Director of Sales Operations

About the role

The Director of Sales Operations plays a pivotal role in enhancing revenue effectiveness by establishing measurable processes to improve efficiency in channel execution and setting growth objectives. This role works closely with the sales, operations, product, marketing, and finance teams to develop strategies, implement performance metrics, design and deliver enablement and training programs, and ensure alignment on priority projects and improvement infinitives.

Responsibilities

• Collaborates with sales and channel leadership to achieve growth goals, aligning go-to-market strategies across acquisition, utilization, and retention.
• Builds strong relationships with stakeholders and facilitates meetings to review reports, track insights, prioritize demands, and approve enterprise data definitions.
• Leads Sales Operations, including strategy, process optimization, technology, territory planning process, commission plans, lead-to-deal processes, and sales enablement.
• Ownership of the revenue tech stack (SalesForce.com) and adoption as well as recommending, adopting and implementing new tools as needed.
• Works with the CRO and CTO to align technology strategy and ensure data integrity in commercial systems.
• Supports bookings and revenue growth by providing data insights to improve win rates, expand the client base, and enhance sales processes.
• Defines key metrics and dashboards, leading sales reporting and implementing data analysis best practices to boost productivity.
• Ensures data integrity in CRM and other tools, providing analytical insights for confident decision-making.
• Develops and deploys data insights and visualizations, connecting product, marketing, and sales through the customer journey.
• Provides analysis to support key decisions and aids sales leadership in understanding pipeline, forecasts, and KPIs.
• Leads projects on customer health, process refinement, systems implementation, and data infrastructure.
• Drives revenue strategy execution across customer segments, ensuring efficient and aligned sales, marketing, and customer experience processes.
• Integrates planning, forecasting, and budgeting with other processes.
• Designs and implements training programs for sales and go-to-market teams, focusing on client expansion and retention as well driving efficiency through best practices and use of enterprise systems.
• Oversees sales compensation plans and collaborates with leadership to design competitive incentive programs.
• Works with accounting, finance, and HR to establish sales compensation rules and procedures.

Qualifications

• Bachelor’s or Master’s degree in business administration, marketing, finance, or a related field, or equivalent work experience.
• Additional education in data analytics and technology disciplines is desirable.
• Over 10 years of experience in sales operations, marketing operations, strategy, or sales leadership within B2B environments.
• At least three years of progressive leadership experience, successfully leading cross-functional teams and enterprise-wide programs, and effectively influencing across the organization in complex contexts.
• Demonstrated ability to develop a scalable Sales Operations strategy for large companies, ideally with $300M+ in revenue.
• Experience in analyzing marketing, sales, and customer data.
• Strategy and management consulting experience is a plus.
• Familiarity with mergers and acquisitions is advantageous.