The Director of Sales Operations is the strategic owner of the end-to-end revenue engine for an assigned commercial channel. This leader drives alignment across Marketing, Sales, Product, Business Intelligence, Enablement, and Finance to deliver predictable growth. You will oversee the operating model, forecasting, performance management metrics, systems, dashboards, and enablement programs that optimize pipeline generation, conversion, retention, and expansion.
As a senior operations leader, you will leverage analytical rigor, process optimization, and data governance to enhance commercial performance, streamline the lead-to-cash lifecycle, and accelerate revenue predictability. This role is ideal for a systems-minded, data-driven professional who thrives on driving cross-functional alignment and scalable execution.
Key Responsibilities
GTM Strategy & Revenue Planning
- Build and lead the go-to-market operating model, including segmentation, territory design, quota setting, and headcount planning for assigned channels.
- Partner with Sales, Marketing, and Finance leadership to develop forecast models, capacity frameworks, and investment business cases.
- Drive accountability through revenue cadence management (pipeline reviews, forecast calls, QBRs, board materials).
- Implement strategic sales programs to achieve revenue and margin growth targets.
Analytics, Forecasting & Performance Insights
- Define the GTM analytics framework and dashboards to track funnel conversion, win rate, velocity, retention, CAC/LTV, and productivity.
- Maintain forecast accuracy through robust pipeline standards, risk assessment, and scenario modeling.
- Deliver actionable insights that inform segmentation, ICP, and market potential to guide commercial decisions.
- Oversee incentive compensation planning, execution, and governance for assigned sales teams.
Systems, Process Design & Governance
- Own the revenue technology stack (Salesforce, CPQ, Marketo, Gainsight, MindTickle) ensuring architecture scalability, adoption, and data quality.
- Design and continuously improve lead-to-cash processes, defining stage criteria, SLAs, and compliance governance.
- Establish and enforce Deal Desk policies, including pricing guardrails, approval matrices, and contract standards.
- Drive automation and integration initiatives to streamline selling workflows and enhance data reliability.
Enablement, Productivity & Cross-Functional Leadership
- Partner with Enablement to design onboarding, training, and coaching programs aligned to channel strategy and role-based competencies.
- Build role-based scorecards for sales teams, linking KPIs to performance management, compensation, and development.
- Collaborate with Product and Marketing to align ICPs, campaigns, and pipeline attribution.
- Lead continuous improvement through cross-functional alignment and governance of data-driven decision-making.
What You’ll Bring
- 10+ years of experience in Revenue Operations, Sales Operations, or GTM Strategy, ideally in a SaaS, marketplace, or B2B environment.
- Proven experience owning forecasting, planning, and revenue process design at scale.
- Deep expertise in Salesforce architecture, CPQ/CLM, BI tools (Power BI, SQL), and marketing/sales automation platforms.
- Advanced analytical and AI capabilities with strong Excel modeling skills and a proven ability to translate complex data into compelling executive narratives.
- Demonstrated success building and governing incentive compensation programs.
- Bachelor’s degree required; MBA or quantitative discipline preferred.
