Director of Sales Operations

Role Overview:
The Director of Sales Operations is a strategic and execution-focused leader responsible for designing, optimizing, and scaling the sales operating engine of the organization. This role partners closely with Sales Leadership, Marketing, Finance and Product to ensure predictable revenue growth through strong processes, data integrity, forecasting discipline, CRM excellence and sales performance management. This role is ideal for a leader who thrives at the intersection of strategy, analytics, systems, and execution and who can translate business goals into scalable sales infrastructure.

Key Responsibilities:
Sales Strategy & Execution Enablement:

• Partner with Sales Leadership to operationalize revenue strategy across segments, regions, and products
• Translate annual and quarterly revenue targets into actionable sales plans, coverage models, and execution frameworks
• Support go-to-market execution for new offerings, verticals, and geographies.

Sales Process & Pipeline Management:

• Own end-to-end sales process design: lead intake → qualification → opportunity → close → expansion
• Standardize sales stages, exit criteria, deal hygiene, and pipeline governance
• Implement deal review cadence and pipeline inspection frameworks to improve conversion rates and velocity.

Forecasting, Planning & Performance Management:

• Lead sales forecasting with high accuracy and executive-level confidence.
• Build quota models, capacity planning, and territory design aligned with growth objectives .
• Define and track KPIs across the full funnel (pipeline coverage, win rate, ACV, cycle length, CAC efficiency)

CRM, Tools & Sales Systems

• Own CRM strategy, configuration, data integrity, and adoption (e.g., Salesforce, HubSpot, GoHighLevel, or similar)
• Evaluate, implement, and optimize sales tools (CPQ, outreach, analytics, enablement, automation)
• Ensure single source of truth for revenue data across Sales, Marketing, and Finance Sales Analytics & Insights
• Deliver executive-ready dashboards, reports, and insights for leadership and board reviews
• Analyze trends in pipeline, performance, churn, and expansion to guide strategic decisions • Identify bottlenecks and improvement opportunities using data-driven insights Sales Enablement & Productivity
• Partner with Sales Enablement to ensure reps have the right playbooks, tools, and workflows
• Support onboarding, ramp tracking, and productivity benchmarking
• Drive adoption of best practices across sales teams Cross-Functional Alignment
• Act as the operational bridge between Sales, Marketing, Finance, Customer Success, and Product
• Ensure alignment on lead definitions, handoffs, revenue recognition, and reporting
• Support pricing, packaging, and deal structuring in collaboration with Finance Leadership & Team Development
• Build, mentor, and scale a high-performing Sales Operations team
• Establish clear ownership, processes, and accountability within the function
• Foster a culture of rigor, transparency, and continuous improvement.

Required Qualifications:

• 10+ years of experience in Sales Operations, Revenue Operations, or Commercial Operations
• 4+ years in a senior leadership role managing sales ops or rev ops teams
• Proven experience scaling sales organizations in B2B, SaaS, healthcare.
• Strong expertise in CRM systems, forecasting methodologies, and sales analytics
• Demonstrated ability to influence senior stakeholders and drive cross-functional alignment Preferred Qualifications
• Experience supporting multi-segment sales motions (SMB, Mid-Market, Enterprise, Government)
• Exposure to complex, long-cycle, or regulated industries (e.g., healthcare, fintech, enterprise IT)
• Hands-on experience with sales automation, CPQ, and revenue intelligence tools
• MBA or advanced business/analytics education (preferred, not required)

Key Competencies:

• Strategic thinking with strong execution discipline
• Deep analytical and problem-solving skills
• Exceptional communication and stakeholder management
• Process-driven mindset with comfort in ambiguity
• Ability to scale systems without slowing the business

Job Type: Full-time

Work Location: In person