Director of Sales Operations

About the role

This role requires a minimum of two days a week onsite at our Boston, MA office.

Responsibilities

• Serve as the primary GTM liaison to TechOps for all Salesforce needs — translating business requirements into clear, actionable requests and ensuring GTM priorities are reflected in the roadmap
• Partner with TechOps on CPQ enhancements — quoting flows, product catalog, pricing rules, approval workflows — by translating GTM requirements clearly, not by configuring CPQ directly
• Own GTM-side data governance: define field standards, hygiene rules, and usage policies; hold the revenue team accountable to them
• Act as the connective tissue between GTM stakeholders (Sales, Marketing, Finance, CS) and TechOps — ensuring both sides speak the same language and projects don't stall in translation
• Own the Sales Ops function end-to-end: define the operating model, set the cadence, and hold the team accountable to results
• Drive strategic planning cycles: territory design, quota setting, segmentation, and annual capacity modeling in partnership with Sales leadership and Finance
• Identify and eliminate systemic friction in the revenue motion — from lead routing to close to renewal — through process redesign, automation, and cross-functional alignment
• Partner with Finance on revenue recognition, bookings reconciliation, and commission accuracy; ensure Sales Ops is a trusted partner in financial planning
• Own the Deal Desk function end-to-end: approval policy, discounting guardrails, non-standard terms review, and contract turnaround SLAs
• Directly manage a Deal Desk contractor — set priorities, review their work on complex or time-sensitive deals, and be the quality-control backstop
• Continuously tighten Deal Desk workflows in partnership with Sales, Finance, and Legal to reduce cycle time without sacrificing deal quality
• Set the AI strategy for Sales Ops: evaluate, prioritize, and lead adoption of tools that materially improve forecast accuracy, rep productivity, and operational efficiency
• Champion a data-first, automation-first operating culture — reduce manual work through LLMs, workflow automation, and intelligent tooling across the GTM stack
• Stay ahead of the RevOps and AI tooling landscape; bring opinionated, well-reasoned recommendations to leadership rather than waiting to be asked
• Partner with TechOps to ensure the GTM tech stack is architected to support AI-readiness: clean data, integrated systems, and scalable automation

Requirements

8–12+ years in Sales Operations, Revenue Operations, or a closely related GTM function, with at least 2–3 years in a leadership or director-level role

Working knowledge of Salesforce architecture — comfortable reading flows, validation rules, and data models well enough to write a clear spec and partner with TechOps; Salesforce Admin certification a plus, not required

Familiarity with CPQ concepts — quoting flows, pricing rules, approval workflows — enough to partner with TechOps on requirements; hands-on CPQ configuration experience a plus, not required

Proven track record as a GTM–TechOps liaison: you've successfully bridged business requirements and technical execution in a high-growth B2B environment

Strong strategic instincts backed by analytical rigor — you build frameworks, not just reports, and you know how to move from data to recommendation to action

Experience leading or growing a small team; you develop people and know how to build a function's culture and capability over time

Fluency with modern RevOps and AI tooling — Gong, Clari, LLMs, automation platforms — and a genuine curiosity about what's next

Exceptional cross-functional communicator: equally credible in a TechOps architecture review and a board-level pipeline discussion

Qualifications

Not specified

Skills

• Strong strategic instincts backed by analytical rigor
• Proven track record as a GTM–TechOps liaison
• Fluency with modern RevOps and AI tooling
• Exceptional cross-functional communicator

Benefits

IANS offers competitive compensation, uncapped variable earnings, medical, dental, and vision coverage, a 401(k) with company match, hybrid work, professional development opportunities, President's Club recognition, and performance-based equity awards.

Pay

$144,000 - $180,000 + bonus

Schedule

Hybrid work