Director of Sales Operations

Director, Sales Operations

Location: Montreal, Canada or Pittsburgh, USA

Excelitas is a leading provider of advanced, life-enriching technologies that make a difference, serving global market leaders in the life sciences, advanced industrial, next-generation semiconductor and avionics end markets.

The Director, Sales Operations is responsible for designing, optimizing, and governing the systems, processes, and performance insights that enable effective execution across the go to market engine, including Sales, Customer Service, Marketing, Product Management, and Commercial Operations.

Building on a strong foundation in Sales and Revenue Operations, this role ensures data integrity, forecasting reliability, and actionable insights that support revenue growth, pricing effectiveness, and customer satisfaction. The Director leads the Global Sales Operations team, builds and scales sales enablement, and partners closely with IT to support both strategic priorities and day to day commercial execution.

Go to Market Operations & Governance

• Own and continuously improve go to market processes, systems, and operating standards.
• Maintain governance for CRM usage, data quality, KPI definitions, and reporting consistency.
• Identify operational gaps, risks, and inefficiencies across the revenue funnel and drive corrective action.

Sales Performance, Analytics & Insights

• Own funnel measurement accuracy, pipeline health, win/loss analysis, and forecast reliability.
• Translate complex data into actionable recommendations that improve execution and outcomes.
• Deliver clear, decision ready dashboards and performance insights to senior leadership.

Systems, Tools & Sales Enablement

• Partner with IT to drive Salesforce and related system enhancements, automation, and usability.
• Lead and develop a global sales enablement function responsible for platform adoption, training, and user support.
• Ensure systems and workflows support scalable, disciplined execution across regions.

Forecasting, Planning & Commercial Support

• Partner with Sales and Finance to support forecasting, planning, and performance measurement (including the use of Anaplan).
• Support Annual Strategic Plan and Operating Plan tracking, Sales Incentive Program measurement, and pricing insights.
• Collaborate with Marketing to improve lead generation, management, targeting, and campaign effectiveness.

Requirements

• Bachelor’s degree in Business Administration, Finance, Information Systems, or a related field
• Seven (7+) years of experience in Go to Market, Revenue, Sales, or Commercial Operations
• Strong background in sales analytics, forecasting, CRM governance, and performance reporting
• Proven experience leading operations and/or enablement teams in a global or multi regional environment
• Salesforce experience required; Anaplan and BI tools (e.g., Power BI, SAP Business Objects) preferred
• Experience with AI to manage large data sets and convert to meaningful business insights and information
• Experience with 80/20 methodology a plus
• Ability to translate complex data into clear, executive level insights
• Strong communication, influencing, and problem solving skills