Director of Sales Operations
Confidential Distribution & Retail Organization | Sturtevant, WI | Hybrid
About the Opportunity
We are partnering with a growing distribution and retail organization that is bringing together established regional businesses to build a larger, more integrated platform.
As the organization grows, there is an opportunity to strengthen the systems, processes, reporting, and operating routines that support a multi-location, multi-channel sales organization. This role will play a key part in building that commercial infrastructure and helping leadership turn data into better decisions and stronger sales execution.
The Role
The Director of Sales Operations will serve as a hands-on operational and analytical partner to the Chief Revenue Officer and commercial leadership team.
This is a true player-coach role for someone who enjoys doing the work — not simply directing it. The ideal candidate can move comfortably between building an Excel model, analyzing sales performance, improving a CRM workflow, presenting recommendations to leadership, and working directly with sales teams to implement change.
The role will have ownership across sales analytics and forecasting, performance management, CRM and data governance, sales planning, commercial improvement initiatives, and incentive compensation.
Key Responsibilities
- Build and own dashboards, reporting, and KPIs across revenue, margin, pipeline, customer performance, and seller productivity
- Establish consistent sales reporting and a reliable "single source of truth" for leadership
- Lead sales forecasting, variance analysis, and identification of risks and growth opportunities
- Analyze customer, product, channel, territory, and seller performance to identify opportunities for improvement
- Support sales planning, including targets, quotas, territories, account assignments, and capacity planning
- Improve CRM processes, workflows, reporting, data quality, and user adoption
- Partner with sales leaders to establish stronger performance management and accountability routines
- Lead sales improvement projects from analysis and recommendation through implementation
- Partner cross-functionally with Sales, Finance, Marketing, Operations, Supply Chain, IT, and HR
- Support sales incentive design, modeling, administration, and ongoing effectiveness
What Success Looks Like
- Leadership has a clear, trusted view of sales performance
- Sales teams operate with stronger targets, accountability, forecasting, and performance routines
- CRM adoption and data quality improve significantly
- Reporting and sales processes become more consistent and scalable
- Analysis leads to action — improving forecast accuracy, seller productivity, pipeline conversion, and profitable growth
Experience
- 7+ years of progressive experience in Sales Operations, Revenue Operations, commercial analytics, sales strategy, or a related analytical/operational role
- Experience within distribution, manufacturing, durable goods, building products, appliances, electronics, or another technically oriented sales environment
- Strong experience building and interpreting sales analyses, dashboards, forecasts, and performance models
- Advanced Microsoft Excel skills
- Working knowledge of CRM platforms such as Salesforce or HubSpot, including reporting, process design, and data governance
- Experience supporting a multi-location or distributed sales organization preferred
- Experience in a high-growth, private equity-backed, transformation, or integration environment is a plus
What Matters Most
- Hands-on, "do-er" mentality
- Strong commercial mindset — able to understand what the data means for the business, not simply produce reports
- Ability to translate complex analysis into practical recommendations and action
- Strong Excel and analytical capabilities
- Comfort improving CRM processes and working with imperfect data
- Ability to build credibility with both executives and field sales teams
- Structured problem solver who can bring clarity to ambiguity
- High ownership, curiosity, and attention to detail
Why This Role
- Opportunity to help build and shape a Sales Operations function
- Direct partnership with the Chief Revenue Officer and commercial leadership
- Significant ownership over sales analytics, systems, processes, and performance management
- Hands-on role where you will both identify opportunities and implement solutions
- Opportunity to make a measurable impact within a growing, evolving organization
Work Location: Hybrid — Sturtevant, WI
Travel: 10% - 20%
