Director, Sales Strategy and Operations
About the role
Synthesia is the world’s leading AI video platform for business, used by over 90% of the Fortune 100. Founded in 2017, the company is headquartered in London, with offices and teams across Europe and the US. As AI continues to shape the way we live and work, Synthesia develops products to enhance visual communication and enterprise skill development, helping people work better and stay at the center of successful organizations. Following our recent Series E funding round, where we raised $200 million, our valuation stands at $4 billion. Our total funding exceeds $530 million from premier investors including Accel, NVentures (Nvidia's VC arm), Kleiner Perkins, GV, and Evantic Capital, alongside the founders and operators of Stripe, Datadog, Miro, and Webflow.
We are hiring a Director of Sales Operations to own the operating rhythm of our pre-sales engine globally: Sales, Sales Development, and Sales Engineering. This is a player/coach role leading a small team of experienced senior operators while staying hands-on, and our first Sales Operations leadership seat in North America. This role reports to the VP of Revenue Operations.
At Synthesia, we expect everyone to Put the Customer First, Own it & Go Direct, Be Fast & Experimental, Make the Journey Fun.
Responsibilities
- Forecasting and pipeline inspection: own forecast methodology, accuracy, and variance analysis end to end for Sales and Sales Development; run the weekly commit and pipeline inspection cadence; build leading indicators (stage conversion, velocity, slippage, aged pipeline) that make the forecast defensible before quarter end.
- Sales process and policy: own the pre-sales process architecture (opportunity stages, exit criteria, qualification standards, pipeline hygiene rules, rules of engagement, SDR-to-AE handoff, conflict resolution).
- Sales Engineering coverage: own the SE deployment model (SE-to-AE coverage ratios, prioritization of scarce SE time), standardize the technical proof‑of‑concept and demo process, and build reporting that shows technical win‑rate.
- Territory, quota, and comp: run territory and quota deployment, exceptions and audit trail; partner on SE comp and quota‑credit design alongside AE and SDR comp.
- Partnership with the field: be the trusted operational partner to Sales, Sales Development, and Sales Engineering leaders in forecast calls and deal reviews; own adoption of process and system change, including manager‑level reinforcement.
- Cross‑functional alignment: represent the field's requirements into GTM Engineering and Data teams; prioritize, scope, and defend the roadmap.
- AI‑native operations: design the pre‑sales motion assuming AI does the manual work (deal inspection, call‑signal extraction, pipeline risk flagging, enrichment, forecast commentary) as agent‑assisted by default; build and ship those workflows where tooling allows.
- Leadership: lead, develop, and stretch a team of experienced senior operators; manage across US and European time zones; set prioritization bar and protect the team from reactive demand.
Requirements
- 8+ years in Sales Operations, Revenue Operations, or Sales Strategy in B2B SaaS, including people management.
- B2B SaaS domain expertise, with experience at both small and large B2B SaaS companies.
- Have owned a forecast, and can talk methodology, where it broke, and how you fixed it.
- Direct experience with Sales Engineering coverage models (SE-to-AE ratios, technical win‑rate, POC process), not just Sales and SDR ops.
- Deep, current, hands‑on Salesforce ability; you diagnose in the object model yourself.
- Have put AI or automation into a live sales workflow and can describe the result.
- Credible with senior Sales leaders