Role Description Soracom is a global IoT connectivity platform trusted by thousands of enterprises worldwide. As our Sales Operations Manager, you'll be the operational backbone for our US and Europe/UK sales organizations — building the systems, data infrastructure, and processes that enable two high-performing regional teams to scale in a fast-moving IoT market. Central to this role is a kaizen mindset: driving continuous, incremental improvement across every stage of the sales process and embedding a culture of measurement and iteration. You'll sit within Operations, report to the Head of Operations, and work closely with Sales leadership in both regions to turn strategy into execution. Key Responsibilities - Maintain and Kaizen Salesforce across US and EUK regions. - Administer and optimize Soracom's Salesforce instance for US and EUK sales teams, managing data quality, custom objects, lead/opportunity workflows, multi-currency pipelines, regional territories, and user provisioning. - Ensure data structures support region-specific reporting and compliance requirements. - Build regional dashboards and consolidated forecast reporting. - Maintain pipeline, forecast, and KPI dashboards in BI tools (Looker/Superset) that give regional Sales leaders and the Head of Operations a clear, unified view, segmented by US and EUK, with multi-currency normalization and region-specific conversion benchmarks. - Lead kaizen of the sales process across US & EUK. - Apply a kaizen (continuous improvement) approach to every stage of the sales funnel in both regions. - Identify friction points unique to each market, run structured improvement cycles, measure impact, and embed learnings back into process documentation and tooling. - Balance global consistency with regional nuance, adapting strategies as needed. - Standardize and adapt workflows across regions. - Map and maintain end-to-end sales process documentation for both US and EUK teams — lead routing, qualification criteria, deal desk, and CS handoff — with region-specific variants where needed. - Drive async coordination via Slack across time zones. - Use Slack as the operational hub to design workflows and communication rhythms that keep US and EUK teams aligned without requiring constant real-time overlap. Qualifications - Must be fluent in English and possess excellent writing skills. - Legally eligible to work in the United States. - Experience supporting or managing sales operations across multiple regions — ideally US and EMEA/UK simultaneously. - Proven track record applying kaizen or continuous improvement methodologies to sales or business processes. - Hands-on Salesforce administration experience including multi-currency and multi-territory configuration. - Proficient with BI tools (Looker, Superset) for building exec-ready, multi-region dashboards. - Comfortable with async-first collaboration in Slack across US and European time zones. - Strong analytical mindset — able to translate multi-region pipeline and performance data into actionable insights for leadership. - Be autonomous and driven, with a positive and enthusiastic attitude. - Able to work from home and has a dedicated and quiet focus area or workspace. - Ability to thrive in a growing, fast-paced work environment. - You’re comfortable exploring and using emerging AI tools to enhance efficiency, effectiveness, and creativity in your work. Desirable Experience and Skills - Bachelor’s Degree or relevant experience preferred. - Knows the basic IT around servers, networking, and AWS services. - Has previous working experience or exposure to Slack. - WFH experience. - Salesforce Admin Certification is a bonus. - Spanish language skills are a bonus. Who you are - You are curious, persistent, and coachable. - Excellent organisational and time-management skills. - Attention to detail is a must. - Your communication is professional, consistent, and empathetic. Location - Fully remote work within the United States. - Work from wherever you want in the US - as long as you have a great internet connection. - Flexible working hours. - Brand new, up-to-date equipment to work with. - An environment where you’ll learn more in 6 months than you would typically in several years.

• Lead the development, implementation, and continuous improvement of standardized commercial contracting processes, pricing models, and deal-review governance tailored for BESS projects. • Champion the adoption and optimization of advanced Contract Lifecycle Management (CLM) tools, CRM systems, and commercial tracking databases to ensure seamless transaction execution. • Take personal accountability for leading high-stakes, customer-facing negotiations and closing Ford Energy’s largest, most complex, or high-risk BESS product supply and service contracts. • Conduct rigorous commercial and operational risk analyses on proposed deals, designing creative structuring solutions to resolve complex terms while protecting company profitability. • Function as the central coordinator across Sales, Legal, Finance, Engineering, Procurement, and Manufacturing by facilitating communication, tracking dependencies, and breaking through bottlenecks, and ensuring negotiated commitments are aligned, understood, and executable. • Navigate and resolve complex post-signature contract modifications, disputes, and commercial changes both internally and with external partners and our customers.

