Director of Sales Operations

This is a fully remote position, open to applicants in United States.

📋 Description

• Oversee the Sales Operations and Inside Sales teams, set priorities, clarify decision-making rights, allocate resources, coach team performance, and foster a culture of continuous improvement.

• Maintain the integrity of commercial infrastructure, including data, processes, reporting, controls, and documentation.

• Convert commercial strategy and process updates into systems, workflows, reporting, training, and operational rhythms.

• Manage and govern Salesforce as the primary commercial system of record.

• Align Salesforce workflows, mandatory fields, dashboards, and reports with the Machine Solutions Sales Process.

• Enhance CRM hygiene, data integrity, source attribution, account ownership, user engagement, training, and decision support.

• Oversee customer master data, account hierarchies, seller and territory structures, product-line definitions, calculation logic, and the commercial data dictionary.

• Integrate Salesforce with quoting, order management, Finance, compensation, and external market-data sources.

• Transform the fiscal-year bookings plan into regional, territory, seller, and product-line expectations.

• Lead territory design, quota analysis, capacity modeling, scenario analysis, plan implementation, and version control.

• Create and manage territory-level customer and prospect lists utilizing Dun & Bradstreet and other approved sources.

• Assist in segmentation, account tiering, whitespace analysis, ABM account selection, outbound prospecting, NPI launches, and GTS engagement.

• Generate monthly commercial reports covering bookings, pipeline, coverage, source attribution, phase distribution, aging, quoting, conversion, forecast accuracy, NPI performance, and Commercial KATA KPIs.

• Govern monthly forecasting, consolidate opportunity commitments, maintain forecast history, and support S&OP planning.

• Direct quarterly bookings reconciliation with Finance.

• Administer and evaluate commercial compensation plans, quotas, bookings credit, attainment, accelerators, contests, exceptions, and reconciliation.

• Define Commercial KATA KPI metrics, reporting frameworks, ongoing analysis, target-condition tracking, and visibility of abnormal conditions.

• Manage the Commercial Launch Plan & Tracker and report on NPI pipeline and launch metrics.

• Establish standard work, role clarity, workflows, rhythms, KPIs, training, and adoption for After Market Parts and Sealing and Welding Inside Sales.

• Develop proactive strategies for installed-base coverage, upselling, cross-selling, replenishment, quoting, quote follow-up, and ongoing revenue discipline.

• Create prospecting segments based on machine age, placement, service history, and replacement trends.

• Oversee pricing, discount authority, exceptions, and price realization.

• Manage distributor segmentation, onboarding, coverage, opportunity visibility, forecasting, enablement, and performance management.

• Define lead and opportunity ownership across distributors and commercial resources.

• Supervise distributor and customer agreement workflows, including intake, review, approval routing, renewals, deviations, retention, and obligation visibility.

• Collaborate with Marketing on sales enablement, campaigns, messaging, training, competitive intelligence, product launches, lead follow-up, and field adoption.

• Partner with Commercial, Finance, Product Line Leadership, Operations, and Legal on pricing governance and contracting standard procedures.

• Maintain controlled procedures, reporting guidelines, calendars, data definitions, job aids, training materials, and version history.

• Lead onboarding and ongoing education for Salesforce, forecasting, reporting, territory planning, compensation administration, and commercial standard practices.

• Safeguard sensitive commercial information through role-based access, controlled distribution, approvals, and separation of responsibilities.

• Measure user adoption, identify issues, phase out outdated reports and processes, and standardize before automation.

⛳️ Requirements

• A minimum of five years of progressive sales operations leadership experience, with accountability for a Sales Operations function or significant Sales Operations disciplines.

• Proven Inside Sales management experience, including direct oversight of customer-facing sellers and the development of repeatable selling, coaching, and performance-management processes.

• Strong experience in Salesforce administration and governance, covering CRM design, data quality, reporting, dashboards, workflow adoption, and user enablement.

• Experience in territory and quota planning, pipeline and forecast management, bookings reporting, compensation analysis, KPI governance, and executive reporting.

• Advanced analytical skills to translate complex commercial data into clear operational insights and actionable strategies.

• Cross-functional experience collaborating with Sales, Marketing, Finance, Operations, Product Management or Product Line Leadership, Service, and Legal.

• Excellent business judgment, financial acumen, written communication skills, process design abilities, project leadership, and change management capabilities.

• Bachelor’s degree in business, finance, analytics, operations, marketing, or a related field—or equivalent relevant experience.

• Preferred: leadership experience in industrial manufacturing, capital equipment, engineered products, medical-device manufacturing, or another complex B2B commercial setting.

• Preferred: familiarity with Dun & Bradstreet and target-account development, segmentation, or ABM support.

• Preferred: experience in building pricing governance, contract-management workflows, commercial data architecture, or NPI launch reporting.

• Preferred: working knowledge of Lean, Kaizen, Toyota Kata, PDCA, or similar continuous-improvement methodologies.

• Preferred: experience managing distributed or remote teams across multiple facilities, product lines, or geographic areas.

• Must be able to meet applicable pre-employment screening requirements, which may include drug screening, reference checks, employment verifications, background screening, and/or skills assessments.

🏝️ Benefits

• Highly competitive compensation that reflects experience.

• Reasonable accommodations provided during the interview process.

• Equal opportunity employment practices.

• Pre-employment screening may consist of drug screening, reference checks, employment verifications, background screening, and/or skills assessments.