Job Role Definition & Responsibilities
Department: Revenue Operations |
Reports To: VP of Sales / CRO
Role Summary
The Sales Operations Director is a strategic and analytical role responsible for the operational backbone of the sales organization. This individual ensures that the sales team has the data, processes, systems, and compensation frameworks needed to perform effectively. They serve as a key partner across Sales, Finance, and Leadership — translating data into insights that drive revenue growth and operational excellence.
Position Details
Employment Type: Full-Time
Work Location: Bay Area Hybrid / 1-2 days in office in Sunnyvale, CA
Travel Required: Minimal (<10%)
Direct Reports: BDR Team
Cross-Functional: Finance, Marketing, CS
Core Responsibilities
- Sales Metrics Reporting & Analytics
- Own the design and delivery of sales performance dashboards and reports
- Track key metrics such as pipeline health, win rates, deal size, sales cycle, and quota attainment
- Analyze performance trends and provide insights to leadership
- Standardize reporting definitions across teams
- Improve reporting automation and data accessibility
- Support ad hoc analysis requests from Sales and Finance leadership
- BDR (Business Development Representative) Management
- Manage, coach, and develop a team of BDRs
- Define and track performance metrics across outreach and pipeline generation
- Conduct regular performance reviews and team meetings
- Develop BDR playbooks including outreach strategies and handoff processes
- Partner with Marketing on targeting, campaign follow-up, and lead routing
- Support onboarding and ramp programs for new hires
- Monitor activity within CRM and sales engagement platforms
- Sales Compensation & Finance Coordination
- Support the design and administration of sales compensation plans
- Coordinate commission calculations and payouts with Finance
- Act as a point of contact for compensation-related questions
- Maintain documentation of compensation structures
- Analyze and model potential compensation plan changes
- Support tools such as Spiff, CaptivateIQ, or similar platforms
- Sales Reporting & Business Reviews
- Prepare recurring sales reports and business reviews for leadership
- Maintain CRM data quality through governance and process improvements
- Develop performance scorecards and reporting frameworks
- Support ongoing improvements to sales processes and systems
- Revenue Forecasting
- Support the sales forecasting process in partnership with Sales Leadership
- Build and maintain forecasting models using historical and pipeline data
- Identify potential risks and opportunities in revenue projections
- Partner with Finance to align forecasts with company planning
- Contribute to annual planning activities such as quota setting and territory design
Key Performance Indicators
- Forecast accuracy and consistency
- Pipeline generation and coverage health
- Data quality and reporting reliability
- Timeliness of reporting and analysis
- Sales team performance against targets
Required Qualifications
- 3–6 years of experience in Sales Operations, Revenue Operations, or similar role
- Experience supporting or managing BDR/SDR teams
- Familiarity with sales compensation processes
- Strong CRM experience, particularly HubSpot
- Advanced Excel / Google Sheets skills
- Experience with BI tools (Tableau, Looker, Power BI) preferred
- Experience with sales engagement platforms such as Outreach, Salesloft, or Apollo
- Strong analytical, organizational, and communication skills
Preferred Qualifications
- Experience with compensation management tools (Spiff, CaptivateIQ, Xactly)
- Background in SaaS or B2B technology environments
- Familiarity with forecasting and pipeline analysis
- Exposure to sales planning processes
- Bachelor’s degree in Business, Finance, Economics, or related field
Core Competencies
- Analytical rigor
- Process ownership
- Cross-functional collaboration
- Financial acumen
- Execution and reliability
Compensation: Base Salary $160K to $180K - OTE $220K Per Year.
