Director of Operations

Setpoint•New York, NY

7d•$180,000 - $200,000•Hybrid

About The Position

Setpoint is seeking a Director of Operations to lead sales operations and implementation operations as one connected system, guiding customers from their first sales conversation through contract, implementation, go-live, and first payment. The role manages a small operations team and works with the SVP of Growth and Sales on sales operations, the VP of Solutions on implementation operations, and Finance on forecasting, capacity planning, and compensation programs. The Director of Operations owns HubSpot as the sales pipeline system of record, sales forecasting and compensation processes, territory and capacity planning, and the handoff from Closed/Won deals into implementation. The role also owns Asana implementation operations and reporting, implementation capacity models, go-live and billing triggers, and a standardized implementation playbook that feeds operational learnings back into Sales. The Director manages two operations team members and partners across Finance, Growth, and Capital Solutions on revenue planning, headcount decisions, and quarterly goals.

Requirements

8–12 years of experience across sales operations, revenue operations, or business operations.
Hands-on experience running sales operations, including CRM administration, forecasting cadence, compensation plan administration, and deal desk.
Experience managing people and a track record of building a small team that outgrows the manager.
Strong analytical and problem-solving skills.
Expertise in Excel or Google Sheets and comfort pulling and reconciling data across systems.
Ability to deal with ambiguity and meet deadlines in high-pressure situations.
Curiosity about how asset-backed lending works.

Nice To Haves

HubSpot experience.
Financial services background.
Implementation or professional services operations experience in an enterprise software business.

Responsibilities

Own HubSpot as the system of record for pipeline, including stage definitions, required fields, deal hygiene, and leadership and board reporting.
Run pipeline and forecast cadences with Sales leadership and provide a forecast that Finance can use for planning.
Administer sales compensation with Finance, including plan documentation, quota-setting support, monthly commission calculations and statements, accelerator true-ups, and dispute resolution.
Design territory, lead-routing, and rep-capacity models as the sales team grows, and maintain the data used to determine when to hire additional sales representatives.
Own Closed/Won-to-kickoff handoff processes so implementation receives defined scope, data requirements, stakeholders, and timelines.
Run implementation capacity planning with the VP of Solutions, including ramped-FTE modeling, team allocation, and hiring signals.
Own the implementation system (Asana) and reporting on status, cycle time by stage, blockers, and at-risk accounts, surfacing updates weekly to leadership.
Define and instrument go-live and billing triggers so revenue begins at the appropriate time and MRR projections reconcile to contracts.
Standardize the implementation playbook and feed learnings about scope, data readiness, and timeline slippage back to Sales.
Manage two operations team members, set goals, develop their skills, and build a structure for them to run day-to-day operations.
Connect Finance, Growth, and Capital Solutions by contributing operating data to revenue planning, headcount decisions, and quarterly goal setting.