Role Description The Sales Operations Manager - Commercial Contract is a high-impact functional role responsible for defining, executing, and safeguarding the commercial contract pipeline and sales operations frameworks within the Ford Energy Sales Organization. In this role, you will serve as the lead authority on structuring, negotiating, and executing complex commercial transactions for utility-scale Battery Energy Storage Systems (BESS) and integrated energy infrastructure projects. As a commercial expert, you will directly oversee the execution of Ford Energy’s most strategic customer-facing negotiations while establishing the standardized sales operations playbooks, risk mitigation frameworks, and deal-approval governance for the organization. Key Responsibilities - Functional Leadership & Commercial Frameworks - Standardized Sales Operations: Lead the development, implementation, and continuous improvement of standardized commercial contracting processes, pricing models, and deal-review governance tailored for BESS projects. - Tools & Systems Architecture: Champion the adoption and optimization of advanced Contract Lifecycle Management (CLM) tools, CRM systems, and commercial tracking databases to ensure seamless transaction execution. - High-Stakes Deal Execution & Negotiation - Direct Customer Negotiations: Take personal accountability for leading high-stakes, customer-facing negotiations and closing Ford Energy’s largest, most complex, or high-risk BESS product supply and service contracts. - Risk Mitigation & Analysis: Conduct rigorous commercial and operational risk analyses on proposed deals, designing creative structuring solutions to resolve complex terms while protecting company profitability. - Cross-Functional Alignment: Function as the central coordinator across Sales, Legal, Finance, Engineering, Procurement, and Manufacturing by facilitating communication, tracking dependencies, and breaking through bottlenecks, and ensuring negotiated commitments are aligned, understood, and executable. - Stakeholder & Customer Management - Contractual Resolution: Navigate and resolve complex post-signature contract modifications, disputes, and commercial changes both internally and with external partners and our customers. Qualifications - Education: Bachelor’s degree in Business Administration, Finance, Engineering, Economics, or a related field. - Experience: 10+ years of experience in sales operations, commercial contract management, deal structuring, or a related customer-facing commercial role (or 8+ years with a Master's degree). - Negotiation Expertise: Strong background in leading direct, customer-facing negotiations for high-value capital equipment, utility-scale projects, or complex industrial supply agreements. - Collaborative Capability: Demonstrated ability to lead fast-paced, startup-style initiatives with influence, and drive consensus within a large, highly matrixed organization—balancing speed, ambiguity, and structure to deliver results. - Execution Excellence: Highly organized and meticulous, with the ability to manage multiple priorities and shift timelines in a dynamic, rapidly evolving environment. Requirements - Deep domain knowledge of BESS, utility-scale power systems, renewable energy markets, or grid-scale infrastructure. - Experience implementing or managing enterprise-level Contract Lifecycle Management (CLM) systems. Benefits - Immediate medical, dental, vision and prescription drug coverage. - Flexible family care days, paid parental leave, new parent ramp-up programs, subsidized back-up child care and more. - Family building benefits including adoption and surrogacy expense reimbursement, fertility treatments, and more. - Vehicle discount program for employees and family members and management leases. - Tuition assistance. - Established and active employee resource groups. - Paid time off for individual and team community service. - A generous schedule of paid holidays, including the week between Christmas and New Year’s Day. - Paid time off and the option to purchase additional vacation time.

Role Description The Director of Sales Enablement is responsible for building and leading Pomeroy’s sales enablement function to improve seller productivity, pipeline generation, sales execution, and overall go-to-market effectiveness. This leader will partner closely with Sales Leadership, Marketing, Solutions, and Services to create a scalable enablement engine that supports Pomeroy’s evolving portfolio across Product, Professional Services, Managed Services, ACS, and Smart Desk. This is a build role—creating structure, consistency, and accountability across onboarding, training, sales process adoption, messaging, tools, and ongoing seller development. Key Responsibilities - Sales Enablement Strategy - Build and lead the company’s sales enablement strategy across: - Onboarding - Continuous learning - Sales methodology - Product and services enablement - GTM readiness - Establish a scalable enablement framework aligned to Pomeroy’s growth strategy and portfolio expansion goals - Improve seller effectiveness across prospecting, pipeline generation, account management, and deal progression - Onboarding & Training - Design and operationalize a structured onboarding program for: - New sellers - Sales leaders - Overlay and specialist roles - Reduce ramp time and improve early productivity for new hires - Develop role-based training paths tied to sales motions and customer segments - Portfolio & Solution Enablement - Partner with Product, Services, and Solutions teams to enable the field on: - Managed Services - ACS - Smart Desk - Professional Services - Core technology solutions - Help shift the organization from transactional selling toward strategic, services-led engagements - Build enablement content focused on business outcomes, customer value, and competitive differentiation - Sales Process & Methodology - Drive adoption of consistent sales methodology, qualification standards, and pipeline discipline - Support forecast rigor and opportunity management best practices - Reinforce strategic account planning and customer engagement models across the sales organization - Content & Tools - Build and maintain centralized enablement assets including: - Playbooks - Battlecards - Discovery frameworks - Talk tracks - Proposal support content - Improve utilization and effectiveness of sales tools and platforms - Ensure sellers can easily access and leverage enablement resources - Cross-Functional Leadership - Partner closely with: - Sales Leadership - Marketing - Services - Solutions - Operations - Align enablement priorities to business goals, pipeline gaps, and portfolio focus areas - Support GTM launches, strategic initiatives, and sales kickoff programs What Success Looks Like - Faster ramp time for new sellers and leaders - Improved pipeline generation and qualification discipline - Increased adoption of strategic services offerings across the sales organization - Consistent sales methodology and account management practices - Better forecast accuracy and deal progression - Higher seller productivity and win rates Qualifications - Bachelor's degree required - 5-10+ years of proven experience in Sales Enablement, Sales Training, or GTM Enablement leadership roles - Background supporting IT services and solutions sales organizations preferred - Experience enabling: - Enterprise sales teams - Account management teams - Services-led sales motions - Strong understanding of sales methodologies, pipeline management, and strategic selling Leadership Characteristics - Builder mindset with ability to create structure in evolving environments - Strong communicator and facilitator capable of influencing senior sales leaders - Operationally disciplined with focus on measurable business outcomes - Collaborative partner across Sales, Marketing, Services, and Product organizations Non-Negotiables - Ability to build enablement programs from the ground up - Strong executive presence and credibility with sales leadership - Experience driving adoption and behavioral change within sales organizations - Passion for improving seller effectiveness and execution discipline