About the Company
Armada is an edge computing startup that provides computing infrastructure to remote areas where connectivity and cloud infrastructure is limited, as well as areas where data needs to be processed locally for real-time analytics and AI at the edge. We’re looking to bring on the most brilliant minds to help further our mission of bridging the digital divide with advanced technology infrastructure that can be rapidly deployed anywhere.
About the Role
We are seeking a strategic, analytical, and highly collaborative Director of Sales Operations to lead the design and execution of Armada’s global sales operating model. This role will sit within the Revenue Operations team and serve as a key business partner to Sales Leadership, Finance, Deal Desk, and RevOps, ensuring that our sales organization is optimized for scale, efficiency, and predictable growth across our suite of offerings.
The Director of Sales Operations will own global territory planning across multiple industry verticals and geographies, compensation and quota design, SPIFF planning, and sales capacity planning. This leader will also partner closely with Sales Managers to support hiring plans, budget adherence, and headcount modeling, while driving continuous process improvements across the end-to-end sales lifecycle.
The ideal candidate is data-driven, systems-oriented, and comfortable operating in a fast-paced, global B2B environment.
Location. This role is remote in the continental United States.
What You'll Do (Key Responsibilities)
- Lead global territory planning and segmentation across regions, industry verticals, and product lines, ensuring equitable coverage and alignment with company growth goals
- Design and manage sales compensation plans, including quota setting, incentive structures, and plan governance, in partnership with Finance and Sales Leadership
- Own SPIFF planning and execution, ensuring programs are financially sound, aligned to strategic priorities, clearly communicated to the field, and measurable
- Partner with Sales Managers to support headcount planning, hiring forecasts, and budget adherence, ensuring sales capacity aligns with revenue targets
- Work closely with Armada’s Partner and Channel teams to streamline partner program and deal registration protocols
- Serve as a key stakeholder in annual and quarterly planning processes, including territory realignments, quota resets, and coverage models
- Collaborate closely with Deal Desk to streamline deal approval workflows, pricing governance, CPQ administration, and exception handling
- Work with Systems and RevOps teams to drive process improvements, automation, and tooling enhancements across CRM and sales tech stack
- Develop scalable sales processes & reporting protocols that support a global sales organization selling both hardware and software solutions
- Provide clear reporting, insights, and recommendations to leadership on sales performance, productivity, and efficiency
- Act as a trusted advisor to Sales Leadership, balancing strategic planning with hands-on operational execution
Required Qualifications
- Bachelor’s Degree required
- 8–10 years of progressive experience in Sales Operations, Revenue Operations, or related roles within a global B2B organization
- Strong background in territory planning, quota setting, and compensation design
- Proven ability to partner effectively with Finance, Sales Leadership, Deal Desk, and Systems teams
- Excellent analytical skills with the ability to translate data into actionable insights
- Strong communication and stakeholder management skills across all levels of the organization
- Comfortable working in a fast-paced, high-growth, global environment with evolving processes
Preferred Qualifications
- Experience supporting multi-vertical, multi-geo enterprise sales teams that sell both hardware and software
- Advanced proficiency with Salesforce and related sales technology tools
- Experience designing or scaling global sales compensation plans
- Prior people management experience
- Familiarity with SaaS + hardware revenue models and deal structures
Compensation & Benefits
For U.S. Based candidates: To ensure fairness and transparency, the starting base salary range for this role for candidates in the U.S. are listed, varying based on location experience, skills, and qualifications. In addition to base salary, this role will also be offered equity and subsidized benefits (details available upon request).
Benefits (USA)
- Medical, dental, and vision (subsidized cost)
- Health savings accounts (HSA), flexible spending accounts (FSA), and dependent care FSAs (DCFSA)
- Retirement plan options, including 401(k) and Roth 401(k)
- Unlimited paid time off (PTO)
- 14 paid company holidays per year
#LI-Remote
#LI-SM1
You're a Great Fit if You're
- A go-getter with a growth mindset. You're intellectually curious, have strong business acumen, and actively seek opportunities to build relevant skills and knowledge
- A detail-oriented problem-solver. You can independently gather information, solve problems efficiently, and deliver results with a "get-it-done" attitude
- Thrive in a fast-paced environment. You're energized by an entrepreneurial spirit, capable of working quickly, and excited to contribute to a growing company
- A collaborative team player. You focus on business success and are motivated by team accomplishment vs personal agenda
- Highly organized and results-driven. Strong prioritization skills and a dedicated work ethic are essential for you
Equal Opportunity Statement
At Armada, we are committed to fostering a work environment where everyone is given equal opportunities to thrive. As an equal opportunity employer, we strictly prohibit discrimination or harassment based on race, color, gender, religion, sexual orientation, national origin, disability, genetic information, pregnancy, or any other characteristic protected by law. This policy applies to all employment decisions, including hiring, promotions, and compensation. Our hiring is guided by qualifications, merit, and the business needs at the time.
Unsolicited Resumes and Candidates
Armada does not accept unsolicited resumes or candidate submissions from external agencies or recruiters. All candidates must apply directly through our careers page. Any resumes submitted by agencies without a prior signed agreement will be considered unsolicited and Armada will not be obligated to pay any fees.
Top Skills
Armada San Francisco, California, USA Office
San Francisco, CA, United States
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