Director of Sales Strategy and Operations

Sales Enablement and Performance Support

Partner with Account Executives and Account Managers to improve sales performance, deal quality, and execution discipline.

Support Sales Leadership with pipeline quality, win rates, retention performance, and deal execution.

Help AM teams identify, prioritize, and execute high-value cross sell / upsell opportunities.

New Logo Performance Optimization

Improve pipeline quality, conversion rates, sales cycle efficiency, and forecast accuracy for new logo sales.

• Establish, maintain, and enforce pipeline standards, stage definitions, and qualification expectations.
• Identify gaps in lead-to-opportunity conversion, win rates, deal progression, and sales cycle length.
• Partner with Marketing and Sales Leadership to ensure alignment between demand generation, pipeline creation, and revenue outcomes.

Cross sell, Upsell and Account Growth Strategy

Help prioritize high-impact growth opportunities based on client fit, revenue potential, timing, and likelihood to close.

• Analyze territories, client assignments, and account coverage models, making recommendations for improvement.
• Drive consistency in account planning, opportunity creation, and follow-through.
• Track and improve opportunity-to-close conversion rates.

Deal Desk Participation and Commercial Governance

Participate in Deal Desk discussions for strategic, complex, or non-standard opportunities.

• Partner with Sales, Account Management, Finance, Legal, Service Delivery, and Solution Engineering to evaluate pricing, margin, contract structure, discounting, terms, and operational feasibility.
• Help ensure deals are commercially sound, executable, properly structured, and aligned with company standards.
• Provide guidance on pricing discipline, renewal strategy, cross-sell economics, exception approvals, and deal structure.
• Identify trends from Deal Desk activity and recommend improvements to pricing, packaging, compensation, process, or sales enablement.

Pricing Strategy & Optimization

Design, implement, and continuously optimize pricing models including recurring monthly services, bundled offerings, project-based services, and multi-year contract structures.

• Analyze market trends, competitive pricing, customer segmentation, margin performance, and win/loss data to drive data-informed pricing decisions and improve revenue growth.
• Develop pricing tools, calculators, and quoting frameworks that enable sales teams to create accurate, scalable, and profitable customer proposals.
• Implement data-driven pricing analytics and forecasting capabilities to improve revenue predictability and support long-term growth planning.

Forecasting, Pipeline, and Performance Management

Enforce a consistent forecasting methodology across Sales and Account Management teams.

• Improve forecast accuracy, pipeline visibility, and revenue predictability at all levels of the business.
• Develop dashboards and reporting for pipeline health, coverage, conversion rates, deal progression, retention, and individual/team performance.
• Proactively identify risks and partner with Sales Leadership to drive corrective actions.
• Provide leadership with data-driven insights, modeling, and performance recommendations.

Process and Operational Excellence

Standardize and optimize core sales and account management processes, including pipeline management, account planning, EBR execution, Deal Desk workflow, opportunity tracking, and forecast reviews.

• Ensure CRM and PSA systems support accurate, scalable, and repeatable revenue operations.
• Drive accountability for data integrity, process adherence, and consistent execution.
• Identify process gaps and recommend improvements that reduce friction, improve visibility, and increase revenue team effectiveness.

Physical Demands

Sedentary work environment - Exerts up to 10 pounds of force occasionally, a negligible amount of force frequently, and/or constantly having to lift, carry, push, pull or otherwise move objects, including the human body. Sedentary work involves sitting most of the time.

Benefits & Compensation

Meriplex employees receive a full benefits package including medical, dental, vision, disability, group term life insurance, 401K, plus PTO, holiday pay, as well as referral bonuses.

Disclaimer

The above information in this description has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job. Meriplex Communications and Meriplex Solutions are Equal Employment Opportunity Employers. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status.