Director of Sales

Key Responsibilities

• You act as architect, traffic controller, and translator for the sales organization, making sure processes, data, and people all point in the same direction.
• You shape how opportunities move through the funnel, how performance is measured, and how tools actually get used in the field, not just in slide decks.
• From process design and analytics to forecasting, enablement, and cross functional alignment, your core responsibilities include:
• Process Optimization
• Design, implement, and refine sales processes that enhance efficiency and reduce friction in daily operations.
• Map how opportunities move from lead to close and simplify steps where it makes sense to do so.
• Identify manual, repetitive tasks and work to streamline or automate them, so sales teams have more time for customer-facing activities.
• Data Management and Analytics
• Oversee the structure, quality, and stewardship of sales data used for reporting and decision making.
• Develop and maintain dashboards and reports that provide clear visibility into pipeline health, performance trends, win rates, and revenue forecasts.
• Provide data driven insights and recommendations that help sales and executive leadership address challenges and capitalize on opportunities.
• Tools and Technology
• Take ownership of the core tools that support the sales organization, including the CRM and related sales enablement platforms.
• Ensure tools are configured in a way that aligns with sales processes and are practical for teams to use every day.
• Partner with IT and vendors to evaluate and implement new technologies when they add meaningful value.
• Forecasting and Planning
• Collaborate with sales leadership to build accurate, bottom-up forecasts at representative, team, and regional levels.
• Support annual and quarterly planning, including territory design, coverage models, and performance targets.
• Connect forecast and pipeline trends to practical guidance on focus areas, resource needs, and strategic priorities.
• Performance Monitoring
• Define and track key performance indicators for individuals, teams, and segments in partnership with sales leadership.
• Provide regular performance reporting and commentary that helps leaders understand what is working, what is at risk, and where to focus.
• Help ensure that goals, metrics, and reporting are aligned, so everyone is working from the same picture.
• Sales Enablement and Deal Support
• Equip the sales organization with the training, resources, and guidance needed to improve productivity and deal quality.
• Support structured approaches to pricing, contract terms, and approvals through a clear deal support process.
• Partner on new hire onboarding and ongoing training related to sales process, tools, and field execution.
• Cross Functional Collaboration
• Work closely with Operations, Marketing, Finance, HR, and other stakeholders to align go to market plans and shared initiatives.
• Ensure that sales strategies and processes are consistent with broader company objectives and financial targets.
• Represent the needs of the sales organization in cross-functional projects that affect how we serve and grow our customers.

What You Bring To The Table

• 10 to 15 years of experience in sales operations, revenue operations, data analysis, or a closely related field
• Proven experience supporting a B2B sales organization, ideally in a service-oriented, or route-based business
• Demonstrated success designing and improving sales processes that lead to measurable gains in efficiency, conversion, or retention
• Strong analytical skills, with experience building and interpreting dashboards and reports for senior leadership
• Proficiency with modern sales tools, including HubSpot for CRM and basic reporting, as well as common data or visualization tools
• Solid project management skills, including the ability to prioritize work, manage timelines, and drive cross functional initiatives to completion
• Excellent communication and interpersonal skills, with the ability to explain complex topics in straightforward language and build trust across departments
• Comfort working in a growing, fast-changing environment, with the ability to bring structure without overcomplicating how people work