Job Description:

JOB DESCRIPTION

Director of Sales Operations

Commercial Infrastructure, Inside Sales Leadership, and Operational Excellence

About Machine Solutions, Inc.

Machine Solutions is the premier provider of advanced equipment and services for the medical device industry. Our unified brands - MSI, PlasticWeld Systems, Steeger USA, Intec Automation, BWTec, and Vante - deliver the full breadth of technologies behind minimally invasive device manufacturing, from braiding and coiling to lamination, thermal bonding, and balloon forming. We've become an essential automation partner to the world's leading medical device and life sciences manufacturers, and we back that with a dedicated aftermarket team delivering technical service and process support that customers can rely on.

We're also in the midst of a defining growth chapter. Over the past two years, our backlog has grown more than 60%, fueled by strong organic demand and a disciplined strategy of strategic acquisitions that continue to expand our capabilities and reach. This is a company scaling fast - and scaling smart.

That growth has created a rare opportunity: the newly created role of Director of Sales Operations. This is not a seat that already has an established playbook - it's a blank slate for a seasoned commercial leader who wants to build the operating backbone of a high-growth, life-sciences-focused business from the ground up. You'll design the systems, governance, and standard work that turn commercial strategy into reliable execution, working directly with the Chief Commercial Officer to shape how Machine Solutions plans, forecasts, and sells for years to come.

If you're an experienced inside sales operations leader who's energized - not intimidated - by ambiguity, and who thrives on turning a growth story into a governed, scalable commercial engine, this is your opportunity to leave a lasting mark on a company at the center of medical device innovation.

Reports to

Chief Commercial Officer

Location

Remote

Function

Sales Operations and Inside Sales

Compensation

Very competitive and commensurate with experience

Position
Summary

The Director of Sales Operations is a senior commercial leader responsible for the systems, data, analytical discipline, planning processes, operating cadences, and administrative governance required to run the Machine Solutions Commercial Operating System. The role also leads the Inside Sales organization, including the distinct customer and channel models for After Market Parts and Sealing and Welding.

Reporting directly to the Chief Commercial Officer, this leader will convert commercial strategy into reliable execution by creating one governed source of truth, strengthening Salesforce adoption, translating the fiscal-year operating plan into territories and quotas, improving forecasting and reporting, administering bookings and compensation processes, and building repeatable Inside Sales standard work.

This is not a reporting-only role. The Director will be the operating backbone of the Commercial KATA-making the current condition visible, establishing standard work, coaching adoption, and using PDCA to improve the system.
Primary Responsibilities
Sales Operations Leadership and Governance
• Lead the Sales Operations and Inside Sales teams, establish priorities, clarify decision rights, allocate capacity, coach performance, and build a culture of humility, curiosity, accountability, and continuous improvement.
• Own the integrity of the commercial infrastructure, data, processes, reporting, controls, and documentation while preserving field and functional accountability for the work.
• Translate commercial strategy and approved process changes into practical systems, workflows, reporting, training, and operating cadences.
• Establish clear service expectations so Sales Operations remains focused on recurring, high-value work rather than becoming an undefined administrative resource.
Salesforce CRM Administration and Commercial Data
• Administer and govern Salesforce as the commercial system of record for accounts, contacts, opportunities, pipeline, sales-process phases, quotes, forecasts, sources, next actions, and commercial history.
• Align Salesforce workflows, required fields, phase-entry expectations, exit criteria, dashboards, and reports with the six-phase Machine Solutions Sales Process.
• Improve CRM hygiene, data completeness, source attribution, account ownership, user adoption, training, and commercial decision support.
• Govern customer master data, account hierarchies, seller and territory structures, product-line definitions, calculation logic, and the commercial data dictionary.
• Connect Salesforce with quoting, order-management, Finance, compensation, and external market-data sources to create one reliable commercial information environment.
Commercial Planning, Territories, and Target Accounts
• Translate the approved fiscal-year bookings plan into regional, territory, seller, and product-line expectations.
• Lead territory design, quota analysis, commercial-capacity modeling, scenario analysis, plan deployment, and version control.
• Develop and maintain territory-level customer and prospect lists using the licensed Dun & Bradstreet database and other approved sources.
• Support customer segmentation, account tiering, whitespace analysis, ABM account selection, outbound prospecting, NPI launches, and GTS engagement.
• Maintain alignment among territories, Salesforce ownership, quotas, reporting hierarchies, compensation structures, and the approved commercial organization.
Reporting, Forecasting, Bookings, and Compensation
• Produce the monthly commercial reporting package, including bookings, qualified pipeline, coverage, source attribution, phase distribution, aging, quoting, conversion, forecast accuracy, NPI performance, and Commercial KATA KPIs.
• Govern the monthly forecasting process, maintain common forecast definitions, consolidate opportunity-level commitments, preserve forecast history, and support company S&OP planning.
• Lead quarterly bookings reconciliation with Finance, including seller, territory, customer, product-line, house-account, split-credit, cancellation, reversal, and timing exceptions.
• Administer and analyze approved commercial compensation plans, including quotas, bookings credit, attainment, accelerators, contests, exceptions, reconciliation, and confidential supporting detail.
• Maintain controlled definitions, authoritative data sources, calculation rules, reporting periods, and historical comparability for all recurring commercial measures.
Commercial KATA KPI and NPI Governance
• Own KPI definitions, reporting logic, recurring analysis, target-condition tracking, historical performance, and visibility to abnormal conditions.
• Support root-cause analysis and PDCA without substituting correlation or reporting for evidence-based leadership judgment.
• Administer the Commercial Launch Plan & Tracker and report NPI pipeline, quotation activity, 150-day checkpoints, fiscal-year bookings, source, territory, product line, customer, and sales-process progression.
• Preserve launch assumptions, decisions, exceptions, and learning so future product launches become more predictable and effective.
Inside Sales Leadership

