About Us
Since 1989, SHI International Corp. has helped organizations change the world through technology. We’ve grown every year since, and today we’re proud to be a $16 billion global provider of IT solutions and services.
Over 17,000 Organizations Worldwide Rely On SHI’s Concierge Approach To Help Them Solve What’s Next. But The Heartbeat Of SHI Is Our Employees – All 7,000 Of Them. If You Join Our Team, You’ll Enjoy
- Our commitment to diversity, as the largest minority- and woman-owned enterprise in the U.S.
- Continuous professional growth and leadership opportunities.
- Health, wellness, and financial benefits to offer peace of mind to you and your family.
- World-class facilities and the technology you need to thrive – in our offices or yours.
Job Summary
The Sr. Director of Sales Operations is a senior leader responsible for defining and executing the global sales operations strategy that enables scalable, predictable, and profitable revenue growth. Reporting directly to the CEO, this role ensures the rigor, governance, and reliability of the systems, processes, analytics, and operating cadence that support enterprise-level revenue performance.
Serving as a trusted partner to Sales, Finance, Marketing, Customer Success, HR, IT, and the broader executive leadership team, this role delivers transparency, discipline, and actionable insight across the full revenue lifecycle within a complex, matrixed organization.
Role Description
Revenue Strategy, Planning & Forecast Governance
- Own global sales forecasting accuracy, governance, and operating cadence, ensuring consistency across regions, segments, and product lines.
- Design, implement, and oversee territory, quota, and capacity models aligned with enterprise growth strategy and financial objectives.
- Partner closely with Finance to ensure alignment between revenue forecasting, operating plans, and compensation expense.
- Establish standardized pipeline definitions, revenue reporting methodologies, and performance KPIs across the organization.
Sales Operating Model & Process Excellence
- Establish and maintain standardized, enterprise-ready sales processes and performance management frameworks.
- Drive continuous improvement across the end-to-end lead-to-cash lifecycle to improve productivity, predictability, and efficiency.
- Ensure consistent application of sales methodologies and operating standards across the global sales organization.
- Support sales training, enablement, and operational change initiatives that enhance sales effectiveness and adoption.
Technology & Data Stewardship
- Provide executive leadership for the global sales technology ecosystem, including CRM, automation, analytics, forecasting, and enablement platforms.
- Ensure strong data governance, system integrity, adoption, and reporting accuracy to support executive decision making.
- Translate complex performance, pipeline, and revenue data into clear, actionable insights for the CEO and executive leadership team.
Cross Functional Leadership & Alignment
- Serve as a senior operating partner across Sales, Marketing, Finance, Customer Success, HR, and IT.
- Drive enterprise alignment across presales and post sales functions, ensuring effective customer handoffs and full lifecycle visibility.
- Foster strong relationships with internal stakeholders, vendors, and partners to support operational excellence and scalability.
- Represent the Sales Operations function at executive meetings and industry events, providing strategic insight and recommendations.
Behaviors and Competencies
- Executive Leadership: Can lead enterprise level initiatives, influence senior leaders, and foster a culture of accountability and operational excellence.
- Strategic Thinking: Can analyze complex business environments, align operational strategy to corporate objectives, and adapt to evolving market conditions.
- Results Orientation: Can establish measurable outcomes, ensure forecast reliability, and hold teams accountable for performance.
- Continuous Improvement: Can identify inefficiencies, lead transformation efforts, and embed scalable, repeatable operating models.
- Analytical Rigor: Can leverage data to improve forecast accuracy, performance management, and strategic decision making.
- Communication: Can clearly convey insights to executive audiences and translate complexity into clarity.
- Decision Making: Can lead data-informed decision processes and create governance frameworks that enhance organizational effectiveness.
- Change Management: Can successfully implement new processes, systems, and operating cadences in sophisticated organizational environments.
- Relationship Building: Can build trusted partnerships across functions, regions, and leadership levels.
- Customer Centric Mindset: Can align sales operations strategy to improve customer experience and long-term retention.
Skill Level Requirements
- Expertise in designing and governing global sales operations, forecasting, and revenue planning models.
- Advanced analytical capability with a proven track record of improving forecast accuracy and operational performance through data driven insights.
- Deep expertise with enterprise CRM platforms (e.g., Salesforce), sales automation technologies, and analytics or visualization tools.
- Strong understanding of the end-to-end sales and customer lifecycle within B2B environments.
- Proven ability to manage budgets, resources, and enterprise scale initiatives effectively.
- Demonstrated ability to lead, develop, and scale high performing teams.
Other Requirements
- Bachelor's degree in business, marketing, or a related field, or equivalent relevant work experience required.
- MBA or equivalent advanced degree strongly preferred.
- 15+ years of progressive experience in B2B sales environments, with substantial leadership responsibility in Field Sales, sales operations, revenue operations, analytics, or commercial strategy.
- Demonstrated success operating within large, complex, or globally distributed sales organizations.
- 7+ years of experience leading teams in a senior management or executive capacity.
- Ability to travel to SHI, partner, and customer events.
- Ability to travel up to 40%.
What We Offer
- A high visibility executive role with direct access to the CEO and executive leadership team
- Opportunity to shape and evolve the company’s revenue operating model at enterprise scale
- Competitive compensation package, including base salary and annual incentive
- Comprehensive benefits and a professional, performance driven culture
The base salary range for this position is $140,000 – $250,000. Estimated on target earnings (OTE), inclusive of base salary and bonus/commission, range from $180,000 – $315,000, depending on experience, skills, and market location. Benefits may include medical, vision, dental, 401(k), and flexible spending options.
Equal Employment Opportunity – M/F/Disability/Protected Veteran Status
