Director, Sales Operations

About the role

The Director of Sales Operations will lead the development and maintenance of data-driven quota models, territory analysis, and commission plans. The role also involves leveraging AI tools for improved forecast accuracy and sales velocity.

Responsibilities

• Design, build, and maintain data-driven quota models aligned with annual revenue targets and strategic plans.
• Conduct in-depth territory analysis to optimize rep alignment and identify growth opportunities.
• Deliver quarterly reviews of quota and territory performance with actionable recommendations.
• Administer sales commission and incentive compensation plans, ensuring accuracy and alignment with business goals.
• Collaborate with Sales, Finance, and HR to model plan changes, assess costs, and evaluate motivational impacts.
• Work with Sales leadership to build and maintain dashboards, reports, and alerts for real-time visibility into pipeline health and sales velocity.
• Leverage AI-powered tools to automate analytical workflows, generate insights, and accelerate time-to-insight for sales leadership.
• Prepare and present accurate, timely analysis on sales performance, pipeline trends, and KPIs for executive audiences.
• Drive continuous improvement in reporting, process efficiency, and data governance, reducing manual work and increasing analytical leverage.

Requirements

• 8-10 years of experience in Sales Operations, Revenue Operations, or a closely related analytical role within a B2B or SaaS environment.
• Proven expertise in quota modeling, territory design, and incentive compensation planning.
• Deep, hands-on proficiency with Salesforce including reports, dashboards, and data management.
• Extensive experience with forecasting and conversation intelligence platforms such as Gong, Clari, or equivalent tools.
• Strong working knowledge of AI tooling and a demonstrated track record of applying AI-powered solutions to operational or analytical challenges.
• Advanced skills in Excel and/or Google Sheets; experience with BI tools preferred.
• Meticulous attention to detail and a high regard for data accuracy.
• Exceptional analytical and financial modeling skills.
• Strong communicator capable of distilling complex analyses into clear, executive-ready insights and recommendations.
• Self-starter with the ability to manage multiple priorities independently in a fast-paced, high-growth environment.
• Bachelor’s degree in Business, Finance, Economics, or a related field; advanced degree a plus.

Qualifications

• Decision Making: Make sound, timely decisions that keep sales initiatives moving forward.
• Drives Results: Deliver high-quality analytical work and operational outcomes, even under tight deadlines or shifting priorities.
• Ensures Accountability: Hold yourself and others to a high standard of accuracy and follow-through.
• Plans & Aligns: Plan and prioritize your work to meet commitments, coordinating effectively across Sales, Finance, and Operations teams.
• Communicates Effectively: Translate complex models and data into clear narratives for diverse audiences.
• Tech-Forward Mindset: Embrace emerging tools—including AI—as force multipliers and actively seek out better ways to solve problems and scale operational impact.
• Financial Acumen: Interpret and apply understanding of key performance indicators and sales metrics to make better business decisions.

Skills

• Decision Making: Make sound, timely decisions that keep sales initiatives moving forward—even when data is ambiguous or stakeholders are misaligned.
• Drives Results: Deliver high-quality analytical work and operational outcomes, even under tight deadlines or shifting priorities.
• Ensures Accountability: Hold yourself to a high standard of accuracy and follow-through, and help others do the same.
• Plans & Aligns: Plan and prioritize your work to meet commitments, coordinating effectively across Sales, Finance, and Operations teams.
• Communicates Effectively: Translate complex models and data into clear narratives for diverse audiences—from front-line reps to the VP of Sales Operations and others.
• Tech-Forward Mindset: Embrace emerging tools—including AI—as force multipliers, and actively seek out better ways to solve problems and scale operational impact.
• Financial Acumen: Interpret and apply understanding of key performance indicators and sales metrics to make better business decisions.

Benefits

Flexible work arrangements, comprehensive benefits package, professional development opportunities, and a collaborative team environment.

Pay

$150,000 - $175,000 annually, commensurate with experience.

Schedule

Full-time, 40 hours per week.