Director of Sales Operations

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

📋 Description

• Take complete ownership of the go-to-market technology stack from start to finish, beginning with HubSpot as the primary data source and extending through tools for prospecting, forecasting, enablement, and analytics.

• Conduct weekly, monthly, and quarterly forecast meetings, transforming a chaotic pipeline into a reliable figure that can be presented to the board by the CRO and CEO.

• Create territories, quotas, and compensation plans that effectively encourage desired behaviors, and revise them based on data insights when necessary.

• Develop the reporting framework that provides leadership with clear visibility into critical metrics, including pipeline coverage, stage conversion rates, segment win rates, and individual rep performance against their ramp-up period.

• Implement the sales process to ensure that every deal leaves a clear evidence trail, and lead the deal reviews where this evidence is rigorously examined.

• Collaborate with marketing on lead management, attribution, and the handoff of the pipeline, ensuring that both teams are working from the same dataset rather than relying on subjective perceptions.

• Oversee the RevOps roadmap and gradually build and lead a small team beneath you.

⛳️ Requirements

• You have experience managing sales operations in a Series B through D B2B software company, preferably one that expanded from a few enterprise representatives to dozens.

• You possess fluency in HubSpot or Salesforce, capable of handling workflows, custom objects, and reporting, and you understand when to implement solutions directly in the CRM versus transferring data to a data warehouse.

• You can write SQL proficiently enough to independently resolve your queries without needing to rely on the data team.

• You have strong opinions on forecasting methodologies and can articulate the benefits and drawbacks of weighted pipeline, commit and best-case rollups, and bottoms-up rep forecasts.

• You have crafted compensation plans that have proven effective on an actual sales floor.

• You have experience in a smaller startup environment, or you are genuinely enthusiastic about contributing to the growth of an exceptional one.

• Extra credit if:

• You have supported an enterprise security or infrastructure sales team and understand the dynamics of six- and seven-figure deals with extended procurement cycles.

• You have managed RevOps during a pricing model transition, a segment expansion, or the introduction of a channel strategy.

• You have successfully integrated a CPQ, a data enrichment tool, or a conversation intelligence platform into a functioning stack without disrupting other systems.

🏝️ Benefits

• Flexible work arrangements

• Professional development opportunities