Sales Operations Lead

About Arango

AtArango, we believe the first generation of enterprise AI missed something essential: context. LLM models are powerful, but they didn’t understand the context needed to deliver accurate answers.

Arango provides a trusted data foundation for the next wave of Enterprise AI with graph-based Contextual AI — transforming enterprise data into a System of Context that truly represents the business, so LLMs can deliver better outcomes with unlimited scale and cost efficiency.

The Arango AI Data Platform gives developers a single, integrated environment to build and scale AI-powered applications without the complexity of stitching together multiple databases and tools. At its core is a massively scalable multi-model database that unifies graph, vector, document, and key-value data with full-text, geospatial, and vector search — creating the System of Context, the bridge between enterprise data and LLMs.

We’re a global team based in California and Cologne, united by curiosity, collaboration, and a passion for helping developers, data engineers, and technology leaders innovate faster and smarter with AI. Trusted by NVIDIA, HPE, the London Stock Exchange, the U.S. Air Force, NIH, and Articul8, Arango powers enterprise AI with context, confidence, and scale..We are a proud member of the NVIDIA Inception Program and the AWS ISV Accelerate Program.

If you’re excited about shaping the future of Contextual AI, come build with us.

Location

This role is fully remote and will preferably be based on the East Coast.

About the Role

“Tactical executor. Strategic partner. Builder at heart.”

We’re looking for a Sales Operations Lead who operates at two critical altitudes — strategic partner to leadership and hands-on builder of the systems, processes, and insights that fuel execution.

This role is ideal for someone who can think holistically about how a GTM engine should run, while also being energized by owning the CRM, building dashboards, tightening processes, and enabling the sales floor. If you’re a talented Sales Operations leader ready to step into broader ownership — this is your opportunity.

You will help shape how we plan, forecast, scale, and execute — and play a visible role in driving revenue performance and operational clarity across the company.\

Key Responsibilities

Strategic Leadership

• Partner with Sales Leadership to influence GTM strategy, pipeline velocity, segmentation, and coverage.
• Lead forecasting and revenue planning cycles with precision and transparency.
• Analyze performance data to surface opportunities, risks, and strategic recommendations.

Tactical Execution & Ownership

• Own our CRM and GTM tech stack (Salesforce/HubSpot, Gong, enrichment, dashboards, automation, CPQ).
• Build dashboards, integrations, and workflows that improve speed, productivity, and data integrity.
• Ensure best practices are followed around pipeline hygiene, forecasting accuracy, and process compliance.

Process Design & Optimization

• Document, refine, and scale the lead-to-cash process across Marketing → SDR → Sales → CS.
• Establish SLAs, handoffs, and operational rhythms that reinforce accountability and predictability.
• Remove friction by identifying bottlenecks and implementing scalable solutions.

Enablement & GTM Execution

• Train reps and managers on tools, processes, and selling methodologies (e.g., MEDDPICC).
• Create playbooks and reference guides that drive consistency in execution and customer engagement.
• Support onboarding frameworks to shorten ramp and increase first-quarter productivity.

Cross-Functional Alignment

• Partner with Finance on deal mechanics, pricing, approvals, and revenue recognition considerations.
• Connect insights between Product, CS, and Sales to support expansion and retention plays.
• Improve visibility and communication across the GTM lifecycle.

What You’ll Bring

• 3–6+ years in Revenue Operations, Sales Operations, or similar GTM operations roles.
• Strong CRM experience (Salesforce or HubSpot required); ability to administer and optimize.
• Analytical thinker with proven experience building dashboards and KPI frameworks.
• Comfort working both strategically (planning, forecasting, modeling) and tactically (systems, processes, execution).
• Strong communication and change-management skills.
• A builder mentality — resourceful, proactive, detail-oriented, and energized by ownership.

Why Join Us

You have the chance to play a key role in building the next great enterprise data and AI company! You'll be selling our category-defining technology, already trusted by innovative global brands, while partnering closely with an elite team of Sales, Product, and Engineering leaders. If you thrive in a culture that prizes excellence, autonomy, and accountability, you'll fit right in. We back up that culture with a competitive compensation plan that includes uncapped variable earnings and meaningful career growth opportunities.

Our headquarters is in San Francisco (US) and we have an office in Cologne (Germany), but most of our diverse team works remotely worldwide. So, do you prefer your desk at home or do you want to join us at one of our locations? Your choice.

The global minds of Arango come from 5 different continents and more than 20 countries. Diverse backgrounds enable us to see new solutions. We invite people from every culture, national origin, religion, sexual orientation, gender identity or expression, and of every age to apply to our positions. All employment decisions are based on business needs, job requirements, and individual qualifications. Arango is committed to a workplace free of discrimination and harassment based on any of these characteristics. We love this diversity and encourage everyone curious and visionary to join the multi-model movement.