Job Opportunity: Director of Sales Operations & Strategy

Position Seniority: Executive / Sales Leadership

Location: Calabasas, CA - In-Office 4 Days/Week Reporting to: Chief Revenue Officer (CRO)

Company Size: 80+ Employees | $200M+ Annual Revenue

The Mission

Our client is a dominant force in the digital performance marketing space, operating a sophisticated ecosystem that processes massive data volumes to connect consumers with services. While the company boasts exceptional talent and a $200M+ revenue stream, they are seeking a systems architect to bridge the gap between their massive data lakes and daily sales execution.

We need a leader who is "wired" for infrastructure. You aren’t just a CRM admin; you are the brain trust who will design a "well-oiled machine" where every sales rep knows exactly what to do based on real-time data triggers, and where leadership has total visibility into process adherence.

Key Responsibilities

GTM Strategy & Sales Optimization
Define "Good": Own the GTM strategy across Business Development, Client Relations, and Affiliate teams. Define standards for account management, re-engagement, and cross-selling.
Logic-Driven Sales: Implement "if this, then that" logic across the org. If a link breaks or revenue dips 20%, the system should tell the rep exactly what to do—don’t make them guess.
Prioritization: Identify high-impact optimizations and work backward from the problems offering the most financial lift.
CRM Architecture & Data Bridging
HubSpot Owner: Act as the internal "product owner" for HubSpot. You will write the requirements and direct technical consultants or internal devs to build the workflows you envision.
AI/LLM Integration: Work with the internal AI team to turn raw data (from massive data lakes) into actionable daily tasks that land in a rep’s queue every morning.
Executive Dashboards: Build real-time reporting that shows who is following the process, which accounts are underperforming, and where the "leaks" are in the funnel.
Team Leadership & Accountability
L10 Management: Lead the weekly Level 10 meetings for three departments (BizDev, Client Relations, Affiliate Relations), streamlining the reporting structure for the CRO.
The "Floor" Builder: Design systems for the "masses," not just the top 1%. Build a process that ensures the "average" organized person can be highly successful, allowing elite performers to excel even further.
Verification: Create the checks and balances to verify work is being done. Address gaps where reps are "freelancing" their own version of the job.

The Ideal Candidate

The Experience: Proven track record building sales ops at a mid-market company ($50M–$300M range). You’ve done this before; you aren't just a theorist.
Sales DNA: You are a leader who can hold a team accountable and make fast decisions—not an ops person hiding behind a spreadsheet.
Tech Fluency: Deep experience with HubSpot (or similar CRM at scale). You don't need to be the one "clicking the buttons," but you must know exactly what is possible and how to spec it.
Startup/Lateral Mindset: Comfortable working alongside a hands-on Founder and a strong CRO. You earn trust through results, not just title.
Bonus Points: Experience in Lead Gen, Affiliate Marketing, or Digital Media. Familiarity with EOS (Entrepreneurial Operating System) or AI-driven reporting tools.

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