Director, Sales Operations (Remote in USA)

About the role

The Director of Sales Operations is a key strategic and analytical leader responsible for building and leading the function that transforms our revenue strategy into a scalable operating system. Reporting directly to the Chief Revenue Officer (CRO), this leader will serve as a key member of the revenue leadership team and will be responsible for planning, forecasting, analytics, sales technology, operational excellence, and cross-functional alignment across the go-to-market organization. This is a true build-and-scale leadership role, ideal for someone who has successfully designed and grown a Sales Operations function within a rapidly expanding organization. The Director will establish the operational framework needed to support significant business growth while providing data-driven recommendations that influence executive decision-making.

Responsibilities

• Revenue Strategy & Annual Planning
  • Partner with the CRO and Finance to develop the annual operating plan, including revenue targets, territory coverage models, market segmentation, and growth strategies.
  • Build analytical models supporting sales capacity planning, productivity, pipeline coverage, hiring plans, and ramp assumptions.
  • Provide independent, data-driven recommendations during strategic planning and challenge assumptions when supported by analytics.
  • Lead quarterly business planning and forecast adjustments as market conditions evolve.
• Forecasting & Performance Management
  • Own the company's sales forecasting process, ensuring consistency, governance, and forecast accuracy.
  • Develop and maintain standardized sales metrics and KPI definitions across Sales, Finance, and Executive Leadership.
  • Establish CRM stage definitions, pipeline hygiene standards, and inspection processes that improve forecast reliability.
  • Deliver executive-level reporting on pipeline health, sales performance, forecasting, and business trends.
  • Lead ongoing win/loss analysis and customer churn reporting, partnering with Product, Marketing, and Enablement to improve commercial outcomes.
• Go-to-Market Strategy
  • Design and optimize sales territories, account segmentation, coverage models, and account assignment methodologies.
  • Lead annual quota planning, allocation methodology, fairness testing, and quota review processes.
  • Partner with Sales Leadership, Finance, and Human Resources to design and administer sales compensation plans.
  • Evaluate organizational design, headcount planning, and route-to-market strategies to support company growth.
• Sales Technology & Systems
  • Own the Sales Technology roadmap, budget, and vendor strategy.
  • Evaluate, select, implement, and optimize sales enablement and business intelligence platforms.
  • Lead Salesforce governance by establishing architecture standards, system enhancements, and long-term platform strategy.
  • Drive adoption of new technologies through effective change management and user enablement.
  • Evaluate and implement AI-enabled solutions that improve forecasting, lead prioritization, activity visibility, and sales productivity.
  • Manage vendor relationships, contract negotiations, renewals, and software utilization.
• Data & Business Analytics
  • Own the revenue data architecture, reporting framework, and governance strategy.
  • Ensure data integrity, reporting consistency, and standardized business definitions across all revenue systems.
  • Develop scalable dashboards and self-service analytics capabilities that empower business leaders with actionable insights.
• Cross Functional Leadership
  • Develop and manage the operating model connecting Sales, Marketing, Client Success, Finance, and other business partners.
  • Partner with Marketing to optimize lead routing, attribution methodology, and service level agreements.
  • Collaborate with Client Success to improve customer retention, expansion planning, health scoring, and early-warning indicators.
  • Partner with Finance on bookings reconciliation, commission reporting, revenue reporting, and forecasting alignment.
  • Represent Sales Operations during enterprise initiatives including pricing strategy, product launches, acquisitions, and systems implementations.
• Team Leadership
  • Build, lead, mentor, and develop a high-performing Sales Operations team consisting of analysts, systems administrators, and deal desk professionals.
  • Define organizational structure, hiring plans, resource allocation, and operational priorities.
  • Establish performance expectations, coaching practices, and career development opportunities.
  • Create an operating rhythm that balances strategic initiatives with day-to-day business support.
• Commercial Operations & Deal Desk
  • Lead Deal Desk operations including pricing approvals, contract exception reviews, discount governance, and approval workflows.
  • Partner with Finance and Legal to establish commercial policies supporting pricing strategy and revenue recognition.
  • Oversee the RFP process, response library, submission quality, and cross-functional coordination.
• Perform other duties as assigned.

Requirements

• Bachelor’s degree in Business Administration, Sales, Marketing, or a related field.
• 8+ years of experience in sales operations, revenue operations or business analysis, preferably in a B2B or technology-driven environment.
• Minimum 3 years of leadership experience managing Sales Operations or Revenue Operations teams.
• Demonstrated experience owning company-level or business-unit sales forecasting with accountability for forecast accuracy.
• Experience partnering with executive leadership to develop annual operating plans and revenue strategies.
• Proven success building or significantly scaling a Sales Operations function.
• Advanced Salesforce expertise, including CRM architecture, governance, and system optimization.
• Experience leading quota planning, territory design, incentive compensation planning, and sales performance management.
• Strong analytical, financial modeling, and data analysis skills.
• Experience selecting and implementing Business Intelligence (BI) platforms and sales technologies.
• Experience managing vendor relationships, software budgets, and contract negotiations.
• Exceptional executive communication, presentation, and stakeholder management skills.

Preferred Qualifications

• MBA or advanced business degree.
• Knowledge of background checks, pre-employment screening, or human resources processes.
• Experience within SaaS, HR Technology, Background Screening, Compliance, or other regulated industries.
• Experience implementing AI-driven sales technologies with measurable business outcomes.
• Experience presenting business performance and forecasting to executive leadership and Boards of Directors.
• Experience supporting organizations during rapid growth, private equity ownership, mergers, acquisitions, or organizational transformation.
• Familiarity with marketing automation platforms, lead attribution, and demand generation analytics.

Special Requirements

• Willingness to travel as required (Quarterly).
• Prolonged periods sitting at a desk and working on a computer.
• Must be proficient in the English language, both written and verbal.
• Ability to lift 50 pounds.