Sales Operations & Governance Director
Experience: 10-15 Years
Location: India (Jaipur)
Function: Sales Excellence / Sales Enablement
About Celebal Technologies
Celebal Technologies is a premier Data, AI, and Cloud solutions company, enabling digital transformation for enterprises globally. As a Microsoft Partner of the Year, we help organisations leverage cutting-edge technologies like Databricks, Azure, AWS, SAP, Generative AI, and various accelerators to unlock business value. With a strong global footprint across the US, India, APAC, and EMEA, we are recognised for our innovative delivery models and consultative approach across various domains, including Manufacturing, BFSI, Retail-CPG, and Energy.
Role Overview
We are looking for a Sales Operations & Governance Director to own the operating backbone of our global sales function. This role is responsible for CRM data integrity, running structured sales governance cadences across regions, enabling the sales process end-to-end, and supporting/managing the career progression pipeline of interns and trainees into full-time sales talent. You will work closely with regional sales leaders, pre-sales, HR, delivery, and marketing to keep the sales engine accurate, disciplined, and audit-ready. You will be involved in any activity that helps to improve and make Sales teams work efficiently.
Key Responsibilities
CRM Management & Data Hygiene
- Own end-to-end CRM data hygiene — opportunities, contacts, stages, notes, and activity logging across all regions. Ensure data in CRM is continually enriched with latest info (designations, company etc.) to support campaign activities.
- Define and enforce CRM governance standards, Training — mandatory fields, stage-exit criteria, Delivery and Commercial Sign-off, deduplication, and adoption tracking. Training the Sales teams on effective use of the CRM to track pipeline.
- Track pipeline metrics, lead conversion, deal velocity, and forecasting accuracy; publish dashboards for weekly and monthly reviews.
- Audit CRM usage periodically and drive corrective action with regional teams for non-compliance.
Sales Governance
- Own the sales governance call cadence across all regions — scheduling, agenda setting, minutes, and closure of action items.
- Track open action items to closure between governance calls and escalate stalled items to leadership.
- Ensure internal compliance with approval matrices, pricing governance, and documentation workflows.
- Coordinate with Delivery Excellence, Finance, HR, and Legal to ensure smooth handover of closed deals.
- Track performance targets vs actuals per seller and work with them to define detailed steps for improvement.
Sales Process Enablement
- Assist to prepare, track, and manage Proposals, SoWs, Contracts, and RFP responses in coordination with delivery and pre-sales.
- Maintain and continuously update a library of sales collateral, decks, and customer case studies.
- Support the bid management lifecycle end-to-end, coordinating across delivery, pre-sales, and legal teams.
- Coordinate onboarding of new sales reps with training materials and process walkthroughs.
- Centralise and own new onboarding to Sales teams via lateral hiring
Talent Acquisition/Progression: Intern to Trainee to Full-Time
- Own the structured conversion process for interns moving to trainee roles, and trainees moving to full-time sales positions.
- Define and maintain conversion criteria and scorecards in coordination with sales leadership and HR.
- Track individual progression timelines, performance milestones, and conversion readiness for each candidate in the pipeline.
- Coordinate with HR/TA on documentation and formal conversion approvals, ensuring the process is consistent and auditable.
Reporting & Market Intelligence
- Generate and publish dashboards for pipeline health, governance compliance, and conversion status.
- Monitor competitor activity, industry trends, and customer signals to create insights for sales leadership.
- Support segmentation exercises for new markets, regions, or verticals.
Required Skills & Competencies
- 10-15 years of experience in Sales Operations, Sales Enablement, or Sales Excellence, preferably in IT/Consulting/Cloud domains.
- Proven experience running structured governance or steering-committee style cadences across multiple regions or stakeholder groups.
- Strong hands-on proficiency in CRM tools, Microsoft Excel, PowerPoint, and reporting dashboards.
- Strong understanding of sales metrics, funnel analysis, and process optimization.
- Experience designing or managing structured talent progression or performance-tracking processes is a strong plus.
- Excellent communication, documentation, and stakeholder-management skills — comfortable driving accountability across regional teams without direct authority.
- Analytical mindset with high attention to detail and a process-driven approach.
- Proven ability to manage multiple priorities and collaborate cross-functionally with Sales, HR, Delivery, Finance, and Legal.
- Familiarity with partner ecosystems like Microsoft, Databricks, AWS, or SAP is an advantage.
- Willingness to work from the Jaipur office and across flexible time zones with global teams.
- Demonstrable ability to bring clarity from uncertainty is essential.
Why Join Celebal Technologies?
- Be part of a globally recognized team delivering enterprise-grade AI and data solutions.
- Work closely with sales and delivery leaders across India, APAC, EMEA, and North America.
- Own a function with direct visibility to sales leadership and a mandate to build process from the ground up.
- Competitive compensation, flexible working, and a fast-paced high-performance culture.
