Sales Operation Manager

OVERVIEW OF ROLE
The Sales Operations Manager – EMEA leads and develops the cross-functional team that underpins the effectiveness of the EMEA Sales organisation, spanning Revenue Operations, Bid Management and Sales Enablement/Marketing Operations, together with the Forward Deployed Engineering function. Reporting to the Managing Director and working in close partnership with the Sales Director, EMEA, this role ensures the sales organisation has the systems, processes, content, deal support and deployment capability required to scale efficiently and deliver against its revenue targets. On an interim basis, this role holds full-line management of the Forward Deployed Engineers, including technical direction, pending the hire of a Navigation Solutions Architect (anticipated late 2026/early 2027), at which point technical direction will transition to a matrix relationship with that role.
ROLES & RESPONSIBILITIES
Lead, coach and develop a cross-functional team spanning Revenue Operations, Bid Management, Sales Enablement/Marketing Operations and Forward Deployed Engineers
Partner closely with the Sales Director, EMEA to translate sales strategy into operational plans, processes and tooling that support the team's growth
Own end-to-end Salesforce CRM administration, data integrity, and reporting/dashboarding for the EMEA sales organisation
Own the sales forecasting cadence and process, ensuring accurate, timely roll-up of pipeline and forecast data to the Sales Director and Managing Director
Oversee the Bid Management function, ensuring high-quality, compliant and timely responses to RFPs, RFQs and tenders across the region
Oversee Sales Enablement/Marketing Operations, ensuring the sales team has up-to-date collateral, playbooks, competitive intelligence and campaign support materials
Provide full-line management of the Forward Deployed Engineers, including technical direction, on an interim basis until the Navigation Solutions Architect role is hired (anticipated late 2026/early 2027); thereafter, transition technical direction to a matrix relationship with the Navigation Solutions Architect while retaining commercial and operational line management
Define and drive adoption of sales processes and methodology (e.g. MEDDIC/MEDDPICC) and stage-gate discipline across the funnel, working closely with the global Sales Enablement team (Sydney, Australia)
Own deal desk governance – approvals workflow, pricing/discount governance and contract routing – in partnership with the Head of Revenue Operations (Sydney, Australia)
Partner with Finance/HR on sales compensation plan administration and commission calculation processes
Identify, evaluate and implement tools and technology to improve sales productivity (CRM, CPQ, forecasting and sales engagement platforms)
Establish and run key operating cadences – pipeline reviews, QBRs, forecast calls and deal desk reviews
Provide the Managing Director and Sales Director, EMEA with regular reporting and insight on team performance, pipeline health and operational KPIs
Work openly with other Advanced Navigation teams (e.g. global Marketing, Finance, Products Group) to improve go-to-market execution and acceleration of growth
Growth:
Growing & developing with the Company as Advanced Navigation continues to evolve;
Taking on additional duties & tasks, as directed, as the position evolves.
Develop a solid operational understanding of all aspects within the Company:
Immersing yourself into the team & wider organisation to develop an understanding of how each role & team all contribute to our strategic vision.
Live by our values:
Set quantifiable targets that demonstrate your commitment to our values.
Safety:
Live & breathe a safety culture;
Be an advocate for safety within the workplace;
Remain compliant with all HSE requirements & obligations.
KEY MEASURABLES
Forecast accuracy against actuals
CRM data quality and hygiene
Bid win rate and on-time bid submission rate
Time-to-productivity for new sales hires / enablement content adoption
Process and tooling adoption across the team
Team development, retention and cross-functional collaboration
KEY RELATIONSHIPS
Managing Director
Sales Director, EMEA
Navigation Solutions Architect (future technical matrix for Forward Deployed Engineers, role expected to be hired late 2026/early 2027)
Direct reports: Revenue Operations, Bid Management, Sales Enablement/Marketing Operations, Forward Deployed Engineers
Finance
Global Marketing
Head of Revenue Operations (Sydney, Australia)
Global Sales Enablement Team (Sydney, Australia)
BEHAVIOURAL ATTRIBUTES FOR SUCCESS
Leading & Developing Others
Building the capability of the team through coaching, feedback and development planning; creating an environment where team members are motivated to perform, collaborate across functions and grow
Organising Self
Effectively managing own time and resources to ensure that work is prioritised effectively and delivered on time in line with the requirements of the team and business
Maintaining Positive Energy
Being relentless. Operating with a positive attitude, vigour and determination in the face of challenging situations, consistently maintaining high levels of effectiveness and productivity throughout
Delivering Excellence
Setting high standards of performance for self and others; assuming responsibility and accountability for successfully completing assignments or tasks; self-imposing standards and expectations of excellence rather than having standards imposed
Communication
Conducting positive and open interactions with others by conveying information and ideas clearly and concisely in an engaging manner that helps them understand and retain the message; listening actively to others and sharing proactively information
Decision Making
Identifying and understanding problems and opportunities relevant to role by gathering and analysing quantitative and qualitative information; generating and evaluating alternatives, identifying the best course of action, and making timely decisions within own decision making scope
Initiating Action
Taking proactive and independent action to accomplish work goals; taking prompt action to achieve results beyond what is required; anticipating addresses problems without being prompted
Leveraging Feedback
Taking full advantage of opportunities to receive and explore feedback about own performance; responding favourably to feedback and using it constructively to deliver outcomes and improve knowledge, skills and behaviours
QUALIFICATIONS, EXPERIENCE & SKILLS
Qualifications:
5-8 years of experience in Sales Operations, Revenue Operations or Sales Enablement, including experience leading, mentoring or coordinating others (first people-leadership role welcomed)
Experience:
Experience operating in a B2B technology or hardware sales environment
Experience managing or closely coordinating a cross-functional team (e.g. RevOps, bid management, sales enablement or similar)
Exposure to bid/tender management processes in a regulated or technical sales environment beneficial
Salesforce CRM administration and reporting experience essential
Skills:
Strong Salesforce CRM administration and reporting skills
Process design and continuous improvement mindset
Cross-functional leadership and stakeholder management
Data analysis and commercial acumen
Project management skills
Excellent written and verbal communication
Organised, structured and delivery-focused
Comfortable operating in ambiguity and building processes from scratch

Advanced Navigation is the world’s most determined innovator in AI robotics and navigation technologies across land, air, sea and space applications. Founded on a culture of research and discovery, Advanced Navigation's mission is to be the catalyst of the autonomy revolution. Fields of expertise include artificial intelligence, underwater sonar, GNSS, radio frequency systems, inertial sensors, robotics, quantum sensors and photonics.
Today, Advanced Navigation is a supplier to some of the world's largest companies, including Airbus, Boeing, Google, Tesla, NASA, Apple, and General Motors. Discover it for yourself:
https://youtu.be/F7uAqs1gtuk