Job Summary
We are seeking a Director, Sales Operations to build and scale the operational infrastructure that powers Neumo’s go-to-market engine. This is a senior leadership role at a PE-backed govtech company where you will develop operational plans and objectives that integrate work across sales, finance, and revenue operations—owning the systems, processes, and analytics that enable our sales team to operate at peak performance.
Reporting to the VP of Revenue Operations, you will lead the Sales Operations function through subordinate team leads and individual contributors, including Salesforce admins and a Deal Desk analyst. Your mission is to set annual goals for the function, drive process improvements and automation, own departmental budgets and staffing plans, improve forecasting accuracy, and build the reporting and analytics capabilities that give leadership visibility into pipeline health and sales performance. You will regularly present updates and recommendations to VP and C-suite stakeholders.
This role requires a seasoned leader who demonstrates full competence and expertise in sales operations and can strategically apply that knowledge to drive the function’s success. You will shape policy, standards, and operational frameworks for the sales organization while partnering closely with HR on succession and talent planning. We’re looking for someone who can set a 1–2 year functional strategy and make an immediate impact as the company scales.
Success in this role will be measured by forecast accuracy improvement, sales productivity gains, pipeline health metrics, Salesforce adoption and data quality scores, successful delivery of process improvements and automation initiatives, and stakeholder satisfaction with reporting and analytics capabilities. As a Director, you’ll have a seat at the table with senior leadership, the autonomy to set functional strategy, and a team to help you execute—shaping the policies, standards, and operational frameworks that drive how we sell at a scaling govtech company.
Duties and ResponsibilitiesProcess Improvement & Automation
- Define and own the operational framework for end-to-end sales processes, eliminating friction, reducing manual work, and accelerating deal velocity
- Design and implement scalable workflows in Salesforce and Outreach that standardize how the team manages leads, opportunities, and customer handoffs
- Identify automation opportunities across the sales cycle and partner with your team to build and deploy solutions
- Establish process standards and compliance frameworks, ensuring consistent adoption across the sales organization
Forecasting & Pipeline Management
- Own the sales forecasting process, driving rigor and accuracy in how the team predicts revenue outcomes
- Develop and maintain pipeline inspection cadences that give leadership confidence in forecast calls
- Lead the sales operations contribution to quarterly and annual planning, including quota setting, territory design, and capacity modeling in partnership with Sales and Finance leadership
- Analyze pipeline trends and flag risks or opportunities to sales leadership proactively
Reporting & Analytics
- Build and maintain dashboards and reports that provide real-time visibility into sales performance, pipeline health, and rep productivity
- Define and track KPIs that matter—win rates, sales cycle length, conversion rates, quota attainment, and more
- Translate data into actionable insights that help sales leaders make better decisions
- Ensure data integrity and hygiene across Salesforce and connected systems
Systems & Tools
- Serve as the strategic owner of Salesforce, Outreach, and other components of our sales tech stack, ensuring the tools are configured to support how the business sells
- Lead your team of Salesforce Admins to prioritize enhancements, manage technical debt, and deliver solutions that drive adoption
- Own the sales technology roadmap, evaluating new tools and integrations, building business cases, and making investment recommendations to VP/C-suite leadership
- Ensure seamless data flow between sales systems and other business systems (marketing automation, contract lifecycle management, finance, etc.)
Deal Desk & Sales Support
- Oversee Deal Desk operations, ensuring quotes, pricing, and approvals move quickly and accurately
- Partner with Finance and Legal to streamline deal review and approval workflows
- Work with Finance to perform commission calculations in a timely manner after quarter end
- Own compensation administration processes, territory change management, and other strategic operational needs in partnership with sales leadership
Team Leadership
- Manage and develop a mid-size team including Salesforce Admins and a Deal Desk Analyst, with the potential to grow the team as the company scales
- Set clear priorities, author performance reviews, own hiring decisions, and create development opportunities that build a high-performing team
- Foster a culture of continuous improvement and operational excellence; act as a role model and mentor, inspiring initiative, innovation, and professional growth across the team
Knowledge And ExperienceRequired
- Bachelor’s degree required; 6+ years of experience in sales operations, revenue operations, or a related field, including people management experience
- Deep hands-on expertise with Salesforce, including reporting, dashboards, workflows, and data management
- Experience with business intelligence tools, specifically Tableau
- Demonstrated success improving sales processes and driving adoption of operational changes at scale
- Experience with sales forecasting, pipeline management, and quota/territory planning
- Track record of building reports and dashboards that drive visibility and accountability at the leadership level
- Proven track record of directly managing and developing teams, including hiring, performance management, and talent development
Preferred
- Experience in govtech, public sector, or B2G sales environments
- Background in PE-backed or high-growth environments with accountability to aggressive targets
- Salesforce Administrator or Advanced Administrator certification
- Familiarity with CPQ, compensation management tools, or deal desk platforms
Skills And Abilities
- Strong analytical skills with the ability to translate data into clear insights and strategic recommendations
- Excellent cross-functional collaboration skills with the ability to partner effectively with Sales, Finance, Legal, and other teams
- Strong written and verbal communication skills, including the ability to present updates and recommendations to VP and C-suite audiences
- Ability to develop operational plans and objectives that integrate work between multiple work units
- Demonstrated ability to shape policy, standards, and operational frameworks for a function
- Experience with Outreach or similar sales engagement platforms
- SQL or other data query skills
Work Environment
- Remote work environment; must be based in the United States
- The employee will work from a home office, using a computer and communication tools for virtual collaboration
- Regular virtual meetings with cross-functional teams across multiple time zones
Physical Demands
- Must be able to remain seated for extended periods
- Regular use of a computer and other office equipment
- Frequent communication via telephone and video conferencing
