Head of Sales Operations, Narvar
$150-200k
+ Annual Bonus + Equity
Post-purchase software for online retail
Be an early applicant
Post-purchase software for online retail
201-500 employees
Be an early applicant
$150-200k
+ Annual Bonus + Equity
201-500 employees
Company mission
To help retailers treat customers the way they’ve always wanted to—but didn’t know how.
Role
Who you are
- A Data-Driven Mindset: You believe in "Data as a Product" and use standardized GTM metrics (volume, conversion and time) to derive insights to inform every decision, constantly seeking to instrument and measure impact
- Collaborative Leader: You excel at working with cross-functional teams, including Sales, Marketing, Customer Success, and Product, to achieve shared goals
- Field First Focus: You prioritize the experience of the GTM team, actively seeking and incorporating their feedback into processes and systems
- Proactive & Accountable: You take ownership of your work, maintain transparency, and are driven by measurable success metrics
- Strong Communicator: You can clearly articulate complex ideas, reports, and recommendations to both technical and executive audiences
- A Bachelor's degree in a relevant field
- 7+ years of experience in Sales Operations or Revenue Operations
- Proven track record of improving sales performance through data-driven insights,process optimization, and cross-functional alignment
- Expertise in sales forecasting, pipeline management, and performance reporting
- Strong project management skills, with experience managing large-scale cross-functional initiatives
- Experience with CRM systems (e.g., Salesforce) and other GTM Tools (e.g. Gong, Clay, Common Room)
- Excellent communication, interpersonal, and leadership skills with the ability to influence at all levels of the organization
What the job involves
- Narvar is scaling, and we're seeking a Head of Sales Operations to join our innovative Revenue Operations team
- This position is central to our mission of architecting and operating Go-To-Market (GTM) models and systems that deliver predictable, scalable, and repeatable revenue growth
- You will directly support our GTM leadership team through data and insights and help create clarity in the business
- This is an exciting opportunity to drive significant impact across the entire bowtie revenue lifecycle,primarily focused on acquisition and expansion, working closely with leadership and cross-functional teams
- Cross-Functional Partnership & Alignment: Serve as the owner for sales-related projects, working closely with Customer Success, Marketing, and Product teams to ensure alignment and execution across the entire customer lifecycle. Partner with the broader Operations and Systems teams to design end-to-end GTM processes that remove friction and accelerate revenue
- Executive Partnership & Strategic Support: Provide direct strategic and operational support to the Senior Vice President of Sales on key initiatives, special projects, and critical business decisions. Prepare and present analytics and strategic recommendations to the SVP of Sales and other GTM leaders, translating data into actionable insights. Partner with sales leadership to drive the forecasting process, pipeline reviews, large deal reviews and other key sales operating cadences ensuring accuracy and predictability
- Data & Insights: Own definition, instrumentation, and governance of GTM metrics aligned to the Bowtie framework (VM, CR, Δt) to measure performance across acquisition and expansion. Lead the analysis of sales performance metrics and GTM metrics to inform strategic decisions. Manage and maintain sales weekly performance metrics, quarterly business reviews, and Board updates. Collaborate with marketing and sales teams to analyze pipeline health, identify bottlenecks, and develop strategies to improve pipeline coverage
- Process & Methodology Optimization: Refine GTM processes (e.g., sales process, customer lifecycle journey, renewal/expansion plays), identifying opportunities to embed best practices, tools, and skills needed to increase velocity, conversion rates, and customer value realization. Oversee the development and maintenance of dynamic playbooks (sales, CS, technical) that are practical, easily accessible, and integrated with daily workflows. Partner with enablement to ensure adoption of new processes, tools, and plays, using adoption telemetry and feedback loops to iterate
- Annual Planning: Partner in the GTM annual planning process, setting pipeline generation targets and embedding success metrics into the operating rhythm. Support the GTM annual planning process by running sales capacity analyses, designing territories, and setting quotas & pipeline generation targets
Our take
The process that retailers go through to deliver products to customers is becoming increasingly complicated due to convoluted shipping networks and a global customer base. This means customer experience suffers as retailers must offer an overwhelming range of delivery options. Narvar aims to improve this situation with an integrated delivery and returns platform for retailers, providing analytics on client data to the retailer and optimises shipping channels for customers.
Narvar is a market leader in this sector, active in almost every country and territory worldwide and having made more than 2 billion shipments since its founding in 2012. Its post-purchase customer experience platform is used by over 1200 companies including household name retailers such as Sephora, GAP and Levis, among many others.
Narvar has secured many strategic partnerships such as linking up with Rise.ai, a leading gift card and store credit platform. This allows stores to simplify returns by enabling merchants to issue Rise's store credit as part of the returns process. While Narvar is currently focused on retailers providing shipping solutions for their customers, the company plans to expand to offer a B2B product in the near future.
Steph
Company Specialist at Welcome to the Jungle
Insights
-17% employee growth in 12 months
Company
Funding (last 2 of 4 rounds)
Aug 2018
$30m
SERIES C
Jun 2016
$22m
SERIES B
Total funding: $64m
Company benefits
- Mentorship programme
- Parental leave
- Flexible time off
- Work from home opportunities
- Health insurance
Company HQ
Downtown, San Mateo, CA
Leadership
Amit Sharma
(CEO)Amit is a hands-on executive with expertise in multi-channel retail and supply chain operations. They have over 18 years of industry experience and their thought leadership in shipping and delivery is still reverberating through the halls of Apple and Walmar.
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