Director, Sales Operations at Sonatus

Sunnyvale, California, United States

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Not SpecifiedCompensation

Senior (5 to 8 years), Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

Automotive, Software-Defined Vehicles, TechnologyIndustries

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

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

Skills

Key technologies and capabilities for this role

HubSpot CRMSales OperationsCRM ManagementData IntegritySales AutomationKPIsQuota ModelsPipeline ManagementTerritory StructuresPerformance Dashboards

Questions & Answers

Common questions about this position

What is the compensation structure for the Director of Sales Operations role?

The role includes a base salary with a variable component.

Is this position remote or does it require working from the office?

This information is not specified in the job description.

What key skills are required for this Sales Operations Director position?

Expertise in HubSpot CRM management, sales operations strategy, forecasting, pipeline management, and analytics are essential.

What is the team structure for this role at Sonatus?

The role reports directly to the Chief Revenue Officer and supports the global sales organization, including inside sales, field sales, marketing, and customer success.

What makes a strong candidate for the Director of Sales Operations role?

Candidates with proven experience leading sales operations strategy, optimizing HubSpot CRM, driving forecasting accuracy, and enabling field sales teams will stand out.

Sonatus

Platform for software-defined vehicle development

About Sonatus

Sonatus provides a platform for developing software-defined vehicles, focusing on a no-code solution that allows automotive companies to create flexible software architectures. This platform enables the collection and analysis of real-time diagnostic data from vehicles, which helps manufacturers like Hyundai Motor Group to continuously enhance vehicle quality and the ownership experience. Unlike competitors, Sonatus offers a comprehensive solution that spans the entire vehicle lifecycle, from design to after-sales services, allowing for faster innovation and cost reduction. The goal of Sonatus is to drive continuous improvement in automotive software, capitalizing on the increasing demand for software-defined vehicles globally.

Sunnyvale, CaliforniaHeadquarters

2018Year Founded

$107MTotal Funding

SERIES_ACompany Stage

Data & Analytics, Automotive & TransportationIndustries

51-200Employees

Risks

Competition from established firms like Bosch and Continental threatens market share.

Rapid technological advancements may outpace Sonatus' platform updates.

Expansion into new markets may bring regulatory compliance challenges.

Differentiation

Sonatus offers a no-code platform for adaptable vehicle software architectures.

The company partners with major automotive firms like Hyundai for real-time data diagnostics.

Sonatus' Updater solution manages over-the-air updates for software-defined vehicles.

Upsides

Sonatus raised $75 million to accelerate vehicle software innovation.

The company is expanding globally, including into the Japanese market.

Sonatus won two 2024 MotorTrend SDV Innovator Awards for software solutions.

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