Director, Sales Operation
Job Overview
We are seeking a strategic, results-driven Director of Sales Operations to lead and scale our revenue operations function. This role drives disciplined, profitable growth across the full revenue lifecycle—new business, expansion, and renewals—through data-driven decision-making, rigorous performance management, and strong cross-functional execution.
Key Responsibilities
Own the end-to-end renewals operating model, including process design, timelines, ownership, escalation paths, and systems
Develop and operationalize retention strategies to improve Gross and Net Revenue Retention (GRR/NRR), reduce churn, and drive expansion
Implement account health scoring and early-warning indicators to proactively identify and mitigate renewal risk
Partner with Sales and Customer Success on renewal playbooks, segmentation, pricing/uplift strategies, and incentive alignment
Establish disciplined renewal forecasting with clear pipeline visibility by segment, cohort, and stage
Lead annual and quarterly sales planning, including headcount modeling, territory design, and quota setting
Drive alignment across Sales, Finance, and Executive Leadership on planning and forecasting assumptions
Design and oversee KPI frameworks across the full funnel and renewal lifecycle (pipeline, conversion, attainment, productivity, renewal rate, churn, GRR, NRR)
Monitor leading and lagging indicators; surface trends, risks, and opportunities to senior leadership
Translate complex data into actionable insights that drive performance improvement
Consolidate data and analyze trends to support accurate new-business and renewals forecasting
Partner with revenue leaders to diagnose performance drivers and develop data-backed action plans
Deliver recurring reporting for executive and board-level reviews
Identify and implement process improvements to reduce friction and increase sales efficiency
Standardize best practices in sales methodology, pipeline management, and performance tracking
Act as a strategic advisor to sales leadership on operational readiness, incentives, and scale
Qualifications
10+ years of experience in Sales Operations, Revenue Operations, or Business Operations within a B2B environment
3+ years of people leadership experience
Proven ownership of a renewals and retention motion with measurable impact on GRR/NRR
Strong background in territory and quota planning, forecasting, and performance management
Excellent analytical, problem-solving, and project management skills
Executive-level communication and stakeholder management capabilities
Bachelor’s degree in Business, Finance, Economics, or work experience
Preferred:
Deep understanding of B2B and FinTech sales models
Experience supporting both direct and indirect sales motions
Strong business acumen with a data-first mindset
Comfortable operating in a high-growth, fast-paced, and ambiguous environment