Director, Sales Operations

Accountabilities

• • Lead and develop the Sales Operations team, establishing clear priorities, expectations, accountability, and opportunities for professional growth while fostering a responsive, analytical, commercially focused culture.
  • Partner closely with Sales and Business Development leaders to assess business priorities, diagnose performance, identify risks and opportunities, and translate insights into practical actions.
  • Own and maintain comprehensive funnel visibility across pipeline generation, Sales Accepted pipeline, stage progression, conversion, cycle time, push-outs, productivity, and attainment.
  • Establish recurring operating rhythms that enable leadership teams to evaluate performance, make informed decisions, and maintain accountability against business commitments.
  • Support sales forecasting and forecast readiness in collaboration with Sales leadership, Finance, and Revenue Operations leadership.
  • Lead territory planning and account assignment activities, balancing business priorities, market coverage, capacity, segmentation, and representative ramp time.
  • Partner on capacity, quota, productivity, and attainment modeling, translating analytical outputs into clear planning and resource-allocation recommendations.
  • Support annual and in-year planning by connecting headcount, 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 well-defined process, reporting, enablement, or systems improvements with clear ownership, timelines, adoption strategies, and success measures.
  • Collaborate with Sales Enablement, Business Applications, Marketing, Customer Success, and Finance to improve handoffs and remove friction throughout the sales cycle.
  • Use Salesforce and related platforms to enable informed business decisions, while partnering with technology teams on system enhancements, process improvements, and data quality.
  • Identify trends, performance gaps, whitespace opportunities, and operational risks across segments, sales motions, tenure, teams, and individual contributors, distinguishing meaningful signals from isolated data points.
  • Drive initiatives from initial diagnosis through stakeholder alignment, communication, enablement, adoption, measurement, and continuous improvement.
  • Communicate recommendations, risks, tradeoffs, and performance insights clearly through leadership meetings, written updates, executive presentations, and operating reviews.

  Requirements

  • 10+ years of experience in Sales Operations, Revenue Operations, Business Operations, or a closely related discipline within SaaS or another subscription-based business environment.
  • Demonstrated experience leading Sales Operations for a B2B sales organization, including meaningful partnership with Business Development, SDR, or BDR teams.
  • Proven expertise in sales forecasting, pipeline analytics, territory and account planning, annual planning, capacity analysis, and sales productivity.
  • Previous experience managing, coaching, and developing a team of Sales Operations professionals.
  • Strong working knowledge of Salesforce and experience collaborating with business systems or technology teams on process improvements, system changes, and data quality.
  • Ability to translate complex analysis into practical recommendations and lead cross-functional initiatives through implementation, adoption, and measurable results.
  • Strong understanding of the relationship between activity, pipeline, conversion, capacity, bookings, and revenue, with the ability to communicate these connections to diverse stakeholders.
  • Excellent analytical, critical-thinking, problem-solving, and business judgment skills, with the ability to balance detailed data analysis against broader commercial objectives.
  • Strong communication and stakeholder-management abilities, including the confidence to challenge assumptions, communicate tradeoffs, and build alignment across senior teams.
  • Demonstrated ability to operate independently and make sound recommendations without waiting for perfect information or detailed executive direction.
  • Experience leading organizational or process change from diagnosis through adoption, including communication, enablement, measurement, and iteration.
  • Ability to prioritize competing demands, surface risks early, maintain accountability, and lead effectively through ambiguity and changing priorities.
  • Experience working effectively with distributed teams in a fast-moving, high-growth environment.
  • Bachelor’s degree in business, analytics, finance, or a related field, or equivalent professional experience.
  • Preferred: Experience scaling a go-to-market organization, integrating teams or systems, or evolving a sales model.
  • Preferred: Exposure to commissions, sales enablement, deal desk, ordering, or quote-to-contract processes.
  • Preferred: Experience leveraging automation, AI, or business intelligence tools to reduce manual work and improve decision-making.
  • Preferred: Experience supporting mid-market and enterprise sales motions or multiple selling models with different capacity and productivity dynamics.

  Benefits

  • Base salary range of $189,000–$210,000 USD, depending on role level, location, skills, experience, education, and other relevant factors.
  • Competitive overall compensation package including stock options.
  • Variable pay, bonuses, and other cash compensation may be discussed during the interview process.
  • Remote-first work environment with a distributed team across the United States and Ontario, Canada.
  • Flexible work schedule with collaboration expected during core working hours.
  • Comprehensive benefits, including a retirement plan with company match.
  • Unlimited paid time off.
  • Opportunity to make a meaningful impact within a dynamic, growing organization.
  • Collaborative environment with opportunities to work alongside experienced professionals across Sales, Business Development, Finance, Marketing, Customer Success, and other functions.