Sales Operations Lead

About the role

Visium combines strategy, frontier AI, and deep regulated-industry expertise to build and deploy AI-native systems that reinvent how businesses operate - unlocking the value of AI at scale. We're not a strategy firm that ships slide decks and walks away. Not a tech consultancy that builds what won't get adopted. Not a product company chasing problems it doesn't understand. We're all three at once: strategy, deep technical and integration expertise, and product, working as one. That combination is our flywheel. Consulting keeps us close to the hardest real-world problems. Products let us solve them at scale. Every engagement sharpens our products; every deployment makes the next engagement faster, deeper, and more certain. We're obsessed with outcomes. While 95% of enterprise AI pilots never reach production, Visium is built to be the 5% delivering productised AI that compounds in value, not point solutions that deliver marginal gains. We are AI-native, not AI-adjacent. We don't bolt AI onto broken workflows; we redesign them with AI at the core. Role The Sales Operations Lead is the operational backbone of Visium's commercial engine. This role is a systems-and-rigour position with a mandate to build and run the infrastructure that lets our commercial team scale, with accurate forecasts, clean data, functioning comp plans, and margin-disciplined deal governance across a dual consulting-and-product revenue model. The Sales Ops Lead owns the forecast architecture, CRM, variable comp administration, deal desk, and commercial cascade operations. They bring the analytical depth to model a multi-channel pipeline, the process instinct to turn policy into working rules, and the presence to hold an ideal conversation with a Partner. Responsibilities: Forecasting & Revenue Architecture: build and own the weighted pipeline and revenue forecast across consulting engagements and Scribe/Devin product bookings. Reconcile bottoms-up commercial input with top-down board commitments, and produce the single revenue view the CEO and CFO present to investors. Commercial Cascade Operations: translate the Partner → Director → Manager → Engagement Lead structure into working operating rules: account assignment, handoff protocols, deal credit allocation, and channel discipline between consulting and product. Own the policy and arbitrate the exceptions. Variable Comp Administration: run the variable compensation programme end-to-end: quota setting, real-time attainment tracking, accelerator calculations, and edge-case resolution across mid-year hires, territory splits, and cross-sell credit. Partner with Finance and People on plan documentation. CRM & GTM Data Ownership: own Salesforce or HubSpot and the surrounding GTM stack. Be the single source of truth for accounts, contacts, pipeline, and activity. Produce the board-pack revenue view without requiring hand-holding from the commercial team. Enforce data quality standards across the org. Deal Desk & Pricing Governance: run pricing approvals and discounting governance across the five-location rate card and Scribe/Devin product tiers. Maintain margin discipline on framework deals and act as the operational check on commercial exceptions before they reach a Partner or the CFO. 6-10 years in Sales Operations, Revenue Operations, or GTM strategy: ideally in a B2B professional services, SaaS, or hybrid consulting/product business with both a services and a product revenue line. Deep, hands-on CRM ownership: not user-level familiarity. You have built custom objects, reporting layers, and automation rules in Salesforce or HubSpot yourself, and you can audit a broken pipeline in an afternoon. Forecast modelling fluency: you build multi-scenario pipeline models in Excel or Sheets, know coverage ratios, velocity, and ASP, and can translate a bottoms-up cascade into a board-ready narrative. Comp plan experience: you have operationalised variable comp programmes before: quota modelling, attainment tracking, accelerators, SPIFF mechanics, and the edge cases that arise in multi-product or split-credit environments. Process design credibility: you can translate commercial strategy into documented, scalable operating procedures and get a sales team to actually follow them, because the rules are clear and the data makes compliance obvious. Deal desk or pricing governance experience: you have run approval workflows, maintained a rate card, and enforced margin discipline without killing deal velocity. Exposure to professional services revenue models alongside SaaS or ARR metrics: milestone billing, retainers, T&M, and software tiers in the same forecast is your normal, not a complexity you find awkward. Who You Are You build with rigour: your forecasts, comp trackers, and CRM structures are things the whole organisation actually trusts, not workarounds people route around when it matters. You are analytically sharp and operationally hands-on: you do not wait for an analyst to run the numbers, and you