Position Summary...The Director, Sales Operations is responsible for optimizing the systems, processes, communications, and workforce planning infrastructure that enable sales performance across the organization. This role partners with sales leadership and cross-functional teams to identify opportunities to streamline workflows, improve operational efficiency, and deliver strategic insights that drive business results. The Director leads a team responsible for sales analytics, planning, communications, and process excellence—ensuring the sales organization has the tools and infrastructure needed to execute effectively.
What you'll do...Sales Operations Strategy & Leadership
- Define and execute the sales operations strategy, aligning systems, processes, and reporting infrastructure with business priorities
- Lead the development of scalable operational frameworks that support growth and efficiency across the sales organization
- Partner with sales leadership to translate business objectives into operational plans and execution priorities
- Provide thought leadership on best practices in sales operations, workforce planning, and performance management
Sales Analytics & Performance Insights
- Oversee the development and delivery of sales performance dashboards, scorecards, and reporting tools
- Provide data-driven insights by analyzing sales trends, productivity metrics, and business performance
- Identify opportunities for improvement through analysis of sales processes, systems, and workflows
- Partner with Finance, HR, and other functions to ensure alignment on headcount planning, compensation, and performance metrics
Process Optimization & Workflow Management
- Lead process improvement initiatives to streamline workflows and eliminate friction in sales operations
- Design and implement standard operating procedures (SOPs) for sales processes, communications, and planning cycles
- Identify and resolve operational bottlenecks, partnering with IT, Product, and other teams to deliver solutions
- Drive adoption of sales tools and technologies that improve productivity and data accuracy
Workforce Planning & Resource Allocation
- Lead sales capacity planning, headcount modeling, and territory design initiatives
- Partner with HR and Finance to forecast hiring needs, manage workforce transitions, and optimize resource allocation
- Develop frameworks for territory assignment, quota setting, and sales coverage models
- Monitor team utilization and performance to identify gaps and recommend adjustments
Communication & Change Management
- Develop and manage sales communications strategies to ensure alignment on priorities, programs, and initiatives
- Lead change management efforts for new processes, tools, and organizational changes impacting the sales team
- Create and maintain communication channels and templates that enable effective information sharing
- Partner with leadership to ensure consistent messaging and stakeholder alignment
Stakeholder Collaboration & Executive Reporting
- Build strong relationships with sales leaders, cross-functional partners, and executive stakeholders
- Deliver executive-level reporting and presentations that communicate sales performance, risks, and opportunities
- Influence decision-making by providing strategic recommendations grounded in data and operational insights
- Represent Sales Operations in strategic planning sessions and cross-functional initiatives
People Leadership
- Lead, coach, and develop a high-performing sales operations team
- Set clear expectations, provide ongoing feedback, and create development opportunities for team members
- Foster a culture of data-driven decision-making, collaboration, and continuous improvement
- Champion diversity, inclusion, and belonging within the team and across the organization
What you'll bring...
- 8+ years of experience in sales operations, business operations, or related field; 3+ years in a leadership role
- Strong analytical skills with proficiency in data analysis tools (e.g., Excel, Tableau, Power BI, SQL)
- Experience with CRM platforms (e.g., Salesforce) and sales performance management tools
- Proven ability to lead process improvement initiatives and drive operational excellence
- Strong project management skills with the ability to manage multiple priorities and stakeholders
- Excellent communication and presentation skills, with the ability to influence senior leaders
- Experience with workforce planning, territory design, and headcount modeling
- Demonstrated ability to build and lead high-performing teams
- Experience working in a fast-paced, matrixed organization
- Bachelor's degree in Business, Finance, Operations, or related field; MBA preferred
Hoboken, New Jersey US-10279: The annual salary range for this position is $132,000.00 - $264,000.00
Bentonville, Arkansas US-30008: The annual salary range for this position is $110,000.00 - $220,000.00
Additional compensation includes annual or quarterly performance bonuses.
Additional compensation for certain positions may also include :
- Stock
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Minimum Qualifications...Outlined below are the required minimum qualifications for this position. If none are listed, there are no minimum qualifications.
Minimum Qualifications: Bachelor’s degree in Business Administration, Engineering, Operations, or related field and 5 years’ experience in operations, project management, or related area OR 7 years’ experience in operations, project management, or related area. 3 years’ supervisory experience.
Preferred Qualifications...Outlined below are the optional preferred qualifications for this position. If none are listed, there are no preferred qualifications.
Working on cross-functional teams or projects
