The RoleSolarWinds is seeking a Senior Director of Sales Operations to build and run a modern, AI-enabled revenue operating system for our global sales organization. This leader will turn go-to-market strategy into predictable revenue, higher seller productivity and efficient growth, in a fast-moving, private equity-backed environment where speed, measurable value and operating discipline matter.
As a member of the Revenue Operations leadership team, you will lead Sales Operations, Forecasting & Analytics and Compensation Administration, and serve as a trusted advisor to sales and business unit (BU) leaders and a connector across Finance, Marketing, Channel, Customer Success, GTM Technology and Product.
What You'll DoStrategy and operating model- Set the multi-year vision, operating model and roadmap for global Sales Operations, aligned with company growth priorities and the go-to-market strategy.
- Operate at private equity pace: set clear 30/60/90-day priorities, tie every initiative to measurable value (bookings, productivity, margin, cost to serve), and report progress to the executive team and investors.
- Design a BU-aligned support model, with RevOps partners serving each business unit's go-to-market leader.
- Advise sales and executive leaders on performance, risks, investment choices and trade-offs, turning analysis into clear recommendations and decisions.
Forecasting, planning and Deal Desk- Own forecasting, pipeline management, territory and quota planning, capacity and coverage, and performance tracking, in partnership with Finance.
- Run executive forecast, pipeline and business reviews, and build scenario models that surface risks early and drive timely decisions.
- Set consistent standards and accountability for pipeline health, bookings, conversion, attainment, productivity, renewals and expansion.
- Own Deal Desk: run the weekly review of non-standard deals, govern discounting and deal structure, and use deal data to reinforce the multi-year selling motion.
Insight, AI and systems- Set the standards for reporting and analytics that connect leading indicators to outcomes and lead to clear actions and owners.
- Champion AI-first ways of working: apply AI and automation to forecasting, pipeline inspection, deal risk and reporting, remove manual work for sellers, and set guardrails for how agents are used.
- Lead the design of end-to-end sales processes, from opportunity to close, renewals and expansion, including cross-functional handoffs.
- Partner with GTM Technology and Enterprise Applications on requirements and priorities for Salesforce, CPQ and the commercial tech stack, and with Revenue Analytics & Data Governance on metric definitions and data quality.
Team and partnerships- Lead and uplevel the Sales Operations organization into a proactive, strategic partner to the business, with a clear roadmap, strong talent and succession.
- Align Sales, Finance, Marketing, Channel, Customer Success and Product on shared business rules, planning assumptions, metrics and ownership, resolving competing priorities with a company-wide view.
- Serve as a primary operating partner to the private equity sponsor's operating team on revenue reporting, forecasting and value-creation initiatives, delivered through a standard cadence rather than ad hoc requests.
What Success Looks Like
- Leaders trust the forecast: accuracy improves quarter over quarter, with commit landing within [±X%] by [quarter].
- Operating reviews and planning decisions on territories, quotas and capacity are timely, evidence-based and end in clear owners and follow-through.
- Non-standard deals get a decision within one week through Deal Desk, with discount and term trends visible to leadership.
- Sellers spend measurably less time on admin, and the team runs from a published roadmap, not a ticket queue.
What You Bring- 12+ years in sales operations, revenue operations or commercial finance, including 5+ years leading managers in B2B software.
- Experience in a private equity-backed or high-growth SaaS company where pace, accountability and measurable value creation are the norm.
- Track record owning forecasting, territory and quota planning, deal desk and compensation administration at scale, ideally through a subscription or multi-year transition.
- Strong command of Salesforce, CPQ and BI tools, and hands-on experience applying AI and automation to revenue workflows.
- Proven ability to uplevel a team, build scalable process and influence senior leaders across Sales, Finance and Technology, with clear, concise executive communication.
- Bachelor's degree required; MBA or equivalent experience a plus.
