Director of Sales Operations

Sales Performance & KPI Management

• Define, track, and report on core sales metrics including pipeline velocity, win rates, quota attainment, and funnel conversion.
• Build and maintain executive-level dashboards and reporting cadences.
• Analyze performance trends and provide actionable insights to improve sales outcomes and execution discipline.

CRM and System Integration

• Lead administration, integration, and ongoing optimization of CRM systems (Salesforce, HubSpot, etc.).
• Ensure data cleanliness, standardized workflows, and enterprise-wide system adoption.
• Evaluate and integrate additional sales tools including automation, quoting, enablement, and customer success platforms.

Sales Forecasting & Pipeline Analysis

• Lead the end-to-end forecasting process in partnership with leadership and finance teams.
• Conduct in-depth pipeline analysis to identify risk areas, opportunities, and strategic deal prioritization.
• Drive process improvements to enhance forecast accuracy and pipeline visibility.

Incentive Compensation & Territory Planning

• Design and administer incentive compensation programs aligned to revenue objectives and performance goals.
• Structure and optimize sales territories based on market opportunity, resource allocation, and capacity models.
• Conduct territory coverage analysis and recommend strategic improvements.

Process Optimization & Sales Enablement

• Develop and document sales processes, SOPs, workflows, and playbooks.
• Improve lead handoffs, opportunity progression, and post-sale transitions through system and process alignment.
• Partner with enablement teams to train new hires on CRM usage, sales processes, and operational best practices.

Data Governance & Sales Intelligence

• Maintain high standards of data hygiene and ensure consistency across all sales and marketing platforms.
• Provide segmentation analysis, customer profiling, and market insights to support strategic decision-making.
• Conduct ROI analyses on campaigns, sales programs, compensation plans, and rep productivity.

Cross-Functional Collaboration

• Serve as the operational liaison between Sales, Marketing, Finance, Product, and Customer Success.
• Partner with Finance on bookings, revenue recognition workflows, quota setting, and performance modeling.
• Collaborate with IT and RevOps to support ongoing enhancements, integrations, and tech stack evolution.

• Bachelor’s degree in Business, Finance, Marketing, Analytics, or related field; MBA preferred.
• 7+ years of progressive Sales Operations, Revenue Operations, or Business Operations experience.
• Experience in B2B & B2G technology or manufacturing environment strongly preferred.
• Expert-level proficiency in CRM systems (Salesforce preferred) and BI tools such as Tableau, Power BI, and Excel.
• Proven success developing forecasting models, performance analytics, and CRM automation workflows.
• Strong project management skills and demonstrated process improvement experience.
• Highly analytical, detail-oriented mindset with strong data governance discipline.
• Exceptional communication, leadership, and interpersonal skills with a proactive and collaborative approach.