Director, Sales Operations

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Director, Sales Operations based in United States.

This is a strategic leadership opportunity for an experienced Sales or Revenue Operations professional to drive sales productivity, effectiveness, and predictability in a high-growth environment.

You will lead the Sales Operations function while serving as a trusted operating partner to Sales and Business Development leadership.

The role combines analytical depth with practical execution, turning complex business data into clear recommendations and measurable actions.

You will influence forecasting, pipeline performance, territory planning, capacity modeling, and sales productivity across the go-to-market organization.

You will also lead cross-functional initiatives that streamline processes, improve systems, and strengthen collaboration across the selling journey.

With significant autonomy and visibility, you will help shape operating rhythms and build scalable capabilities as the organization grows.

This role is ideal for a commercially minded leader who thrives in ambiguity, builds strong partnerships, and turns insight into lasting business impact.

Accountabilities

• Lead and develop the Sales Operations team, establishing clear priorities, expectations, accountability, and opportunities for professional growth while fostering a responsive, analytical, commercially focused culture.
• Partner closely with Sales and Business Development leaders to assess business priorities, diagnose performance, identify risks and opportunities, and translate insights into practical actions.
• Own and maintain comprehensive funnel visibility across pipeline generation, Sales Accepted pipeline, stage progression, conversion, cycle time, push-outs, productivity, and attainment.
• Establish recurring operating rhythms that enable leadership teams to evaluate performance, make informed decisions, and maintain accountability against business commitments.
• Support sales forecasting and forecast readiness in collaboration with Sales leadership, Finance, and Revenue Operations leadership.
• Lead territory planning and account assignment activities, balancing business priorities, market coverage, capacity, segmentation, and representative ramp time.
• Partner on capacity, quota, productivity, and attainment modeling, translating analytical outputs into clear planning and resource-allocation recommendations.
• Support annual and in-year planning by connecting headcount, coverage, pipeline creation, conversion, bookings, and revenue outcomes.
• Lead cross-functional initiatives designed to improve Sales and BDR productivity, effectiveness, and speed while avoiding unnecessary process complexity.
• Translate business challenges into well-defined process, reporting, enablement, or systems improvements with clear ownership, timelines, adoption strategies, and success measures.
• Collaborate with Sales Enablement, Business Applications, Marketing, Customer Success, and Finance to improve handoffs and remove friction throughout the sales cycle.
• Use Salesforce and related platforms to enable informed business decisions, while partnering with technology teams on system enhancements, process improvements, and data quality.
• Identify trends, performance gaps, whitespace opportunities, and operational risks across segments, sales motions, tenure, teams, and individual contributors, distinguishing meaningful signals from isolated data points.
• Drive initiatives from initial diagnosis through stakeholder alignment, communication, enablement, adoption, measurement, and continuous improvement.
• Communicate recommendations, risks, tradeoffs, and performance insights clearly through leadership meetings, written updates, executive presentations, and operating reviews.

Requirements

• 10+ years of experience in Sales Operations, Revenue Operations, Business Operations, or a closely related discipline within SaaS or another subscription-based business environment.
• Demonstrated experience leading Sales Operations for a B2B sales organization, including meaningful partnership with Business Development, SDR, or BDR teams.
• Proven expertise in sales forecasting, pipeline analytics, territory and account planning, annual planning, capacity analysis, and sales productivity.
• Previous experience managing, coaching, and developing a team of Sales Operations professionals.
• Strong working knowledge of Salesforce and experience collaborating with business systems or technology teams on process improvements, system changes, and data quality.
• Ability to translate complex analysis into practical recommendations and lead cross-functional initiatives through implementation, adoption, and measurable results.
• Strong understanding of the relationship between activity, pipeline, conversion, capacity, bookings, and revenue, with the ability to communicate these connections to diverse stakeholders.
• Excellent analytical, critical-thinking, problem-solving, and business judgment skills, with the ability to balance detailed data analysis against broader commercial objectives.
• Strong communication and stakeholder-management abilities, including the confidence to challenge assumptions, communicate tradeoffs, and build alignment across senior teams.
• Demonstrated ability to operate independently and make sound recommendations without waiting for perfect information or detailed executive direction.
• Experience leading organizational or process change from diagnosis through adoption, including communication, enablement, measurement, and iteration.
• Ability to prioritize competing demands, surface risks early, maintain accountability, and lead effectively through ambiguity and changing priorities.
• Experience working effectively with distributed teams in a fast-moving, high-growth environment.
• Bachelor’s degree in business, analytics, finance, or a related field, or equivalent professional experience.
• Preferred: Experience scaling a go-to-market organization, integrating teams or systems, or evolving a sales model.
• Preferred: Exposure to commissions, sales enablement, deal desk, ordering, or quote-to-contract processes.
• Preferred: Experience leveraging automation, AI, or business intelligence tools to reduce manual work and improve decision-making.
• Preferred: Experience supporting mid-market and enterprise sales motions or multiple selling models with different capacity and productivity dynamics.

Benefits

• Base salary range of $189,000-$210,000 USD, depending on role level, location, skills, experience, education, and other relevant factors.
• Competitive overall compensation package including stock options.
• Variable pay, bonuses, and other cash compensation may be discussed during the interview process.
• Remote-first work environment with a distributed team across the United States and Ontario, Canada.
• Flexible work schedule with collaboration expected during core working hours.
• Comprehensive benefits, including a retirement plan with company match.
• Unlimited paid time off.
• Opportunity to make a meaningful impact within a dynamic, growing organization.
• Collaborative environment with opportunities to work alongside experienced professionals across Sales, Business Development, Finance, Marketing, Customer Success, and other functions.