Vice President, Sales Operations
The Company
TurbineOne is the frontline perception company. We deliver decision-advantage and more effective situational awareness to those serving at our nation’s frontlines. Our customers value how we automate the right portions of the military intelligence cycle while keeping them in the loop. We’re a small, fast-moving, and high-performance DefenseTech startup backed by premier national-security venture capitalists. Our software—the Frontline Perception System (FPS)—brings cutting-edge AI and machine learning directly to the tactical edge, empowering American warfighters and allied-partners operating throughout the world.
The Role
As the Vice President of Sales Operations, you will architect and lead the systems, processes, training, and analytics that fuel TurbineOne’s revenue engine engine. You will ensure our sales teammates—from BD to CSMs to International Leads—are equipped with the knowledge, tools, and repeatable workflows needed to win. This role is pivotal in scaling our revenue organization, driving predictability, and ensuring tight alignment between Product, Engineering, and Customer Success teams.
You will own revenue intelligence, GTM tooling, forecasting discipline, sales-team onboarding, continual skills development, and content readiness. You will be responsible for turning our strategic vision into measurable, operational excellence across the entire revenue lifecycle. This is a highly cross-functional, high-visibility leadership role reporting directly to the CEO with clear career-growth potential.
Primary Responsibilities
Sales Enablement
- Build and lead TurbineOne’s Sales Enablement function, including onboarding, continuous training, playbooks, and certification programs for all GTM roles.
- Collaborate with Engineering & Customer Success to update the product roadmap story monthly/quarterly so that sales leads know how to describe our vision in near-term and concrete terms.
- Develop and maintain a unified repository of repeatable sales motions, demo flows, objection handling, and customer-facing collateral.
- Ensure reps are trained to articulate the product value across Army, Air Force, Navy, SOCOM, IC, and international partners.
- Build quarterly enablement initiatives tied to new releases, priority campaigns, and market expansion goals.
Revenue Operations
- Own the full revenue operations stack: forecasting, pipeline hygiene, reporting, metrics, territory design, compensation modeling, and annual GTM planning.
- Implement forecasting processes and cadences to provide executives and the board with accurate and timely visibility into revenue health.
- Maintain and improve dashboards and analytics that measure sales performance.
- Evaluate and optimize TurbineOne’s CRM, sales workflow automation, and GTM tooling; lead system migrations or upgrades as needed.
- Partner with Finance on revenue modeling, compensation structures, and long-range planning.
- Drive operational consistency across U.S. and international sales, ensuring scalable processes and compliance with export-control and security rules.
Cross-Functional Leadership
- You will lead the sales enablement team to include military contracts specialists, content creators, and revenue capture operations (e.g. RFP response management and revenue forecasting.) It is also expected that you will double the size of this team within 1 year.
- Work closely with Product, Engineering, Marketing, and Customer Success to ensure GTM alignment on messaging, launch readiness, and customer outcomes.
- Serve as a key member of the GTM leadership team, influencing strategic decisions on markets, pricing, product direction, and resource allocation.
- Lead quarterly business reviews (QBRs), capturing insights that improve execution, forecasting accuracy, and customer engagement.
- Partner with CEO and Head of People on hiring profiles, sales competency frameworks, and performance management processes.
Qualifications
- 15+ years of experience in Sales Enablement, Revenue Operations, or GTM leadership roles; at least 3 years in a Director/VP capacity.
- Proven success scaling a high-performance GTM organization, ideally within enterprise software, defense technology, AI/ML, or dual-use technology.
- Strong ability to translate technical product capabilities into compelling sales motions.
- Exceptional communication skills—clarity, precision, and ability to teach complex concepts to diverse audiences.
- Strong analytical mindset; able to build models, interpret data, and drive decisions with evidence.
- Comfortable building process from scratch, owning end-to-end systems, and operating in a fast-moving startup environment.
- Experience coordinating with DoD customers, the IC, FMS programs, or international defense partners is a plus, but definitely not required.
What Success Looks Like in 6 Months
- Sales team consistently hits or exceeds pipeline generation, conversion, and revenue targets.
- Predictable quarterly forecasting with high executive and board confidence.
- Sales onboarding and certification programs reduce ramp time and increase seller effectiveness.
- Clear, consistent messaging is used across all customer engagements.
- TurbineOne operates with a repeatable, scalable sales engine ready for hypergrowth.
Compensation
- Compelling equity package with standard vesting
- High sales commissions paid to the deal team
- Base salary within market standards
- Remote work and strong independence. You control your calendar and work style.
