Director, Sales Operations

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

📋 Description

• Develop and oversee the commercial operational framework for USGBC/GBCI

• Provide global leadership in sales operations, commercial processes, systems, analytics, and sales enablement

• Create scalable sales processes, data governance, forecasting frameworks, performance reporting, and enablement resources

• Direct the Sales Operations team, including the Sales Operations Analyst and Sales Enablement Lead

• Recruit or cultivate talent, mentor and evaluate staff, manage workloads, and prioritize operational initiatives

• Standardize commercial processes, reporting frameworks, and operational standards across various regions

• Design sales territories, account hierarchies, segmentation, assignment frameworks, lead routing, regional transitions, partner attribution, and joint-pursuit guidelines

• Suggest and manage quota and KPI distributions

• Define opportunity stages, pipeline reviews, commercial transitions, and forecasting processes

• Consolidate forecasts and align commercial plans with market development leadership and Finance

• Own definitions of commercial data, data quality standards, reporting priorities, and the Salesforce improvement backlog

• Supervise business requirements, testing, and adoption initiatives while coordinating technical delivery with the Technology team

• Lead sales enablement initiatives, including onboarding, playbooks, learning materials, tools, and process adoption

• Create and execute scalable global sales enablement programs

• Collaborate with Marketing and Communications on campaign setup, audience segmentation, lead routing, and ROI analysis

• Work with Product, Client Solutions, Finance, Legal, HR, and Technology on commercial processes and operational priorities

• Track process adoption, commercial performance, customer and partner data, costs, and capacity

• Establish comprehensive global sales operations reporting and performance metrics

• Deliver accurate and timely reports to commercial leaders

• Identify and spearhead operational enhancements, standard operating protocols, and change-management practices

• Manage team performance, operational priorities, review cadence, data standards, and enablement needs

• Recommend territory planning, quota and KPI frameworks, staffing, system investments, incentive reporting processes, and operational enhancements

• Escalate unresolved process challenges, capacity conflicts, attribution disputes, system risks, and proposed operational modifications

⛳️ Requirements

• At least 10 years of progressively responsible experience in sales operations, revenue operations, commercial operations, or related B2B commercial roles

• A minimum of 5 years with significant responsibility for sales processes, forecasting, commercial analytics, or business systems

• At least 3 years of direct experience in people management

• Proven success in establishing, scaling, or significantly transforming a sales or revenue operations function

• Expertise in pipeline governance, forecasting methodologies, account coverage, partner attribution, and commercial performance analysis in a complex B2B context

• Experience in translating commercial needs into Salesforce business requirements and managing enhancements with technical teams

• Familiarity with employee development, resource management, resolution of commercial conflicts, and maintenance of auditable reporting

• Experience in supporting sales operations across diverse geographic regions or international markets

• Proven track record in standardizing commercial processes, forecasting strategies, and performance reporting for geographically dispersed teams

• Experience in leading cross-functional initiatives and managing operational changes within a complex, matrixed organization

• Background in leading global sales or revenue operations functions supporting multiple business units, regions, or commercial models

• Experience in creating sales operations frameworks, reporting dashboards, or CRM governance practices from scratch

• A bachelor's degree in business administration, finance, economics, marketing, business analytics, operations management, or a related field is required

• Advanced proficiency with Salesforce or a comparable CRM platform

• Advanced skills in Microsoft Excel, including data analysis, pivot tables, forecasting models, and performance reporting

• Familiarity with business intelligence and data visualization tools such as Microsoft Power BI, Tableau, or similar platforms

• Proficiency in Microsoft 365 applications, including PowerPoint, Word, Outlook, Teams, and SharePoint, or similar tools

• Experience utilizing sales reporting, forecasting, and performance management systems

• Ability to define business system requirements, support user acceptance testing, and collaborate with technology teams on CRM upgrades, integrations, and process automation

• Strong change leadership, cross-functional influence, prioritization, analytical judgment, and executive communication skills

• Capability to lead, develop, and mentor employees while managing performance and competing priorities

• Exceptional analytical and problem-solving abilities

• Excellent communication, stakeholder management, and relationship-building skills

• Strong strategic planning, project management, and organizational capabilities

• Ability to balance standardized global processes with regional business requirements and market dynamics

• High business acumen, financial literacy, and keen attention to detail

• Commitment to the missions of USGBC and GBCI and a passion for advancing sustainability in the built environment

• Professional certifications in Salesforce, revenue operations, business analytics, project management, or change management are preferred

• LEED Green Associate or LEED AP credential is preferred

• Availability to work Monday to Friday, 9:00 AM to 5:30 PM in the candidate's time zone

• Flexibility to coordinate meetings across various international time zones

• Willingness to travel for domestic or international team meetings, customer and partner engagements, and organizational events as needed

🏝️ Benefits

• Competitive salary

• 401(k) plan with employer matching contributions

• Reimbursement for professional development

• Healthcare coverage through Cigna, including medical, dental, vision, and prescription drug benefits

• Employer-funded healthcare premiums

• Health Reimbursement Arrangement (HRA) to assist with in-network medical deductibles

• 12 paid holidays annually

• 9 paid personal sick days

• 2 to 3 weeks of paid time off based on career level

• Operations closed for a full week during the Christmas and New Year’s period

• 6 weeks of paid renewal leave after 7 years of continuous service

• A purpose-driven and inclusive workplace culture

• Opportunities for career advancement and ownership of meaningful projects

• Chance to make a tangible impact on global sustainability initiatives