Head of Sales Operations
Location: New York, NY
Reports To: Chief Sales Officer
Level: Senior Individual Contributor / Player-Coach
OutScout is partnered with the global leader in the software intelligence space, helping enterprises gain deep visibility into how their software systems actually work. Their platform analyzes source code to identify risk, inefficiency, technical debt, and modernization blockers—allowing organizations to modernize faster, reduce risk, and confidently adopt cloud and AI initiatives.
Their technology enables engineering and technology leaders to understand complex applications without manually reviewing millions of lines of code. This capability has become increasingly critical as enterprises adopt GenAI, which depends on well-structured, well-understood software architectures.
They serve a growing base of large enterprise and global customers, including leading cloud providers, consulting firms, and Fortune 500 organizations.
Role Overview
The Head of Sales Operations will build and lead a modern, scalable sales operations function for a fast-growing enterprise sales organization. This role owns forecasting, reporting, performance management, and territory design, while driving alignment and operational rigor across the global sales team.
This is a foundational hire: while elements of the sales tech stack, CRM administration, and enablement exist today, there is no dedicated sales operations leader. You will establish structure, optimize processes, and ensure cohesion across regions, channels, and leadership.
The role sits at the intersection of strategy and execution—hands-on enough to drive change day-to-day, but senior and strategic enough to partner closely with executive leadership.
Key Areas of Responsibility
1. Process Optimization
- Design, document, and continuously improve end-to-end sales processes to drive efficiency, scalability, and consistent execution across regions.
- Establish and enforce CRM governance, usage standards, and data quality.
- Participate in and support sales pipeline and forecast review meetings.
- Lead change management initiatives related to new processes, tools, and operating rhythms.
- Standardize deal desk workflows, approval processes, and cross-functional handoffs (Sales, Finance, Legal, Channel).
2. Data & Analytics
- Build and maintain scalable sales forecasting and reporting frameworks.
- Deliver actionable, real-time insights into pipeline health, rep productivity, deal velocity, and performance versus targets.
- Partner with Sales Leadership and Finance to align metrics, dashboards, and forecasting methodologies.
- Ensure leadership has clear visibility into business performance and risk.
3. Market Intelligence
- Conduct ongoing market and competitive analysis to support strategic planning and territory design.
- Identify high-potential verticals and segments to guide prospecting and campaign focus.
- Develop reporting that highlights cross-sell and upsell opportunities within the customer base and active pipeline.
- Support strategic account targeting and coverage models.
Additional Responsibilities
- Lead the annual sales planning cycle, including territory design, quota setting, and compensation planning (in partnership with Sales Leadership and Finance).
- Act as a trusted operational partner to the CSO, regional sales leaders, channel leadership, and executive team.
- Help evolve the sales operating model as the company continues to scale globally.
Ideal Profile
- Proven experience in Sales Operations within a B2B, enterprise, or SaaS environment.
- Strong background in forecasting, pipeline management, and sales analytics.
- Comfortable operating in ambiguity and building structure from the ground up.
- Highly collaborative, with experience partnering across Sales, Finance, Channel, and Executive Leadership.
Total compensation (base + bonus) for this role will be approximately 200-250k.
