Sales Operations & Enablement Manager, Istari
$140-160k
Salary applicable to the US and may vary in further locations. + Stock Options
Digital twin technology
Be an early applicant
Digital twin technology
21-100 employees
Be an early applicant
$140-160k
Salary applicable to the US and may vary in further locations. + Stock Options
21-100 employees
Company mission
To make digital engineering ecosystems a reality where all technologies are created digitally, free from real-world costs, schedules, and environmental impacts.
Role
Who you are
- Education: Bachelor’s degree in Business, Marketing, Engineering, or related field
- Experience:3-5 years of experience in sales operations, enablement, or GTM project management. CRM administration experience (preferably HubSpot) or aptitude to learn. Strong Excel / Google Sheets skills for sales analysis and dashboards. Detail-oriented, process-driven mindset with strong project management chops. Comfortable working cross-functionally in a high-growth startup environment
- Technical Expertise or Willingness to Learn: Ability to quickly grasp SaaS infrastructure concepts or a demonstrated interest in acquiring that knowledge
- Government Procurement Knowledge: Familiarity with public sector procurement processes, including RFPs, bids, and contract negotiations
- Cross-functional Skills: Proven ability to work across multiple internal stakeholders
- Technology Proficiency: Hands-on experience with CRM tools (e.g., Salesforce) and familiarity with SaaS infrastructure or willingness to learn
- Exceptional Communication & Negotiation Skills: Ability to engage and influence senior-level decision-makers
- Travel Requirements: Willingness to travel (25%) to support sales engagements, attend conferences, and engage with internal teams
What the job involves
- At Istari Digital, we are a fast-growing software technology company delivering SaaS infrastructure solutions designed to power mission-critical digital engineering solutions for aerospace, defense, logistics, and security operations
- Our focus is on B2E (Business-to-Enterprise) engagements, collaborating with large enterprises and public sector organizations to modernize and scale their operational capabilities with innovative, cloud-based technologies
- We are seeking a Sales Operations & Enablement Manager with a proven ability to operate in a dynamic, fast-growing startup environment
- The Sales Operations & Enablement Manager will be the engine behind the sales team’s productivity and effectiveness
- This person will own our sales tech stack (including HubSpot and LinkedIn Sales Navigator), lead reporting and metric tracking, curate and manage sales collateral, and act as a critical liaison between sales, marketing, and GTM leadership
- You’ll drive operational excellence, deliver compelling sales content in collaboration with design, and help the team navigate complexity through clarity, process, and enablement
- Sales is your internal customer—you thrive on fielding ad hoc requests, solving operational puzzles, and ensuring the team has what they need to win
- The ideal candidate is entrepreneurial, adaptable, and comfortable operating in ambiguous environments
- Additionally, the candidate will excel in cross-functional collaboration with internal teams and have a bias for action
- Sales Operations & Tooling: Own and administer our CRM (HubSpot), including pipeline hygiene, automation, and integrations
- Evaluate, implement, and maintain sales tooling (including AI sales automation tools)
- Lead development and integrations across the sales and GTM tech stack
- Be our in-house expert on LinkedIn Sales Navigator—curate lists, track activity, and publish updates
- Sales Enablement & Content: Centralize, curate, and maintain a single source of truth for sales collateral
- Collaborate with designers to produce on-brand sales assets and customer-facing materials
- Deliver basic social media support in coordination with the Sales & Marketing Associate
- Conduct customer persona development and continuously refine ideal customer profiles (ICPs) in collaboration with sales and marketing
- Segment accounts by industry, buyer behavior, and sales potential to support targeting strategies and outbound campaigns
- Support the design and execution of account-based marketing (ABM) and territory strategies with actionable data and insights
- Analyze go-to-market performance across segments to identify patterns, blockers, and areas for optimization
- Deliver persona-specific messaging guidance and sales playbooks that align with segment needs and deal stages
- Reporting & Performance Management: Build and maintain dashboards to track pipeline health, win/loss rates, activity ratios, and sales performance KPIs
- Support forecasting and goal setting with clear, accurate reporting
- Partner with GTM leadership on territory planning and metrics development
Our take
In the realm of digital engineering, industries like aerospace, defense, and manufacturing face significant challenges. Traditional methods lof designing, testing, and certifiying complex systems are often time-consuming, costly, and environmentally tacxing. These processes typically require physical prototypes and extensive real-world testing, leading to delays and increased resource consumption.
Istari is transforming this landscape by developing aplatform that enables the creation, testing, and certification of technologies entirely in the digital real. Its advanced digital twin technology allows for virtual simulations and modeling, reducing the need for physical prototypes. This approach not only accelerates development timelines but also minimized costs and environmental impact.
Its making major progress too, including the $19M contract with the US Air Force to help develop the world's first digitally certified aircraft. While the use of digital twins in military applications (especially with potential links to autonomous systems) can raise valid ethical concerns, Istari's focus is on safety, precision, and reducing the need for real-world testing that can be risky or wasteful. By improving how complex systems are designed and certifies, its aiming to make engineering across industries more efficient and sustainable.
Steph
Company Specialist at Welcome to the Jungle
Company
Funding (1 round)
Feb 2023
$13m
SEED
Total funding: $13m
Company benefits
- Medical insurance
- Dental and Vision coverage
- 401(k)
- Flexible paid time off
- All positions are eligible for remote work
- 11 paid holidays
- Generous technology stipend for optimizing your home office
Company HQ
East Cambridge, Cambridge, MA
Leadership
Will Roper
(CEO)Member of the Defense Innovation Board. Distinguished Professor of the Practice at the Georgia Institute of Technology. Advisor and Board Member at a number of companies.
Christopher Benson
(CTO)Senior Systems Engineer with the US Air Force. Previously founded ELLO, AFWERX, StartLabs, and Ring Theory.
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