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.

• Lead the Sales Operations function and establish the strategy, priorities, and operating model needed to support Sales and Business Development performance.
• Partner closely with Sales and BDR leadership to understand business priorities, diagnose performance, and translate data-driven insights into practical actions.
• Develop and maintain a comprehensive view of the sales funnel, including pipeline generation, Sales Accepted pipeline, stage progression, conversion rates, sales cycle times, push-outs, productivity, and attainment.
• Identify trends, risks, whitespace opportunities, and performance gaps across segments, sales motions, tenure groups, teams, and individual representatives.
• Establish recurring operating rhythms that enable leaders to inspect performance, make informed decisions, and maintain accountability against commitments.
• Own key elements of sales forecasting and forecast readiness in partnership with Sales leadership, Finance, and Revenue Operations leadership.
• Lead territory planning and account assignment processes, ensuring coverage decisions align with business priorities, capacity, segment strategy, and representative ramp.
• Partner on capacity, quota, productivity, and attainment modeling, translating analytical outputs into clear and actionable planning recommendations.
• Support annual and in-year planning by connecting headcount, territory 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 clearly defined process, reporting, enablement, or systems improvements with accountable owners, timelines, adoption plans, and measurable success criteria.
• Collaborate with Sales Enablement, Business Applications, Marketing, Customer Success, and Finance to improve handoffs and eliminate friction throughout the sales process.
• Leverage Salesforce and related systems to enable business performance, partnering with business systems teams on process improvements, system changes, and data quality.
• Lead, coach, and develop the Sales Operations team, establishing clear expectations and connecting individual responsibilities to organizational priorities.
• Build a responsive, commercially focused, analytical, and trusted team culture.
• Prioritize team initiatives transparently, balancing immediate execution needs with longer-term capability building and communicating tradeoffs as priorities evolve.

• 10+ years of experience in Sales Operations, Revenue Operations, Business Operations, or a closely related function within SaaS or another subscription-based business.
• Proven experience leading Sales Operations for a B2B sales organization, including substantial partnership with Business Development, SDR, or BDR teams.
• Demonstrated expertise in sales forecasting, pipeline analytics, territory and account planning, annual planning, capacity modeling, and sales productivity analysis.
• Experience managing, coaching, and developing Sales Operations professionals.
• Strong working knowledge of Salesforce and experience partnering with business systems or technology teams to improve processes, systems, and data quality.
• Demonstrated ability to translate complex analysis into clear recommendations and lead cross-functional initiatives through implementation, adoption, measurement, and iteration.
• Strong understanding of the relationship between sales activity, pipeline, conversion, capacity, bookings, and revenue, with the ability to communicate these connections to diverse stakeholders.
• Highly analytical and pragmatic, with the ability to go deep into data while maintaining perspective on business context, sample size, operational realities, and the decision at hand.
• Strong change-management skills and the ability to move initiatives from initial diagnosis through stakeholder alignment, communication, enablement, adoption, and continuous improvement.
• Excellent written and verbal communication skills, including the ability to create executive-level recommendations, operating updates, and performance readouts.
• Strong relationship-building skills and the ability to earn trust through curiosity, sound judgment, responsiveness, and consistent follow-through.
• Accountable leadership style with high standards, appropriate autonomy, and a proactive approach to surfacing risks and resolving challenges.
• Ability to operate effectively in a fast-moving, high-growth environment characterized by ambiguity, distributed teams, evolving priorities, and limited certainty.
• Bachelor’s degree in Business, Analy