Director, Client Operations

AHEAD

4d•$150,000 - $200,000

About The Position

The Director of Client Operations provides strategic leadership, organizational design, and financial stewardship for the Client Operations function within an assigned region. Reporting to the VP of Operations and aligned with the EVP of Sales, this leader ensures operational rigor, forecasting discipline, and margin protection across the regional sales segment. The role also partners with peer Directors to maintain consistent governance standards, coverage models, and operational practices across the broader organization, balancing regional ownership with enterprise-wide alignment to support scalable growth and financial discipline. The Director leads regional managers and senior managers, develops coverage models and leadership talent, and partners with Sales Leadership on operational readiness. The position oversees quote-to-cash governance, Salesforce hygiene and month-end activities, forecasting and pipeline validation, and resolution of high-impact operational and financial escalations. It works closely with Finance and Alliances to protect margins, support compliance and revenue recognition, and operationalize partner programs. The role also sponsors workflow improvements and system enhancements.

Requirements

Bachelor's degree required.
At least 7 years of experience in Sales Operations, Client Operations, Finance, or Sales Support.
Strong people leadership and talent development capabilities.
Expertise in organizational design and capacity planning.
Polished presentation and communication skills suitable for engagement with senior sales leadership.
Strong business and financial acumen.
Systems thinking and an operational governance mindset.
Ability to influence cross-functional stakeholders.
Strong analytical and reporting capability.
Ability to operate effectively in high-pressure, sales-driven environments.

Nice To Haves

At least 4 years of people leadership experience.
Experience leading cross-functional initiatives or transformation efforts.
Experience in a technology reseller is strongly preferred.
Experience leading change management initiatives.

Responsibilities

Lead and develop Senior Managers and Managers within the assigned region.
Design and refine regional coverage models aligned with revenue growth and segment complexity.
Evaluate span of control, workload distribution, and organizational alignment.
Drive succession planning and leadership bench development.
Partner with regional Sales Leadership to ensure operational alignment and execution readiness.
Lead during financial close and end-of-month, quarter, and year periods, marshalling resources to achieve results under high pressure and time constraints.
Establish and maintain regional quote-to-cash governance standards aligned with enterprise frameworks.
Reinforce Salesforce hygiene standards across teams.
Oversee regional month-end Salesforce activities, including opportunity updates, stage accuracy, close-date integrity, and required documentation compliance.
Ensure Managers consistently execute forecasting cadence and pipeline validation processes.
Identify systemic forecast volatility, revenue timing risks, and margin exposure trends, and escalate material operational or financial risks to leadership.
Monitor recurring booking errors, documentation gaps, and process inefficiencies, and drive structural corrective action.
Sponsor regional and enterprise workflow improvements and system enhancements to improve scalability and execution consistency.
Serve as the senior Client Operations partner to regional Sales Leadership, including Managing Directors and EVP alignment.
Maintain regular cadence with Sales Leadership on pipeline health, forecasting discipline, coverage effectiveness, and operational readiness.
Provide structured operational insights to support Sales in achieving financial objectives.
Oversee resolution of high-impact escalations involving opportunity management, forecasting integrity, booking compliance, product delivery coordination, accounts payable/accounts receivable exposure, and revenue recognition considerations.
Partner with Finance to protect margins, comply with revenue recognition standards, and support financial stability.
Partner with Alliances to interpret OEM, distributor, and partner program structures and translate requirements into scalable operational processes and governance standards.
Ensure partner incentives, rebates, special pricing agreements, and funding mechanisms are operationalized in alignment with booking policies, margin guidelines, and revenue recognition standards.
Partner with peer Directors to maintain consistent Client Operations standards and escalation frameworks across regions.
Perform other duties as assigned.