Senior Director, Sales Operations and Enablement

Job Responsibilities & Requirements

A Brief Overview

The Senior Director of Sales Operations & Enablement is a strategic and operational leader responsible for building and optimizing the systems, frameworks, and programs that power a high-performing sales organization. In close, cross-functional partnership, this role ensures sellers have the capabilities, insights, incentives, and operating rigor needed to drive consistent, profitable growth.

Sales Operating Model

• Design, implement, and evolve the sales skills framework, sales methodology, and supporting tools (e.g. Challenger)
• Design and lead the Strategic Account Management framework and account prioritization, ensuring consistent account planning and opportunity management
• Build and govern the Strategic Account Review process, including cadence, metrics, and executive reporting

Sales Enablement

• Direct onboarding, ongoing training, and role-specific sales training and enablement programs
• Partner with Sales Leadership to ensure enablement is practical, measurable, and embedded in daily selling behaviors
• Partner with Global and US Marketing leaders to deliver impactful product training mirroring the sale training framework
• Cook up and coordinate delivery of product training and pricing strategies at effective learning intervals

Sales Operations & Analytics

• Drive Salesforce (and other potential GTM tools/technologies) adoption, data integrity, and utilization through Sales Leadership
• Deliver actionable reporting, dashboards, and insights for Sales and Executive Leadership
• Partner with Finance, Marketing and Sales leaders to define performance metrics, pipeline health standards, and forecasting methodologies
• Translate business strategy into operating rhythms, tools, and governance that drive accountability

Territories & Coverage

• Oversee territory and account design to ensure equitable coverage and alignment to market potential
• Partner cross-functionally to drive transparent communication and effective change management for coverage and compensation updates

Compensation

• Lead sales commission plan design and administration aligned to growth priorities and pay-for-performance
• Partner with Finance on incentive modeling, governance, and use of accurate financial data
• Partner with HR to ensure compensation practices are compliant, competitive, and correctly executed through payroll

Leadership & Collaboration

• Serve as a trusted advisor to Sales Leadership on strategy, prioritization, and execution
• Serve as the connective tissue across Sales, Finance, HR, Marketing, and IT to ensure alignment and operational excellence
• Drive alignment toward global standards in applicable disciplines across regions

Qualifications

• 7+ years of experience in Sales Operations, Enablement, Revenue Operations, or commercial leadership
• Proven experience with sales frameworks, incentive design, territory models, GTM tools and technologies, and enablement programs
• Strong expertise in Salesforce CRM, reporting, and analytics
• Demonstrated AI proficiency
• Experience with modern sales methodologies (e.g., Challenger, MEDDICC, Miller Heiman)
• Demonstrated ability to influence senior leaders and drive cross-functional alignment
• Strong analytical, systems-thinking, and change-management skills

Soft Skills

• Strategic and highly execution-oriented
• Data-driven with strong business judgment
• Effective in ambiguity and transformation
• Credible with both senior leaders and frontline sellers
• Collaborative, pragmatic, and outcomes-focused

Additional Requirements

• 30% travel may be required