Note: The job is a remote job and is open to candidates in USA. iBase-t is a category-defining Manufacturing Execution Systems (MES) and Maintenance Repair and Overhaul (MRO) software platform trusted by top Aerospace & Defense companies. They are seeking a VP of Sales Operations to architect the Sales Operations function, focusing on building systems, processes, and AI-powered tools to enhance sales team performance and support the company's growth ambitions.
Responsibilities
- Salesforce — own it completely. Data integrity, pipeline hygiene, forecasting architecture, dashboards, and adoption across the sales team. If the CRO can't trust the data, nothing else works
- Forecasting — build and own the weekly, monthly, and quarterly forecast process. The CRO should be able to walk into any board or investor conversation with a number they can defend
- Territory design and quota setting — working with the CRO to design AE territories, set quotas, and ensure the coverage model is built to win
- Compensation plan design and administration — build comp plans that are simple, motivating, and aligned to company objectives. Own the calculation, tracking, and communication of variable compensation
- AI-powered sales tooling — this is the highest-priority initiative in year one. Identify, implement, and operationalize AI tools that make the sales team faster, smarter, and more prepared. Account research, meeting intelligence, pipeline analytics, competitive intelligence — build an AI-powered sales stack that gives iBase-t an unfair advantage
- Sales process and methodology — codify how iBase-t sells. Stage definitions, exit criteria, discovery frameworks, deal review cadences. Build the playbook
- Reporting and analytics — weekly pipeline reports, win/loss analysis, AE productivity metrics, and board-level revenue reporting. You turn data into decisions
- Onboarding infrastructure — build the operational foundation for ramping new AEs efficiently as the team scales
- Partner with the CMO and Marketing Operations on pipeline attribution, lead flow, and the handoff between Marketing and Sales
Skills
- AI fluency — you are already building AI-powered workflows into your daily work. You have hands-on experience implementing AI sales tools and you know which ones actually move the needle. This is not a role for someone who is curious about AI — it is a role for someone who is already using it to redefine what Sales Ops can do
- 5+ years in Sales Operations, Revenue Operations, or a closely related function at an enterprise software company with $500K+ average selling prices
- Deep Salesforce expertise — you have owned a Salesforce instance, not just used one. CRM architecture, custom objects, workflow automation, forecasting, and reporting are all in your wheelhouse
- Demonstrated experience building and running a forecasting process that sales leadership and the board can rely on
- Experience designing sales compensation plans — structure, mechanics, modeling, and administration
- Strong analytical skills — you are comfortable in Excel, BI tools, and increasingly in AI-assisted analytics environments
- Track record of building operational infrastructure in a high-growth environment — you know how to prioritize and sequence in a resource-constrained setting
- Executive communication skills — you will present to the CRO, the board, and TA Associates; your output needs to be clean, clear, and defensible
- Experience in enterprise software with long, complex sales cycles — understanding the nuances of multi-stakeholder, multi-year deal management
- Familiarity with the Aerospace & Defense market — not required, but a meaningful advantage
- Experience at a PE-backed company — understanding of the reporting cadence, financial discipline, and growth expectations that come with institutional backing
- Hands-on experience implementing AI sales tools such as Gong, Clari, Chorus, or similar — and a point of view on what's next
- Background in both Sales Ops and Marketing Ops — the ability to own the full revenue operations picture is a significant plus as we scale
Company Overview
Headquartered in Lake Forest, California, iBase-t simplifies Aerospace & Defense manufacturing. It was founded in 1986, and is headquartered in Foothill Ranch, California, USA, with a workforce of 201-500 employees. Its website is https://www.ibaset.com/.