Director Sales Operations

Gabriel & Co. is a vertically integrated, New York-based approachable luxury jewelry brand with. We design, manufacture, and distribute fine jewelry to independent retailers and department stores in North America, while also expanding our direct-to-consumer and digital capabilities.

Role Overview

The Director of Sales Operations is a strategic leader responsible for shaping the long‑term infrastructure, operating model, and data ecosystem that drive Gabriel & Co.’s sales performance. This role serves as a critical partner to Sales, Finance, Marketing, Customer Service, and Digital—ensuring the organization operates with clarity, alignment, and a unified commercial strategy.

The ideal candidate brings an enterprise‑wide mindset, enabling the sales organization to scale efficiently through proactive planning, optimized processes, and a modern sales‑tech stack.

Key Responsibilities

Sales Infrastructure & Process Excellence

• Architect and standardize end‑to‑end sales processes to support a scalable, high‑performing commercial engine.
• Redesign critical workflows across order flow, fulfillment, trade shows, reorder programs, and clientelling.
• Create enterprise‑grade SOPs that drive consistency, compliance, and operational excellence across all regions.
• Partner strategically with Finance to build robust sales forecasts, multi‑year revenue plans, and regional performance strategies.
• Elevate visibility into revenue, margins, and product‑level profitability through advanced reporting frameworks.
• Establish and govern the company’s sales reporting cadence, including executive‑ready performance dashboards and pipeline analytics.
• Serve as executive owner of the sales technology roadmap—aligning IT, Digital, and Sales toward a unified platform vision.
• Drive CRM adoption by developing a data‑driven culture and ensuring high‑quality, actionable insights.
• Integrate AI‑enabled tools and automation to enhance productivity, decision‑making, and cross‑channel visibility (B2B, B2C, digital).
• Partner with Finance to design strategic incentive programs that reinforce company‑wide revenue, margin, and growth priorities.
• Oversee the automation and governance of commission frameworks to ensure transparency, accuracy, and effectiveness.
• Align compensation programs with long‑term commercial objectives and evolving business dynamics.

Field Enablement & Training

• Develop a modern enablement strategy that equips Regional Sales Managers with insights, playbooks, and tools to accelerate account growth.
• Introduce structured training programs in partnership with HR (L&D) to enhance consultative selling, segmentation, and strategic account planning.
• Ensure the field is supported with clear best practices and consistent standards of excellence.

Leadership & Accountability

• Negotiate contracts with vendors to support scalable, compliant, and cost-effective sales operations.
• Partner with legal counsel to ensure company intellectual property is protected across all vendor, partner, and customer agreements.
• Lead and develop a high‑performing Sales Operations team, fostering a culture of analytical rigor, collaboration, and innovation.
• Define organizational design, workflows, and operating principles for a next‑generation Sales Operations function.
• Serve as a key stakeholder in shaping the organization’s commercial evolution as Gabriel & Co. continues to scale.

Qualifications

• 8–12+ years of leadership experience in Sales Operations, Revenue Operations, or related commercial strategy roles.
• Background in wholesale, retail, luxury, or consumer goods industries preferred.
• Demonstrated success in building scalable sales operations capabilities within growth‑oriented companies.
• Strong analytical and financial acumen, including forecasting, profitability modeling, and executive reporting.
• Experience leading CRM implementations, sales technology modernization, and data governance initiatives.
• Exceptional cross‑functional leadership with the ability to influence senior stakeholders and drive organization‑wide alignment.

Preferred

• Experience within jewelry, fashion, or beauty categories.
• Prior support of field‑based or regional sales teams.

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