Director of Sales Operations - Bulk Residential Division

Key Responsibilities & Estimated Weekly Time Allocation

• Serve as primary Salesforce administrator for the Bulk Residential division — maintaining user permissions, fields, workflows, reports, and dashboards.
• Build automated lead routing and opportunity workflows that assign, track, and notify reps of required follow-ups.
• Maintain data integrity, ensuring duplicates are removed, property names are standardized, and account hierarchies are clean.
• Create real-time dashboards for: SVP, Community Solutions (team pipeline, rep activity, proposal velocity), sales reps (personal pipelines, pending follow-ups, proposal deadlines), leadership (weekly and quarterly summary dashboards).
• Actively monitor team productivity — number of meetings, proposals generated, signed contracts, and total units in pipeline.
• Maintain rolling weekly and monthly KPIs by rep, region, and opportunity stage.
• Forecast pipeline conversion ratios (meeting ? proposal ? contract ? install).
• Identify gaps early — alert management when proposal volume or meeting cadence falls behind target.
• Develop and maintain a “rep scorecard system” that quantifies activity, accuracy, and close rate for performance coaching.
• Collaborate with the Fiber Sales Engineer to align pricing approval cycle times with sales output targets.
• Build and deliver reports for leadership on: Total active opportunities by stage and dollar value, proposal turnaround time, unit counts and revenue by territory, sales cycle time and trends.
• Manage weekly reports summarizing performance trends, identifying high-performing reps, and recommending adjustments.
• Create and maintain Power BI or Tableau dashboards (if integrated) to visualize market penetration, unit expansion, and network adjacency results.
• Maintain an archive of KPI and pipeline reports for historical trend tracking.
• Support the SVP, Community Solutions in territory planning and assignments, ensuring fair distribution of accounts and balanced opportunity load.
• Manage territory segmentation by geography, unit size, and network readiness.
• Track proposal aging and prioritize high-probability opportunities.
• Conduct quarterly reviews to recommend account reallocation based on performance and new builds.
• Maintain alignment between the Salesforce pipeline and the Fiber Sales Engineer’s Rapid Pricing data.
• Support work directly with the Bulk Marketing Manager to ensure campaign data is loaded, tracked, and converted to leads in Salesforce.
• Partner with the Fiber Sales Engineer to ensure costed projects are correctly mapped and approved in Salesforce.
• Prepare materials for internal leadership meetings — weekly scorecards, sales dashboards, and executive summaries.
• Lead training sessions for new sales hires on CRM usage, reporting tools, and process compliance.
• Analyze performance trends to anticipate resource or pipeline needs three months ahead of target.
• Proactively recommend new automation, workflows, or tools to improve sales velocity.
• Monitor competitive intelligence: track bulk sales activity by market, competitor presence, and pricing trends.
• Provide feedback loops to marketing and leadership to optimize event ROI and campaign targeting.

Skills & Qualifications

• 5+ years of sales operations or revenue enablement experience (telecom, broadband, or SaaS preferred)
• Deep expertise in Salesforce CRM (Admin-level) and reporting dashboards
• Strong Excel/Power BI data modeling and analytics capabilities
• Exceptional organizational, project management, and communication skills
• Understanding of end-to-end sales cycles, from lead generation to close
• Demonstrated ability to work cross-functionally between sales, marketing, and engineering teams
• Bachelor’s degree in Business, Marketing, or Data Analytics preferred
• Salesforce Admin certification strongly preferred
• Must be able to pass criminal, MVR, and drug testing