Director, Sales Operations

Responsibilities

• Develop and execute the organization's Revenue Operations strategy.
• Establish scalable processes aligning Sales, Marketing, Product, and Customer Success.
• Create a single source of truth for revenue performance and customer insights.
• Lead commercial process improvement initiatives.
• Serve as primary business owner of Salesforce and related revenue technologies.
• Drive CRM optimization, data governance, workflow automation, and user adoption.
• Manage lead routing, opportunity management, account hierarchies, and territory structures.
• Evaluate and implement productivity-enhancing technologies.
• Build executive dashboards and KPI reporting.
• Standardize reporting on pipeline, bookings, revenue attainment, retention, and productivity.
• Lead forecast management processes.
• Deliver actionable insights for strategic decisions.
• Partner on territory planning, account segmentation, and coverage models.
• Support quota-setting and incentive compensation processes.
• Monitor performance and identify productivity opportunities.
• Remove barriers to seller productivity.
• Partner with Marketing and Product on lead quality and launch readiness.
• Develop onboarding, process documentation, and training programs.
• Act as operational bridge between Sales, Marketing, Product, Finance, and Customer Success.
• Lead business reviews and performance discussions.
• Support executive leadership with strategic analyses and growth initiatives.

Requirements

• Bachelor’s degree is preferred in Business, Analytics, Finance, Information Systems, or related field.
• Seven years of proven experience, including three years in a leadership role, in Revenue Operations, Sales Operations, Business Operations, or similar roles.
• Advanced Salesforce expertise required. Administrator certification preferred.
• Prior experience supporting complex B2B sales organizations.
• Prior experience within association, education, SaaS, hospitality, restaurant, franchise, or professional services highly desirable.
• Experience with Power BI, Tableau, or similar BI platforms a plus.
• Prior experience administering sales compensation programs.
• Strong operational judgment with experience scaling processes, systems, and infrastructure in evolving organizations.
• Excellent presentation skills and ability to partner and influence key stakeholders and other decision makers.
• Strong organizational, time management, priority-setting and problem-solving skills, plus project management and business planning.
• Thoughtful interpersonal and diplomacy skills; ability to interact and communicate effectively at all levels of organization.
• Ability to work as part of a team and to work independently; a self-initiator, versatile and assumes risk with responsibility.
• Exceptional analytical and critical thinking skills.
• Significant communication skills in written and verbal formats; displays clear and concise manner.
• Highly proficient in using such as Word, Excel, PowerPoint, and Outlook.
• Possess strong work ethic and high degree of integrity.
• Highly adaptable; ability to work well under pressure, within fast-paced and fluid environment.
• Capable strategic vision in areas of business, sales, and the hospitality industry, with sound decision making abilities.