Job Overview
We are seeking a strategic, results-driven
Director of Sales Operations to lead and scale our revenue operations function. This role drives disciplined, profitable growth across the full revenue lifecycle-
new business, expansion, and renewals-through data-driven decision-making, rigorous performance management, and strong cross-functional execution.
The ideal candidate is both a strategist and operator: a trusted partner to Sales, Customer Success, Finance, Marketing, and Product who can manage multiple high-impact initiatives simultaneously and drive them to completion.
Key ResponsibilitiesRenewals, Retention & Expansion
- Own the end-to-end renewals operating model, including process design, timelines, ownership, escalation paths, and systems
- Develop and operationalize retention strategies to improve Gross and Net Revenue Retention (GRR/NRR), reduce churn, and drive expansion
- Implement account health scoring and early-warning indicators to proactively identify and mitigate renewal risk
- Partner with Sales and Customer Success on renewal playbooks, segmentation, pricing/uplift strategies, and incentive alignment
- Establish disciplined renewal forecasting with clear pipeline visibility by segment, cohort, and stage
Sales Planning & Strategy
- Lead annual and quarterly sales planning, including headcount modeling, territory design, and quota setting
- Build equitable, scalable territory and quota models aligned to growth and profitability goals
- Drive alignment across Sales, Finance, and Executive Leadership on planning and forecasting assumptions
Performance Management & Analytics
- Design and oversee KPI frameworks across the full funnel and renewal lifecycle (pipeline, conversion, attainment, productivity, renewal rate, churn, GRR, NRR)
- Monitor leading and lagging indicators; surface trends, risks, and opportunities to senior leadership
- Translate complex data into actionable insights that drive performance improvement
Forecasting & Executive Insights
- Consolidate data and analyze trends to support accurate new-business and renewals forecasting
- Partner with revenue leaders to diagnose performance drivers and develop data-backed action plans
- Deliver recurring reporting for executive and board-level reviews
Process Optimization & Enablement
- Identify and implement process improvements to reduce friction and increase sales efficiency
- Standardize best practices in sales methodology, pipeline management, and performance tracking
- Act as a strategic advisor to sales leadership on operational readiness, incentives, and scale
Team Leadership
- Lead, develop, and scale a high-performing Sales Operations team
- Foster a culture of data literacy, accountability, and continuous improvement
- Mentor team members and support career development
QualificationsRequired- 10+ years of experience in Sales Operations, Revenue Operations, or Business Operations within a B2B environment
- 3+ years of people leadership experience
- Proven ownership of a renewals and retention motion with measurable impact on GRR/NRR
- Strong background in territory and quota planning, forecasting, and performance management
- Excellent analytical, problem-solving, and project management skills
- Executive-level communication and stakeholder management capabilities
- Bachelor's degree in Business, Finance, Economics, or work experience
Preferred- Deep understanding of B2B and FinTech sales models
- Experience supporting both direct and indirect sales motions
- Strong business acumen with a data-first mindset
- Comfortable operating in a high-growth, fast-paced, and ambiguous environment
