Director, Sales Operations

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

📋 Description

• Take ownership of how revenue is forecasted, assessed, and managed throughout the entire commercial engine.

• Report directly to the CRO and synchronize Sales and Revenue Operations with Sales, Marketing, Finance, Customer Success, and executive leadership.

• Redesign the sales infrastructure and convert commercial priorities into repeatable processes, reliable data, and a clear operational rhythm.

• Direct annual go-to-market bottom-up forecasting across all revenue streams.

• Manage forecasting methodologies for new business, renewals, and expansion revenue.

• Conduct weekly forecast reviews and provide executives with insights into forecast accuracy, risks, opportunities, and pipeline health.

• Lead territory design, quota planning, and sales capacity planning efforts.

• Align sales forecasts with Finance, board reporting requirements, and investor expectations.

• Create and maintain dashboards for monitoring pipeline performance, forecast attainment, sales productivity, and overall commercial health.

• Define and track sales performance metrics and provide actionable analyses.

• Assess the effectiveness and ROI of sales initiatives, programs, and investments.

• Oversee pricing approvals, deal desk processes, CPQ operations, and channel MDF programs.

• Assist with sales compensation planning, modeling, administration, and program effectiveness.

• Establish scalable quote-to-close processes while ensuring data integrity and operational consistency.

• Manage administration and optimization of Salesforce, CPQ, Salesloft, ZoomInfo, and other relevant revenue technology platforms.

• Enhance system integrations, workflow automation, reporting capabilities, and user adoption.

• Streamline sales processes and minimize operational friction throughout the revenue lifecycle.

• Collaborate with Marketing on lead quality, pipeline generation, funnel performance, and shared metrics.

• Work with Customer Success, Finance, and executive leadership to align priorities and drive performance.

• Support mergers, acquisitions, and business transformation initiatives, including systems integration, reporting, compensation, and process harmonization.

• Establish a disciplined operational cadence across the organization.

• Lead, mentor, and develop a high-performing Revenue Operations team.

• Create scalable processes, tools, and operating models that facilitate growth without unnecessary increases in headcount.

• Promote accountability, continuous improvement, and customer-focused execution.

⛳️ Requirements

• Over 8 years of experience in Revenue Operations, Sales Operations, or Commercial Operations within software, SaaS, or subscription-based businesses.

• More than 3 years of experience in people leadership, including building and developing high-performing operations teams.

• Proven ownership of forecasting, planning, analytics, sales systems, territory design, compensation support, and executive reporting.

• Extensive experience in supporting direct sales, channel and distribution partnerships, enterprise sales, renewals, and expansion initiatives.

• Advanced knowledge of Salesforce and CPQ.

• Familiarity with Salesloft, ZoomInfo, NetSuite or similar ERP systems, and Adaptive or Anaplan.

• High proficiency in Excel.

• Practical experience with SQL and business intelligence tools like Tableau, Looker, or Power BI.

• Experience in developing forecasting methodologies that meet the scrutiny of executives, boards, and financial stakeholders.

• Strong business acumen connecting operational metrics to commercial outcomes and revenue performance.

• Excellent communication and stakeholder management skills, particularly with senior executives.

• Ability to thrive in a fast-paced, dynamic, and highly accountable business environment.

• Experience in a private equity-backed software company is preferred.

• Experience in supporting board reporting, value creation initiatives, carveouts, business transformations, or integration efforts is an advantage.

• Familiarity with pricing strategy, channel program management, MDF governance, or deal desk leadership.

• Experience assisting with M&A diligence and post-acquisition Revenue Operations integration.

🏝️ Benefits

• Fully remote work environment.

• Autonomy to make a significant impact.

• Opportunity to partner directly with executive leadership.

• Ability to influence strategic business decisions.

• Chance to build and optimize a modern Revenue Operations function across multiple global brands.

• Collaborative and high-impact team environment.

• Opportunity to contribute to scaling growth, operational excellence, and customer success.