
   2. Own the process of setting and tracking quota assignments to ensure fairness and alignment with business objectives to help the company be on track for our annual goals. 
   3. Measure progress against quota on a recurring basis to evaluate how we can do better in the futures. .
2. Sales Efficiency 
   1. Track rep productivity as a metric and drive better efficiency by working closely with sales leaders  
   2. Ensure sales processes are well-documented and aligned with best practices across all teams.
   3. Work in a bottoms-up manner to help improve rep productivity by creating and designing scalable processes. 
3. Forecasting & Performance Analytics:
   1. Build and maintain robust sales forecasting models to provide accurate and actionable insights to sales and company leaders
   2. Find levers to challenge the accuracy of forecasts and help improve forecast accuracy for the teams. 
   3. Track key performance metrics (e.g., pipeline generation, pipeline health, win rates, sales cycle length) and recommend improvements for divisions that maybe underperforming. 
   4. Flag risks to sales leadership by analyzing risks, and opportunities in pipeline and revenue performance.
4. CRM & Sales Tech Stack Management:
   1. Own and optimize the sales technology ecosystem, including CRM (Salesforce), Clari,, Outreach, and other relevant tools.
   2. Ensure data accuracy and integrity within CRM and other reporting tools.
   3. Drive automation and efficiency improvements through process and technology enhancements.
5. Sales Compensation & Incentives:
   1. Design and manage sales incentive programs to drive desired sales behaviors and revenue growth.
   2. Identify the right processes and tools to calculate and communicate incentives in a timely manner to reps. 
   3. Partner with Finance and HR to ensure compensation plans are competitive, effective, and aligned with business objectives, in line with the market trends for various roles.
6. Pipeline & Deal Management:
   1. Monitor pipeline health, conversion rates, and deal velocity to identify gaps and opportunities on an ongoing basis 
   2. Build discipline for QBRs, meeting notes and customer context being communicated across through Account Plans and other material. 
   3. Drive a cadence that brings together Marketing, BDRs, Sales and RevOps teams to track pipeline generation, sources and effectiveness of sources on an ongoing basis. 
   4. Provide insights and recommendations to sales leadership on deal prioritization and ones that require support even if the reps are not asking to do so. 
   5. Develop and maintain structured deal review processes to support high-value sales motions, remove bottlenecks and help win more deals. 
7. Cross-functional Collaboration:
   1. Work closely with Marketing to communicate sales priorities, territories, align demand generation efforts with sales pipeline needs.
   2. Partner with Finance to align sales targets and reporting with financial planning to help with required communication to board and senior leadership. 
   3. Support Customer Success in driving renewals, tracking downsells and helping reduce customer and revenue churn.
8. Enablement & Training:
   1. Develop and maintain sales enablement resources, including bootcamps for new rep onboarding, playbooks, and best practices that can help Amagi scale the business. 
   2. Work closely with every new rep to accelerate their ramp-up time and make them productive sooner. 
   3. Provide continuous learning opportunities to improve sales effectiveness and adoption of new tools/processes.
9. Operational Excellence:
   1. Implement and drive continuous improvements in sales operations, processes, and methodologies to increase communication and visibility to leadership on customer conversations. 
   2. Identify inefficiencies and implement scalable solutions to enhance productivity of reps. 
   3. Ensure compliance with all internal policies and external regulations.

Skills and Expertise Required:

• 10+ years of experience in Sales Operations, Revenue Operations, or a related field within a SaaS or high-growth technology company.
• Proven track record of designing and optimizing sales processes, tools, and incentive structures.
• Strong experience with CRM (Salesforce preferred) and sales tech stack management across Salesforce and Clari. 
• In-depth understanding of B2B SaaS sales cycles, forecasting methodologies, risks to plan, and pipeline management.
• Ability to synthesize data from multiple streams (some unstructured) into actionable insights and recommendations.
• Strong project management skills with a structured and analytical approach to problem-solving.
• Excellent stakeholder management and communication skills, with the ability to influence senior leadership.
• Experience in managing and mentoring high-performing teams that can work in ambiguous environments
• A self motivated individual with high ownership who can take and own responsibilities assigned to them. 
• Proven experience in organizing, collaborating, and building trust across multiple teams and departments without a direct reporting authority or influence. 
• Somebody with a strong bias for action, is willing to experiment, iterate and learn continuously. 
• Strong business acumen and understanding of how B2B revenue motions work. 
• Handle confidential and sensitive information on company, individuals and projects while delivering outcomes. 

Amagi is an equal opportunity employer and does not discriminate against applicants based on their gender, marital status, race, religion, color, age, capacity to work, sexual orientation, or status as a protected veteran.