Job Role Definition & Responsibilities

Department: Revenue Operations | Reports To: VP of Sales / CRO

Role Summary

The Sales Operations Director is a strategic and analytical role responsible for the operational backbone of the sales organization. This individual ensures that the sales team has the data, processes, systems, and compensation frameworks needed to perform effectively. They serve as a key partner across Sales, Finance, and Leadership — translating data into insights that drive revenue growth and operational excellence.

Position Details

Employment Type: Full-Time

Work Location: Bay Area Hybrid / 1-2 days in office in Sunnyvale, CA

Travel Required: Minimal (<10%)

Direct Reports: BDR Team

Cross-Functional: Finance, Marketing, CS

Core Responsibilities

Sales Metrics Reporting & Analytics
Own the design and delivery of sales performance dashboards and reports
Track key metrics such as pipeline health, win rates, deal size, sales cycle, and quota attainment
Analyze performance trends and provide insights to leadership
Standardize reporting definitions across teams
Improve reporting automation and data accessibility
Support ad hoc analysis requests from Sales and Finance leadership
BDR (Business Development Representative) Management
Manage, coach, and develop a team of BDRs
Define and track performance metrics across outreach and pipeline generation
Conduct regular performance reviews and team meetings
Develop BDR playbooks including outreach strategies and handoff processes
Partner with Marketing on targeting, campaign follow-up, and lead routing
Support onboarding and ramp programs for new hires
Monitor activity within CRM and sales engagement platforms
Sales Compensation & Finance Coordination
Support the design and administration of sales compensation plans
Coordinate commission calculations and payouts with Finance
Act as a point of contact for compensation-related questions
Maintain documentation of compensation structures
Analyze and model potential compensation plan changes
Support tools such as Spiff, CaptivateIQ, or similar platforms
Sales Reporting & Business Reviews
Prepare recurring sales reports and business reviews for leadership
Maintain CRM data quality through governance and process improvements
Develop performance scorecards and reporting frameworks
Support ongoing improvements to sales processes and systems
Revenue Forecasting
Support the sales forecasting process in partnership with Sales Leadership
Build and maintain forecasting models using historical and pipeline data
Identify potential risks and opportunities in revenue projections
Partner with Finance to align forecasts with company planning
Contribute to annual planning activities such as quota setting and territory design

Key Performance Indicators

Forecast accuracy and consistency
Pipeline generation and coverage health
Data quality and reporting reliability
Timeliness of reporting and analysis
Sales team performance against targets

Required Qualifications

3–6 years of experience in Sales Operations, Revenue Operations, or similar role
Experience supporting or managing BDR/SDR teams
Familiarity with sales compensation processes
Strong CRM experience, particularly HubSpot
Advanced Excel / Google Sheets skills
Experience with BI tools (Tableau, Looker, Power BI) preferred
Experience with sales engagement platforms such as Outreach, Salesloft, or Apollo
Strong analytical, organizational, and communication skills

Preferred Qualifications

Experience with compensation management tools (Spiff, CaptivateIQ, Xactly)
Background in SaaS or B2B technology environments
Familiarity with forecasting and pipeline analysis
Exposure to sales planning processes
Bachelor’s degree in Business, Finance, Economics, or related field

Core Competencies

Analytical rigor
Process ownership
Cross-functional collaboration
Financial acumen
Execution and reliability

Compensation: Base Salary $160K to $180K - OTE $220K Per Year.

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