Senior Director of Sales Operations

Overview

ExecuSource is seeking a Sales Operations Leader to build and scale the operational infrastructure that supports a fast-growing, PE-backed national sales organization. This is a highly strategic and hands-on leadership role responsible for driving forecasting accuracy, pipeline visibility, sales process optimization, CRM ownership, compensation administration, and cross-functional alignment. The ideal candidate has extensive experience building or transforming Sales Operations functions and thrives in a fast-paced, growth-oriented environment.

Responsibilities

• Own and optimize the end-to-end sales process from lead generation through bookings, renewals, and account expansion
• Develop and manage forecasting methodologies across hardware, software, services, renewals, and managed services revenue streams
• Establish standardized sales operating rhythms including pipeline reviews, forecast calls, QBRs, and account planning processes
• Partner with or oversee Deal Desk operations including pricing approvals, exception management, quoting governance, and quote-to-cash processes
• Monitor and improve key sales metrics including pipeline coverage, conversion rates, sales cycle length, attach rates, and forecast accuracy
• Build pricing and profitability frameworks related to ASP, gross margin, discounting, services margin, and overall deal profitability
• Manage vendor and OEM program operations including certifications, MDF tracking, SPIFs, deal registrations, rebate submissions, and compliance reporting
• Design and administer territory structures, account assignments, quota planning, headcount modeling, and sales capacity planning
• Support sales compensation plan design, commission administration, and compensation crediting rules
• Own CRM and sales technology platforms including workflows, dashboards, reporting, integrations, and data governance
• Develop executive-level reporting and analytics related to bookings, pipeline health, forecasting, renewals, margins, win/loss analysis, and services attachment
• Collaborate closely with Finance, Procurement, Delivery, and Sales leadership to ensure operational alignment and scalability
• Identify process improvements that increase seller productivity, reduce administrative burden, and improve operational efficiency

Qualifications

• 10+ years of Sales Operations or Revenue Operations experience
• 5+ years of leadership experience managing teams and cross-functional initiatives
• Proven success building, scaling, or transforming Sales Operations functions within distributed or multi-location sales organizations
• Strong expertise in forecasting, pipeline management, territory planning, quota design, compensation administration, deal desk governance, and quote-to-cash operations
• Hands-on experience with CRM platforms such as Salesforce, Microsoft Dynamics, HubSpot, or similar systems
• Strong analytical and reporting skills with experience building executive dashboards and business intelligence reporting
• Ability to influence senior leadership and drive alignment across multiple business functions
• Experience supporting CRM, CPQ, ERP, and sales technology ecosystems
• Experience in PE-backed, sponsor-owned, or high-growth organizations preferred
• Industry experience within wireless, telecom, security, technology distribution, IT services, or related sectors preferred
• Experience supporting channel sales, distribution models, or field-based sales organizations preferred