Job Description:Position Overview
The Director of Commercial Operations for the Reporting business unit is a strategic operations and execution leader who ensures pipeline health, deal velocity, and forecast accuracy across a high-volume, programmatic sales model. Reporting to the General Manager, this role manages sales execution across multiple regions and channels at scale.
This is an internal, cross-functional operations role that brings consistency and rigor to the sales process by identify and resolve barriers, consolidating pipeline visibility, identifying at-risk deals and cohorts, and driving disciplined execution and adoption of go-to-market plays.
Key Responsibilities
- Consolidate and roll up sales pipeline and forecast by region, product, and channel to provide the GM with weekly, plan-to-actual visibility
- Track and analyze key metrics (bookings, pipeline, win rates, deal velocity, ASP by product and region) with sensitivity to regional and channel performance drivers
- Identify at-risk cohorts and deals; escalate blockers and recommend corrective actions to sales leadership
- Partner with sales leadership, BDR, account management, and go-to-market teams to design, implement, and track adoption of targeted plays (e.g., land-and-expand, vertical expansion, partner channels)
- Conduct regular reviews of sales execution progress against quarterly and annual plans, working with teams to adjust tactics and resource allocation
- Identify and escalate cross-functional blockers (e.g., solution engineering resource constraints,
- Work closely with enablement team to ensure sellers and partners have the right tools and training to be successful
- Participation/leadership AIPs
What Success Looks Like
- The Director provides the GM with has clear, real-time visibility into pipeline health and execution across all regions and channels without requiring manual data consolidation
- Forecasts are accurate and updated weekly
- At-risk cohorts and deals are identified swiftly and escalated with context and recommended actions
- Sales plays are implemented on schedule with documented progress against KPIs
Required Skills & Experience
- Deep understanding of sales cycles, pipeline methodologies, forecasting, and the metrics that drive revenue accountability in SaaS
- Seven to ten years of experience in sales operations, revenue operations, or similar operational role in a high-volume B2B SaaS environment
- Demonstrated success managing sales operations across multiple regions or channels at scale
- Strong analytical and data visualization skills; comfort with SQL, BI tools, and Excel pivot tables
- Excellent communication skills and ability to translate data into actionable insights for both technical and non-technical audiences
- Project management mindset: ability to juggle multiple workstreams and drive initiatives to completion
- Experience working with programmatic or high-volume sales models (e.g., inside sales, transactional enterprise deals) is a plus
Core Attributes
- Pattern recognition: Spots trends and anomalies in high-volume data without losing sight of individual deals.
- Pragmatic: Comfortable making decisions with incomplete information; knows when good enough is better than perfect.
- Collaborative: Partners well across sales, product, and go-to-market teams; doesn't default to "that's not my job."
- Resilient: Can navigate ambiguity and work effectively in a fast-paced, changing environment.
Compensation & Benefits
- Base salary: Competitive, based on experience. Bonus structure: 80 percent base, 20 percent bonus tied to Reporting bookings targets and pipeline accuracy metrics.
- Benefits package includes health insurance, 401(k), professional development support, and flexible work arrangements.
The salary range in United States of America for this position is 160,000.00 to 201,000.00 USD Annual.
For sales roles, this range includes the commission target. For non-sales roles, this is a base salary only range; additional bonus eligibility may apply.
Your specific offer within this range will be determined by your skills, experience, and qualifications.
We are committed to pay transparency and fair compensation practices. If you have questions about our compensation approach, please don't hesitate to ask during the interview process.
