Director, Revenue Operations

Role Summary

SolarWinds is seeking a strategic, data-driven Director of Sales Operations to partner with sales leadership and cross-functional stakeholders to improve forecast accuracy, pipeline visibility, planning rigor, and operating execution across the business.

Key Responsibilities

• Lead the Sales Operations function for SolarWinds AMER and Public Sector regions, setting the vision, priorities, and operating model to support revenue growth, productivity, and execution excellence.
• Partner closely with senior sales leaders on forecasting, pipeline management, performance tracking, territory and quota planning, operating reviews, and executive decision support.
• Drive the execution of core sales operating cadences, including forecast reviews, pipeline reviews, KPI reporting, business reviews, and management updates.
• Drive accurate, timely, and actionable reporting and analytics that provide visibility into bookings, pipeline health, conversion trends, attainment, and leading indicators of performance.
• Identify process gaps and operational inefficiencies across the opportunity-to-close, renewals, and cross-functional handoff workflows; design and implement improvements.
• Partner with Sales, Finance, Marketing, Channel, Customer Success, HR, and Product teams to align business rules, processes, metrics, and planning assumptions.
• Partner in the ongoing optimization of Salesforce and related commercial systems, ensuring strong governance, data quality, adoption, documentation, and fit-for-purpose automation.
• Develop and mentor a high-performing Sales Operations team, while establishing clear priorities, service levels, and stakeholder engagement practices.

What Success Looks Like

• Improved forecast accuracy and stronger confidence in revenue visibility across leadership teams.
• Consistent pipeline hygiene, stage discipline, and clearer insight into coverage, conversion, and deal progression.
• Faster and more effective executive decision-making enabled by high-quality reporting, scenario analysis, and business recommendations.
• Streamlined sales processes, stronger cross-functional alignment, and measurable improvements in operational efficiency.
• Higher-quality Salesforce data, stronger system governance, and increased adoption of standardized workflows and reporting.

Required Qualifications

• 10+ years of experience in Sales Operations, Revenue Operations, Business Operations, Finance, or a related commercial operations function, with meaningful experience supporting global or regional sales organizations.
• 5+ years of leadership experience managing teams and influencing senior stakeholders in a fast-paced B2B technology environment.
• Deep expertise in forecasting, pipeline management, reporting and analytics, sales process design, and operational planning.
• Strong knowledge of Salesforce and adjacent sales technology like Tableau, with the ability to translate business requirements into scalable process and system solutions.
• Demonstrated ability to work cross-functionally and drive decisions across Sales, Finance, Marketing, Channel, Product, HR, and executive leadership.
• Excellent analytical, problem-solving, and program management skills, with a track record of turning data into business action.
• Strong executive communication and presentation skills, including experience building business reviews, dashboards, and decision-ready recommendations.
• Bachelor’s degree in Business, Finance, Economics, Analytics, or a related field; MBA or equivalent advanced degree is a plus.

Preferred Qualifications

• Experience in a recurring-revenue software or SaaS business model
• Experience in Sales tools Salesforce, Gong, Tableau etc.
• Experience supporting global go-to-market teams across multiple regions and segments.
• Familiarity with territory design, quota planning, compensation inputs, and commercial policy frameworks.
• Experience leading systems enhancement, process redesign, or business intelligence initiatives at scale.

Core Competencies

• Strategic thinking and business partnership
• Forecasting and pipeline management
• Salesforce management and data governance
• Reporting, analytics, and scenario modeling
• Sales process optimization and operational rigor
• Executive communication and stakeholder influence
• Cross-functional leadership and program management
• Team leadership, coaching, and talent development