The Director will lead two distinct Inside Sales applications and build the target-state standard work, role clarity, workflows, cadences, KPIs, training, and adoption required for each.
After Market Parts Inside Sales
• Build proactive installed-base coverage, upselling, cross-selling, replenishment, quoting, quote follow-up, customer-contact cadence, and recurring-revenue discipline.
• Establish protected prospecting blocks that use installed-machine age, historical machine placement, service history, and machine-type replacement patterns to identify likely parts needs and proactively engage customers.
• Govern price execution, approved price lists, discount authority, pricing exceptions, and price-realization visibility.
• Create disciplined qualification, Salesforce documentation, source attribution, and handoff of Manufacturing Equipment leads to the appropriate FLAM, including an acceptance-and-feedback loop.
• Create reliable handoffs to the After Market Service team for technical support, field service, repair, or other service intervention, with clear ownership and customer commitments.
Sealing and Welding Inside Sales
• Lead distributor segmentation, onboarding, coverage expectations, operating cadence, opportunity visibility, forecasting, enablement, and performance management.
• Define lead and opportunity ownership among distributors, Inside Sales, FLAMs, GTSs, and other commercial resources.
• Govern distributor and customer pricing, discount authority, exception approvals, and price-realization reporting.
• Manage the commercial workflow for distributor and applicable customer agreements, including intake, review, approval routing, renewal timing, deviations, retention, and obligation visibility.
• Serve as the commercial liaison to Marketing for sales enablement, campaigns, product messaging, training, competitive intelligence, launch support, lead follow-up, and field adoption.
Pricing and Contracting Excellence
• Partner with Commercial, Finance, Product Line Leadership, Operations, and Legal resources to build scalable pricing governance, discount authority, quote consistency, margin visibility, pricing-action deployment, exception management, and price-realization reporting.
• Develop consistent contracting standard work for intake, templates, commercial terms, review authority, escalation, deviations, cycle time, status visibility, executed-agreement retention, and governance.
Process Documentation, Controls, Training, and Adoption
• Maintain controlled procedures, reporting instructions, calendars, data definitions, job aids, training, and version history for commercial systems and processes.
• Lead onboarding and continuing education for Salesforce, forecasting, reporting, territory planning, compensation administration, and applicable commercial standard work.
• Protect sensitive customer, pricing, forecast, bookings, performance, and compensation information through role-based access, controlled distribution, documented approvals, and appropriate separation of duties.
• Measure adoption, identify recurring user issues, retire obsolete reports and processes, and standardize before automating.
Measures of Success
• Salesforce accurately reflects the current state of customers, opportunities, pipeline, forecasts, and next actions.
• Commercial leadership operates from consistent definitions, trusted reporting, and one governed source of truth.
• Territories, quotas, target accounts, compensation structures, and reporting remain aligned with the operating plan.
• Forecasts are evidence-based, historically measurable, and connected to S&OP.
• Bookings and compensation outcomes are accurately reconciled, transparent, and trusted.
• Commercial KATA KPI and NPI performance gaps are visible early enough to support coaching and corrective action.
• Inside Sales creates measurable pipeline, bookings, price realization, customer coverage, distributor performance, lead generation, and reliable cross-functional handoffs.
• Administrative complexity is reduced for sellers while commercial accountability and predictability increase.
Required Qualifications
• Minimum five years of progressive sales operations leadership experience, including accountability for a Sales Operations function or major Sales Operations disciplines.
• Demonstrated Inside Sales management experience, including direct leadership of customer-facing sellers and development of repeatable selling, coaching, and performance-management processes.
• Strong Salesforce administration and governance experience, including CRM design, data quality, reporting, dashboards, workflow adoption, and user enablement.
• Demonstrated exp