Head of Business Development and Sales Operations

Responsibilities and Duties: 

Sales Operations 

• Sales Strategy and Planning: Provide strategic oversight of the sales Operations function, setting directions on priorities, tooling, and performance standards (Annual and budget planning, compensation, territory management) 

• Sales Ops Roadmap & Execution: Where to invest, where to simplify, and where to drive improvement across the revenue org. Ensure deadlines are met. 

• Performance Management: Maintain accountability for Sales Ops outcomes including forecast accuracy, CRM integrity, and pipeline reporting quality 

• Compensation and Incentives: Weigh in recompensation plan design, territory management, and quota setting in partnership with finance and sales leadership 

• Strategic Advisor for the CRO:  

• Developing GTM strategy 

• Expansion strategy (upsell, cross-sell, new logos, ECM focus) 

• Team’s performance and adoption of Sales Ops processes and tools.  

• Partner with CRO to evaluate Revenue org structure, enhancements and changes (SE/Manager and Leaders).  

• Lead change management discussions with Leaders/Managers with CRO’s sponsorship.  

• Alignment with Company’s strategy and Estaff: Partner with enterprise sales and executive leadership to ensure Sales Ops strategy is aligned to broader revenue goals 

• Team Leadership: Build and lead a high-performing Sales Operations team. Serve as a mentor and thought partner to the sales Operations leader, helping develop their capabilities and judgment over time.  

Business Development Representatives 

• Team Leadership: Lead, coach, and develop the BDR team with full ownership of pipeline generation strategy and execution. Recruit, onboard, and develop BDR talent; build a team culture of accountability, learning, and high performance 

• Origination Target and Pipeline Management: Own the BDR quota and pipeline number accountable for team attainment against targets. 

• Outbound Strategy: Targeting, sequencing, messaging, and channel mix. Identify opportunities to improve BDR productivity through tooling, automation, and process improvements 

• BDR Operational Excellence Framework: Build and maintain the BDR playbook, metrics framework, and performance accountability structure 

• Marketing Collaboration: Partner with marketing to align BDR outbound activity with demand generation efforts and ensure tight lead handoff and follow-up processes 

Cross-Functional Leadership 

• Act as a key partner to sales, marketing, and finance leadership on revenue planning and forecasting 

• Represent Revenue Operations in executive-level planning discussions 

• Drive alignment across functions on pipeline definitions, lead handoff criteria, and revenue reporting standards 

• Lead teams through change effectively — maintaining clarity, momentum, and morale during periods of organizational evolution 

Other duties as assigned 

Required Abilities and Skills: 

• Proven ability to lead and develop high-performing sales and BDR teams 

• Strong commercial instincts with the ability to connect operational decisions to revenue outcomes 

• Experience building and scaling outbound pipeline programs from strategy through execution 

• Proficiency with CRM platforms (Salesforce preferred) and sales tech stack management 

• Ability to drive cross-functional alignment through influence and clear communication 

• Strong analytical skills — comfortable building and interpreting pipeline and performance dashboards 

• Demonstrated ability to develop and mentor operational leaders, elevating team capability over time 

• Comfortable operating at the strategic level while maintaining enough operational fluency to guide and coach the teams beneath them 

• Executive-level communication and stakeholder management skills 

Education and Experience: 

• Bachelor's degree required; advanced degree preferred 

• 15+ years of experience in sales, sales operations, or revenue operations leadership 

• Demonstrated track record of owning and hitting pipeline or revenue targets 

• Experience building, expanding, and leading teams through periods of organizational change 

• Proven ability to partner with senior sales and go-to-market leadership to drive operational improvements 

• CRM experience required; Salesforce strongly preferred 

Physical Demands and Work Environment: 

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this position. Reasonable accommodations may be made to enable individuals with disabilities to perform the functions. While performing the duties of this position, the employee is regularly required to talk or hear. The employee frequently is required to use hands or fingers, handle or feel objects, tools, or controls. The employee is occasionally required to stand; walk; sit; reach with hands and arms. The employee must occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this position include close vision, distance vision, and the ability to adjust focus. The noise level in the work environment is usually low to moderate. 

Travel: 

Little to no travel required. 

The Perks! 

• Annual bonus

• Equity plan participation 

• Company-subsidized benefits: medical, dental, vision, life insurance 

• Flexible Spending Accounts: healthcare and dependent care 

• 6% 401(k) match with immediate vesting 

• Flexible time off

• Expected annual salary: $175,000 - $200,000

Flexible Time Off 

The company is an Equal Opportunity Employer, drug free workplace, and complies with Labor Laws as applicable. All duties and responsibilities are essential functions and requirements and are subject to possible modification to reasonably accommodate individuals with disabilities. The requirements listed in this document are the minimum levels of knowledge, skills, or abilities.