Director Sales Operations

Job Responsibilities:

Strategic Leadership & Team Development 

• Build, lead, and motivate a high-performing Sales Operations team, establishing a clear vision, measurable goals, and a culture of accountability and continuous improvement. 

• Own and drive a comprehensive Sales Operations strategy that aligns with company revenue objectives and evolves as the business scales. 

• Serve as a trusted advisor to the CEO, CFO/COO, Sales Leaders, and executive leadership, translating complex operational data into clear, actionable recommendations. 

• Champion cross-functional collaboration across Finance, HR, Marketing, and Product to ensure sales operations is a true enterprise enabler. 

Sales Operations Execution 

• Oversee end-to-end sales operations including territory design, quota setting, headcount planning, and operational cadence management. 

• Ensure on-time, accurate incentive compensation payments with full auditability, governance, and compliance with Finance and HR policies. 

• Design and manage Incentive Plan Letters (IPLs), attainment calculations, and payout mechanisms that create clear line-of-sight for sellers. 

• Lead the Proposal Management function, standardizing RFx intake, qualification, and execution processes to improve win rates and submission quality. 

Performance Analytics & AI-Driven Insights 

• Build and operate a single, trusted performance data infrastructure providing real-time visibility into leads, bookings, pipeline, forecast, quota, and attainment. 

• Deploy AI and intelligent agents to automate pipeline risk detection, deal coaching signals, and forecast gap analysis — shifting the organization from lagging to leading indicators. 

• Develop enterprise sales scorecards and self-serve dashboards that enable Sales Leaders and managers to operate independently with data confidence. 

• Drive forecast accuracy improvements, reduce end-of-quarter fire drills, and establish predictive risk-flagging as a standard operating rhythm. 

• Translate raw data into operational recommendations — not just metrics — ensuring analytics drive action at every level of the sales organization. 

Sales Enablement & Continuous Improvement 

• Ensure enablement investments are directed by performance analytics, targeting execution gaps across business units with measurable impact on win rates and deal velocity. 

• Embed sales methodology reinforcement into live deal execution, manager coaching, and operational reviews rather than one-time training events. 

• Establish a continuous feedback loop from deal outcomes to enablement content, creating a self-optimizing system over time. 

Required Skills:

• 8+ years of progressive experience in Sales Operations, Revenue Operations, or a closely related function, with demonstrated ownership of outcomes. 

• 4+ years of people management experience, including leading and developing multi-person teams in complex organizational environments. 

• Experience in enterprise software, SaaS, or health technology industries. 

• Proven experience operating in fast-paced, high-growth, or matrixed organizations where priorities shift rapidly and execution rigor is non-negotiable. 

• Advanced data analytics capability — fluency in defining KPIs, building dashboards, and driving insights from CRM, BI, and reporting tools (e.g., Salesforce, Tableau, Power BI, or equivalent). 

• Track record of presenting to and influencing C-suite and senior executive stakeholders, including translating complex operational findings into strategic narratives. 

• Experience designing and executing a comprehensive sales operations strategy, including incentive compensation, forecasting, territory management, and enablement alignment. 

• Demonstrated ability to build team cohesion around a shared vision, motivate through change, and develop talent to execute at a high level. 

 Preferred Skills: 

• Hands-on experience deploying AI tools, intelligent agents, or automation platforms to accelerate analysis, surface insights, and reduce manual work within a sales or revenue context. 

• Familiarity with incentive compensation management platforms (e.g., Xactly, Varicent, CaptivateIQ) and proposal/RFP management tools (e.g., Loopio, RFPIO). 

• Exposure to sales methodology frameworks (e.g., MEDDIC, Challenger, Command of the Message) and how to operationalize them across a sales team. 

• Experience building AI-first workflows for deal risk scoring, pipeline management, or sales coaching at scale. 

• MBA or equivalent advanced degree.