Job Title: Director - Sales Operations
Location: Garland, Texas
Job Type: Permanent
Job Description
Position Summary
Seeking a strategic, operationally rigorous Director / Senior Director of Sales Operations to own and professionalize the sales operations infrastructure that powers our national go-to-market engine across LMR, security, and enterprise technology solutions.
This role exists to solve a critical business need: sales organization operates across 75+ branches with multiple commission structures, varying quota models, and a growing Account Executive footprint – all of which require centralized ownership, governance, and operational discipline.
Today, commission tracking, quota alignment, and sales back-office operations are fragmented. This leader will bring order, accuracy, and scalability to how the client manages commissions, tracks performance, enables sellers, and operates the commercial back office.
This is a builder role. The Director / Senior Director will design and implement commission management frameworks, standardize quota-setting processes, build sales training and enablement programs, and create the operational backbone that allows sales leadership to focus on selling – not administration. Beyond these core priorities, this leader will also own sales strategy and planning, pipeline management, analytics, cross-functional coordination, and team development.
The role reports to the Chief Operating Officer and partners directly with RVPs, Area Sales Managers, Finance, HR, and Marketing.
Key Responsibilities
1) Revenue process & execution rhythm:
- Own the end-to-end sales process (lead → deal → booking → renew/expand),including stage definitions and exit criteria.
- Build the operating cadence: pipeline reviews, forecast calls, QBRs, account planning standards.
- Remove friction across sales/SEs, services, finance, and procurement.
2) Forecasting & pipeline management (with Finance):
- Establish forecast methodology by motion (net-new HW/SW, renewals, services,managed services).
- Create leading indicators: pipeline coverage, stage conversion, sales cycle, attach/upsell rates.
- Manage commit/best case rules and enforce disciplined CRM hygiene.
3) Deal desk governance & approvals (with Finance):
- Run (or partner closely with) Deal Desk: pricing guidance, approvals, exception handling.
- Standardize quote-to-cash workflows: CPQ/quoting, SKUs, bundles, SOWs, order accuracy.
- Ensure fast cycle times while protecting margin and reducing rework.
4) Margin, pricing, and profitability stewardship:
- Own metrics like volume, ASP, gross margin %, services margin, discounting, deal profitability.
- Create guardrails for discounting, special pricing, rebates, and bid desk behavior.
- Partner with finance to ensure reps understand “margin dollars” vs “top-line only.”
5) Vendor/OEM program and rebates operations (with Supply Chain and Marketing):
- Track vendor program requirements, certifications, MDF, deal registrations, SPIFs.
- Ensure rebate capture (submission accuracy, timing, audit readiness).
- Build reporting that ties vendor motions to sales behavior and profitability.
6) Account Hygiene, Territory, quota, and capacity planning (with Sales management):
- Design territories/account assignments (including house accounts and partner overlap).
- Maintain strict definitions for Assigned, House and Inside Accounts, accurately tag customer lists and maintain the same
- Support quota setting aligned to business objectives.
- Model headcount, ramp, coverage, and productivity targets.
7) Compensation design & administration (with Finance/HR):
- Ensure comp plans drive the right outcomes: margin, services attach, recurring, renewals.
- Define crediting rules across overlays (AE/IS), renewals teams, services sellers,etc.
- Monitor plan effectiveness and reduce disputes with clear policies.
8) CRM, CPQ, and sales tech stack ownership (with IT):
- Own CRM structure: fields, stages, required data, dashboards, integrations.
- Optimize CPQ/quoting + ERP handoffs (clean orders, fewer credit/rebill issues).
- Drive adoption through enablement + accountability, not just tooling.
9) Reporting, analytics, and insight (with Finance and Sales):
- Build executive dashboards: bookings, margin, pipeline health, renewals, services attach, win/loss.
- Diagnose issues and recommend actions (e.g., “discounting up, services attach down—here’s why”).
- Create segment views (Enterprise, Customer types, verticals, vendor lines, geo).
10) Cross-functional alignment (the “glue”):
- Coordinate handoffs between sales ↔ delivery/services ↔ procurement ↔ finance.
- Ensure SOW standards, utilization implications, and delivery capacity are Considered pre-close.
- Improve customer experience by reducing quote errors and post-sale surprises.
What “great” looks like (outcomes):
- Forecast accuracy improves and surprises shrink.
- Quote-to-order cycle time drops; fewer order errors/credit memos.
- Higher gross margin and services attach; rebate leakage reduces.
- Reps spend more time selling and less time chasing approvals or fixing paperwork.
- We get max sales per $$ of commissions
Success Measures:
- Commission & Quota
- Commission accuracy rate.
- Commission dispute resolution time.
- Quota-setting timeliness.
- Quota attainment distribution.
Operations & Pipeline:
- Revenue forecast accuracy.
- Pipeline coverage and conversion rates.
- CRM adoption and data quality.
- Sales cycle length and deal velocity.
- Seller productivity metrics.
Enablement & Training:
- New hire ramp time.
- Training completion and certification rates.
- Training-to-performance correlation.
Reporting & Leadership:
- Quality and timeliness of reporting.
- Cross-functional alignment.
Required Qualifications:
- 10+ years of experience in Sales Operations, Revenue Operations, or related function.
- 5+ years in leadership roles.
- Deep expertise in commission design, tracking, and governance.
- Experience in multi-location, distributed sales environments.
- Strong expertise in quota-setting, territory design, and capacity planning.
- Advanced analytical and data skills.
- CRM expertise (Salesforce, HubSpot, Dynamics, or equivalent).
- Experience with commission tools (Xactly, CaptivateIQ, Spiff, Performio, or equivalent).
- Experience in sales training and onboarding programs.
- Strong influence and stakeholder management skills.
- Project management expertise.
- Excellent communication and presentation skills.
- Bachelor’s degree required; MBA preferred.
Preferred Qualifications:
- Industry experience in wireless, telecom, security, or technology distribution.
- Experience supporting distributed sales organizations.
- Familiarity with channel and distribution models.
- Experience in PE-backed environments.
- M&A integration experience.
- xperience with analytics platforms (Power BI, Tableau).
- Experience with enablement platforms (Highspot, Seismic, Showpad).
Ideal Candidate Profile:
- Deep expertise in commission plan design and governance.
- Builder mindset with experience creating scalable systems.
- Strong analytical rigor and data-driven decision-making.
- Operational leader experienced in complex sales environments.
- Passion for sales enablement and seller productivity.
- Strategic thinker connecting sales operations components.
- Trusted partner to sales leadership.
- Comfortable in fast-paced, PE-backed environments.
- Strong communicator translating complex insights into executive narratives.
