Director of Sales Operations

Role Summary

The Director of Sales Operations plays a critical role in elevating how the sales organization operates and supporting ongoing Go-To-Market transformation. This role partners closely with Sales and GTM leadership to translate selling strategy into scalable execution through strong operating models, clear performance management, and actionable insights. The Director owns sales forecasting, pipeline visibility, and operating cadences, and ensures incentives, coverage, and execution are aligned to revenue priorities. Success in this role requires a balance of strategic thinking, operational rigor, and the ability to drive change across teams.

Key Responsibilities

• Lead sales operations transformation to modernize and elevate sales execution, ensuring processes, tools, and operating rhythms support the company’s selling strategy and growth objectives.
• Own sales performance management, including forecasting, pipeline health, and sales operating cadences, to drive visibility, accountability, and predictable execution.
• Translate selling strategy into execution, partnering with Sales and GTM leaders to align coverage models, quotas, capacity, and incentives to revenue goals.
• Deliver actionable sales insights that inform leadership decisions, highlight performance drivers, and guide continuous improvement.
• Improve sales productivity and execution quality by identifying friction in the sales motion and driving improvements in prospecting, conversion, and activity efficiency.
• Align incentives to strategy, overseeing sales commission programs to reinforce desired behaviors while maintaining cost discipline and operational simplicity.
• Serve as a strategic GTM partner, collaborating cross-functionally with Marketing, Customer Success, Finance, RevOps, Enablement, and Technology to enable end-to-end sales execution.

Qualifications

• 8+ years of experience in Sales Operations, Revenue Operations, or related GTM operations roles, with 3+ years in a leadership position building and developing high-performing teams.
• Proven experience leading sales operations transformation in a scaling or evolving GTM organization. Experience in a high velocity SMB business and/or Field Services Industry a plus.
• Strong background in sales forecasting, pipeline management, quota setting, and sales planning.
• Experience designing, managing, or governing sales compensation and commission programs.
• Demonstrated ability to partner with senior Sales leadership and influence across functions.
• Experience operating in a data-driven environment and translating analytics into executive-level insights.
• Bachelor’s degree required; MBA or advanced degree preferred.

Benefits and Perks

• Flexibility to work where/how you want within your country of employment – in-office, remote, or hybrid
• Continued investment in your professional development
• Day 1 robust health and wellness benefits, including an annual wellness stipend
• 401k with up to a 4% match and immediate vesting
• Flexible and generous (FTO) time-off
• Employee Stock Purchase Program