Senior Director of Sales Operations

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

📋 Description

• Oversee the weekly forecasting and pipeline processes, which include roll-up mechanics, submission discipline, variance analysis against the plan, and documentation of leader commitments.

• Manage territory and quota administration comprehensively, encompassing account coverage, mid-year adjustments, annual resets, and Salesforce documentation.

• Administer sales compensation operations, which involve plan documentation, quota letters, crediting, Everstage management, dispute resolution, and ensuring monthly payout accuracy.

• Supervise the Manager of Sales Compensation Operations and actively manage the monthly payout cycle until this position is filled.

• Enhance and operationalize performance reporting that includes attainment, productivity, activity and conversion metrics, ramp status, and patch coverage.

• Transform GTM Strategy & Planning coverage plans into territories and quotas while maintaining territory plans and Salesforce records.

• Ensure CRM data discipline for opportunity hygiene, accuracy of stage and close dates, product and trial tracking, and deal record maintenance.

• Publish and oversee the operating calendar for forecasting, compensation, quota, territory, and business review timelines.

• Integrate new products and pricing models into quota management, crediting, and reporting processes.

• Build and lead the Sales Operations team, recruit the Manager of Sales Compensation Operations, and enhance team capabilities.

• Collaborate across Sales, Finance, Enablement, and People in a non-quota, internal-facing capacity.

• Generate the forecast used by the executive team and board.

⛳️ Requirements

• 10+ years of experience in sales or revenue operations within an enterprise software or data-focused organization, including a minimum of 3+ years managing territory, quota, or compensation administration for a multi-region field team.

• Proven direct ownership of a weekly forecast cadence, including roll-up mechanics, call discipline, variance analysis, and executive-level reporting.

• In-depth knowledge of compensation operations, including plan administration, crediting rules, quota retirement, and compensation systems.

• Hands-on experience with Everstage or similar incentive-comp administration; capable of independently managing a payout cycle.

• Experience in territory and quota design through at least one complete annual planning cycle, including mid-year change management.

• Proficient in Salesforce at both administrative and reporting levels; comfortable working with Omni and DealHub.

• Ability to model capacity, coverage, attainment, and quota allocation effectively.

• Excellent written communication skills.

• Comfortable presenting challenging findings to senior sales representatives and leaders.

• Experience in people management with a proven track record of coaching and developing team members.

• Familiarity with AI tools applied to revenue data.

• Preferred: background in administering coverage or territory redesign, mixed commercial and government operations, named-account coverage with integrated technical resources, usage-based or consumption pricing, and multi-region administration across the Americas, EMEA, and APAC.

🏝️ Benefits

• Company bonus

• Equity