Jobs at Sona (getsona.com)

Own the full enterprise sales cycle for Sona’s AI-native workforce management platform across US hospitality and retail sectors. Responsibilities include strategic prospecting, closing, forecasting, pipeline management, executive relationship building, event representation, and cross-functional collaboration with Marketing, Customer, and Product teams. The role requires selling complex technology to mid-market or enterprise accounts, exceeding quotas, and helping shape the company’s growing US sales organization.

The Head of Revenue Operations will build and lead Sona’s revenue operations function, including revenue strategy, territory and coverage models, compensation plans, forecasting, pipeline reviews, pricing, revenue data, reporting, dashboards, and the revenue technology stack. This role will use AI and automation to improve go-to-market operations, establish scalable processes, and hire and develop the RevOps team while partnering with sales, product, and executive leadership.

Leads the US sales team by hiring, coaching, and developing Account Executives; managing pipeline, forecasts, CRM quality, and sales processes; supporting complex enterprise deals; identifying market opportunities; and sharing customer insights with Product and Marketing. The role reports to the VP of Sales and is based in San Francisco with a hybrid schedule.

Lead and coach an upmarket BDR team across Europe and North America. Own team operations, targets, KPIs, pipeline reviews, outbound playbooks, hiring, onboarding, performance management, and career progression. Prospect alongside reps, improve call quality, embed AI into workflows, and partner with Sales, Marketing, and Product to generate strategic pipeline. The role requires building the BDR operating model and culture in a scaling B2B SaaS environment.

Own 20–25 enterprise SaaS accounts across social care, hospitality, and retail. Manage senior customer relationships, QBRs, renewals, value realization, escalations, integrations, configuration projects, and expansion opportunities. Rebuild trust with challenging accounts, translate product usage into business outcomes, and help establish Customer Success processes in a scaling organization.

Own end-to-end hiring for US roles, primarily go-to-market positions, across New York, San Francisco, and Austin. Build the US talent function, including employer branding, recruiting processes, and people operations. Develop outbound sourcing pipelines, manage hiring funnels, advise leaders using data, and apply AI tools to improve hiring speed and quality in a fast-growing enterprise AI/SaaS company.

Launch Sona’s Italian market by winning initial Retail and Hospitality customers across mid-market and enterprise segments. Own the full sales cycle in Italian, build pipeline, lead consultative negotiations, develop partnerships and localized sales collateral, and provide market feedback to commercial and product teams. The role is London-based, requires independent execution and founder mentality, and includes travel to Italy.

Own the technical pre-sales process for Sona’s US expansion, leading discovery, product demonstrations, proof-of-concept engagements, and RFP responses. Partner with Account Executives across Hospitality and Retail, develop market-specific sales assets and playbooks, provide workforce-management expertise, and relay customer insights to Product, Engineering, and Implementation. This founding role also helps establish Sona’s US solutions consulting function and go-to-market processes.

Own Sona’s global marketing strategy, positioning, budget, brand, and pipeline generation. Build the US marketing function from scratch while leading the existing UK team. Develop vertical-specific messaging, product marketing, category strategy, and full-funnel programs across ABM, field marketing, events, content, and partnerships. Partner closely with sales leadership to scale US traction and drive enterprise growth.

Own end-to-end onboarding of customers to Sona's payroll platform including discovery, system configuration, parallel runs, training, go-live, and post-launch support. Configure and troubleshoot UK payroll setups (GL, pensions, RTI), collaborate with project and product teams, use AI tools for reconciliation and communications, and identify process improvements.

Owns customer implementation of labour forecasting and scheduling models for hospitality and retail businesses. Derives labour rules from trading data, learns site operations, builds trust with managers, presents ROI to executives, supports operational change, and serves as a labour optimisation expert in sales conversations. The role requires operational experience, analytical judgment, strong executive communication, comfort with ambiguity, and rapid adoption of AI-enabled tools.

Own end-to-end UK payroll processing for a portfolio of standard and mid-complexity clients. Responsibilities include statutory payments, pension auto-enrolment, HMRC filings, year-end processing, payment reconciliation, payroll journals, support-ticket resolution, client communication, and identifying process improvements. The role also supports payroll team members, escalates complex issues, and flags product bugs to Engineering.

Own the full sales lifecycle for mid-to-enterprise frontline customers (Social Care, Retail, Hospitality): prospect, manage pipeline, close deals, forecast revenue, build stakeholder relationships, represent Sona at events, and collaborate cross-functionally to influence product and onboarding.

Lead enterprise software implementations from planning through delivery, managing scope, budgets, timelines, risks, dependencies, documentation, and stakeholder communications. Coordinate Solutions Architects, Solutions Specialists, vendors, internal teams, and customers while acting as the primary customer advocate. Manage multiple complex projects, support early customer value realization, and continuously improve implementation processes and tools.

Generate outbound leads in Social Care and Hospitality, run discovery calls, qualify prospects (Directors/C-suite), set meetings for AEs, collaborate with marketing, iterate on messaging, attend events, and support pipeline growth under mentorship.

Lead and scale an AE team to drive repeatable enterprise revenue. Build outbound pipeline engines, coach reps, manage complex multi-stakeholder deals, set operational cadence, hire top reps, and partner with marketing, product, and customer teams. Use AI tools to improve prospecting and rep productivity.

Own end-to-end payroll processing for a portfolio of enterprise clients, act as primary client contact, ensure compliance with UK payroll legislation, monitor KPIs/SLAs, identify and implement process improvements (including AI), and collaborate across Implementation, Product, Customer Success and Support.