Responsibilities
- Manage the complete go-to-market technology infrastructure, including Salesforce, HubSpot, Einstein, Fireflies, and Slack, ensuring data integrity and a unified system of record.
- Oversee vendor partnerships, conduct regular tech-stack evaluations, manage the technology budget, and coordinate onboarding for new hires across all revenue platforms.
- Design and maintain the sales organization’s operational framework, including sales methodology, territory design, quota modeling, pipeline oversight, forecasting, and retention analytics.
- Develop compensation strategies, quota frameworks, performance metrics, GTM performance dashboards, and manage commission structures including accelerators, SPIFs, and special exceptions.
- Ensure timely reporting of performance results to HR for payroll processing and model quarterly incentive scenarios accurately.
- Drive the AI roadmap for revenue operations by identifying high-impact use cases and leading initiatives from pilot to production across all operational domains.
- Champion the integration of AI-driven tools such as smart lead scoring, automated deal insights, predictive pipeline analysis, and customer health tracking.
- Promote AI literacy within the revenue team through structured training and change management programs.
- Orchestrate the annual operational cycle, including goal-setting frameworks, territory planning, tech audits, compensation updates, vendor assessments, and budgeting.
- Manage the quarterly operational rhythm: closing the prior period, finalizing forecasts and incentives, and deploying quotas, comp plans, and system configurations ahead of the new quarter.
- Run weekly operational reviews with sales leadership, covering pipeline health, activity metrics, data hygiene, tool adoption, and issue resolution.
- Lead a cross-functional team covering Sales Technology, Sales Operations, and Compensation functions.
- Foster a results-driven culture where accountability, delivery, and outcomes are prioritized over activity volume.
- Establish quarterly OKRs for team members with clear ownership of deliverables and timelines.
- Deliver performance updates tied to measurable business results and operational KPIs.
- Serve as a key leader within the Bangalore headquarters, guiding cross-functional initiatives and influencing outcomes through collaboration and leadership.
Work Arrangement
Remote — Bangalore
Team
Leads a multi-function team spanning Sales Technology, SalesOps, and Compensation. Reports to InMobi Advertising's VP, Revenue Operations & Chief of Staff.
