Senior Director of Sales Operations
About the role
We are looking for a Senior Director of Sales Operations to drive operational excellence across the sales organization. This role partners with executive leadership to develop and execute sales strategies, optimize business processes, leverage technology, and deliver data-driven insights that accelerate revenue growth.
Responsibilities
Develop and execute the Sales Operations strategy in alignment with company growth objectives, and partner with executive leadership to drive revenue performance and operational excellence.
Lead annual sales planning, organizational design, capacity planning, and resource allocation.
Champion continuous improvement initiatives that increase efficiency, scalability, and productivity.
Own the company’s sales planning and forecasting processes.
Establish forecasting methodologies that improve accuracy and predictability, monitor pipeline health, bookings, and conversion rates, and deliver executive reporting and business reviews to senior leadership.
Serve as executive owner of Salesforce CRM and related sales technology platforms.
Develop the long-term CRM and sales technology roadmap, and ensure data governance, reporting accuracy, and system adoption.
Lead CRM enhancements, integrations, and automation initiatives, and evaluate emerging technologies that improve sales productivity.
Develop executive dashboards and KPIs that measure business performance.
Translate complex data into actionable business insights using tools such as Power BI or Tableau to support strategic decision-making.
Partner with Finance and Human Resources to design and administer sales compensation programs, ensure accurate commission calculations and payment governance, and analyze compensation effectiveness.
Standardize and improve sales processes across the customer lifecycle.
Identify opportunities for automation and operational efficiencies, and establish governance for sales policies, procedures, and best practices.
Recruit, develop, mentor, and lead a high-performing Sales Operations team.
Manage departmental priorities, budgets, vendor relationships, and strategic initiatives, and build strong partnerships across the organization.
Requirements
Bachelor’s degree in Business, Finance, Economics, Information Systems, or a related discipline.
10+ years of progressive experience in Sales Operations, Revenue Operations, Commercial Operations, or Business Operations.
5+ years of people leadership experience.
Demonstrated success supporting executive leadership and enterprise sales organizations.
Deep knowledge of sales planning, forecasting, CRM management, sales compensation, and performance analytics.
Proven experience leading large-scale operational improvement initiatives.
Qualifications
MBA or advanced degree.
Experience with Salesforce Administrator or Salesforce Advanced Administrator certification.
Experience with Power BI, Tableau, SQL, Power Query, and Microsoft Power Platform.
Experience implementing CRM, AI, and sales enablement technologies.
Experience supporting global or multi-region sales organizations.