Sales Operations & Enablement Manager

Sales Operations & Enablement Manager

Istari is a digital engineering software company enabling our customers to turn the physical world into the digital to accomplish their specific mission or business objectives. Istari was founded with the vision of making open, scalable digital engineering ecosystems a reality – where new technologies and systems are created digitally, free from the real-world constraints of costs and schedules. We are creating the world's best engineering model sharing platform, allowing our customers to simply and securely integrate their models across different engineering disciplines, organizations, and security levels. At Istari, we are passionate about our mission of creating the world's first open and scalable industrial metaverse. Whether our customers are designing prototypes, performing virtual testing, or training AI and autonomy for complex systems, we know that going digital will save them time, resources, and reduce their environmental impact. While we are a distributed team with most team-members working remotely, we place an emphasis on staying connected and collaborative, prioritizing in-person opportunities to build trust as a team. At Istari, we still believe that trust is best built in-person. To do this, we have an engineering headquarters in Cambridge, MA for focused technical development and several times per year we gather for an off-site that allows us to develop our professional skills and our team relationships.

At Istari, we live by our values, which include:

Purposeful Autonomy

We value letting people self-organize and self-motivate. Our flat structure and lack of meeting clutter are meant to empower individuals and teams to be proactive. Our autonomy is measured, goal-oriented, and results-driven – not meandering. Clear objectives help us prioritize our time.

Smart Transparency

We believe in honest-but-kind communication, transparency, and open-door policies. We love learning about challenges and tackling them early, not hearing good or bad news late. We share work-in-progress across our team. Fast feedback keeps autonomy purposeful.

Continual Curiosity

At Istari, we love learning to do things ourselves. We ask, read, share, teach – even watch YouTube videos – to learn new skills to solve problems. When we make breakthroughs, we write them down.

Equal Opportunity

Istari is an Equal Opportunity/Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, pregnancy, sexual orientation, gender identity, national origin, age, protected veteran status, or disability status.

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.

Key Responsibilities

• 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.

Qualifications

• 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.

$14,000 - $160,000 a year

BENEFITS

We offer highly competitive benefits, including:

Health and Family

- Medical/Dental/Vision

- Employee Premiums are 100% Company Paid

- Life Insurance

- Flexible Work Hours

- Unlimited Paid Time Off (PTO) with federal government holidays

Financial

- Competitive Compensation

- 401k

- Company Stock Options

- Home Office Setup Budget

Learning

- Reimbursement for approved trainings and subscriptions

- Conferences (travel, lodging, and fees)

Note - some benefits are not available to interns or contractors.

Thank you for your interest in Istari. Expect to hear back from us soon with next steps.