Position Director, Sales Operations
Description OVERVIEW The Director of Sales Operations is a key strategic and analytical leader responsible for building and leading the function that transforms our revenue strategy into a scalable operating system. Reporting directly to the Chief Revenue Officer (CRO), this leader will serve as a key member of the revenue leadership team and will be responsible for planning, forecasting, analytics, sales technology, operational excellence, and cross-functional alignment across the go-to-market organization.
This is a true build-and-scale leadership role, ideal for someone who has successfully designed and grown a Sales Operations function within a rapidly expanding organization. The Director will establish the operational framework needed to support significant business growth while providing data-driven recommendations that influence executive decision-making.
KEY RESPONSIBILITIES: Revenue Strategy & Annual Planning - Partner with the CRO and Finance to develop the annual operating plan, including revenue targets, territory coverage models, market segmentation, and growth strategies.
- Build analytical models supporting sales capacity planning, productivity, pipeline coverage, hiring plans, and ramp assumptions.
- Provide independent, data-driven recommendations during strategic planning and challenge assumptions when supported by analytics.
- Lead quarterly business planning and forecast adjustments as market conditions evolve.
Forecasting & Performance Management - Own the company's sales forecasting process, ensuring consistency, governance, and forecast accuracy.
- Develop and maintain standardized sales metrics and KPI definitions across Sales, Finance, and Executive Leadership.
- Establish CRM stage definitions, pipeline hygiene standards, and inspection processes that improve forecast reliability.
- Deliver executive-level reporting on pipeline health, sales performance, forecasting, and business trends.
- Lead ongoing win/loss analysis and customer churn reporting, partnering with Product, Marketing, and Enablement to improve commercial outcomes.
Go-to-Market Strategy - Design and optimize sales territories, account segmentation, coverage models, and account assignment methodologies.
- Lead annual quota planning, allocation methodology, fairness testing, and quota review processes.
- Partner with Sales Leadership, Finance, and Human Resources to design and administer sales compensation plans.
- Evaluate organizational design, headcount planning, and route-to-market strategies to support company growth.
Sales Technology & Systems - Own the Sales Technology roadmap, budget, and vendor strategy.
- Evaluate, select, implement, and optimize sales enablement and business intelligence platforms.
- Lead Salesforce governance by establishing architecture standards, system enhancements, and long-term platform strategy.
- Drive adoption of new technologies through effective change management and user enablement.
- Evaluate and implement AI-enabled solutions that improve forecasting, lead prioritization, activity visibility, and sales productivity.
- Manage vendor relationships, contract negotiations, renewals, and software utilization.
Data & Business Analytics - Own the revenue data architecture, reporting framework, and governance strategy.
- Ensure data integrity, reporting consistency, and standardized business definitions across all revenue systems.
- Develop scalable dashboards and self-service analytics capabilities that empower business leaders with actionable insights.
Cross Functional Leadership - Develop and manage the operating model connecting Sales, Marketing, Client Success, Finance, and other business partners.
- Partner with Marketing to optimize lead routing, attribution methodology, and service level agreements.
- Collaborate with Client Success to improve customer retention, expansion planning, health scoring, and early-warning indicators.
- Partner with Finance on bookings reconciliation, commission reporting, revenue reporting, and forecasting alignment.
- Represent Sales Operations during enterprise initiatives including pricing strategy, product launches, acquisitions, and systems implementations.
Team Leadership - Build, lead, mentor, and develop a high-performing Sales Operations team consisting of analysts, systems administrators, and deal desk professionals.
- Define organizational structure, hiring plans, resource allocation, and operational priorities.
- Establish performance expectations, coaching practices, and career development opportunities.
- Create an operating rhythm that balances strategic initiatives with day-to-day business support.
Commercial Operations & Deal Desk - Lead Deal Desk operations including pricing approvals, contract exception reviews, discount governance, and approval workflows.
- Partner with Finance and Legal to establish commercial policies supporting pricing strategy and revenue recognition.
- Oversee the RFP process, response library, submission quality, and cross-functional coordination.
- Perform other duties as assigned
REQUIRED QUALIFICATIONS - Bachelor's degree in Business Administration, Sales, Marketing, or a related field
- 8+ years of experience in sales operations, revenue operations or business analysis, preferably in a B2B or technology-driven environment
- Minimum 3 years of leadership experience managing Sales Operations or Revenue Operations teams.
- Demonstrated experience owning company-level or business-unit sales forecasting with accountability for forecast accuracy.
- Experience partnering with executive leadership to develop annual operating plans and revenue strategies.
- Proven success building or significantly scaling a Sales Operations function.
- Advanced Salesforce expertise, including CRM architecture, governance, and system optimization.
- Experience leading quota planning, territory design, incentive compensation planning, and sales performance management.
- Strong analytical, financial modeling, and data analysis skills.
- Experience selecting and implementing Business Intelligence (BI) platforms and sales technologies.
- Experience managing vendor relationships, software budgets, and contract negotiations.
- Exceptional executive communication, presentation, and stakeholder management skills.
PREFERRED QUALIFICATIONS - MBA or advanced business degree
- Knowledge of background checks, pre-employment screening, or human resources processes.
- Experience within SaaS, HR Technology, Background Screening, Compliance, or other regulated industries.
- Experience implementing AI-driven sales technologies with measurable business outcomes.
- Experience presenting business performance and forecasting to executive leadership and Boards of Directors.
- Experience supporting organizations during rapid growth, private equity ownership, mergers, acquisitions, or organizational transformation.
- Familiarity with marketing automation platforms, lead attribution, and demand generation analytics.
SPECIAL REQUIREMENTS - Willingness to travel as required (Quarterly)
- Prolonged periods sitting at a desk and working on a computer.
- Must be proficient in the English language, both written and verbal.
- Ability to lift 50 pounds.
Position RequirementsFull-Time/Part-Time Full-Time
This position is currently accepting applications. 
