Senior Director, Sales Operations (Confidential)
A confidential employer in the utilities and telecommunications services ecosystem is seeking a Senior Director, Sales Operations to drive sales performance through disciplined operating cadence, pipeline rigor, forecasting accuracy, and Salesforce-enabled insights. This leader will partner closely with senior sales leadership and cross-functional stakeholders to improve visibility, execution, and productivity across a distributed sales organization.
What You Will Own
- Lead the Sales Operations function and serve as a strategic partner to Sales leadership, translating business goals into clear operating rhythms and measurable outcomes.
- Establish and run the sales operating cadence (forecast calls, pipeline reviews, QBRs, KPI dashboards, and performance reporting).
- Own forecasting processes and improve forecast accuracy through consistent definitions, pipeline hygiene, and inspection routines.
- Drive Salesforce adoption, data integrity, and reporting consistency, ensuring the CRM supports real decision-making and execution.
- Build and maintain dashboards and insights that highlight leading indicators, conversion rates, cycle times, and productivity metrics.
- Partner with Sales leadership on territory and account planning, capacity coverage, and performance management.
- Identify and implement process improvements across the funnel to increase win rates, speed, and predictability.
- Collaborate with Finance, Marketing, and other teams to align inputs/assumptions, performance reporting, and growth initiatives.
- Create clear documentation and enablement around process, definitions, and expectations to ensure scalability and consistency.
Must-Haves
- Senior-level experience in Sales Operations leadership (Director/Senior Director level), supporting a field sales organization.
- Salesforce is required (power user and reporting expertise; strong understanding of CRM best practices and data hygiene).
- Proven ownership of forecasting and pipeline management cadence, including standard metrics and accountability.
- Strong analytical and communication skills with the ability to influence VP-level stakeholders and drive change.
- Experience building dashboards and performance insights using Salesforce reporting and/or BI tools.
Nice-to-Haves
- Revenue Operations or sales effectiveness background in a multi-line business.
- Experience partnering on incentive compensation, quota setting, or territory optimization.
- Exposure to utilities, telecommunications, construction services, or other field-service business models.
Location and Travel
- Flexible, with reasonable access to a major airport.
- Travel as needed for leadership meetings and team engagement.
Why This Role
This is an opportunity to step into a highly visible leadership role and directly impact growth by improving sales execution, forecasting predictability, and Salesforce-driven decision-making.
To express interest, reply with a brief summary of your Sales Operations scope (team size, sales org supported, Salesforce depth, and forecasting cadence) and your resume
