Director of Sales Operations

Pavlov Media Inc•Atlanta, GA

1d•Remote

About The Position

At Pavlov Media, we’re on a mission to create something extraordinary. We’re passionate about delivering a far superior internet experience to the communities we serve, powered by cutting edge fiber technology. But it’s not just about speed and reliability—at Pavlov, we see our role as an opportunity to bring people closer together. Through the services we provide, we connect more than just devices; we help foster connections that strengthen communities, businesses, and enrich lives. If you’re looking to be part of a team that’s making a real impact, Pavlov Media is the place for you. ROLE SUMMARY The Director, Sales Operations, MDU (multi-dwelling unit) owns the operational backbone of the MDU sales organization. This role is responsible for HubSpot CRM administration, pipeline and revenue analytics, forecasting, sales process design, and cross functional execution from prospecting through property go live and renewal. This leader partners closely with Sales, Finance, Marketing, Network Operations, and Executive Leadership to drive scalable growth, accurate forecasting, and disciplined execution across long cycle, complex MDU sales motions. This is a remote position with expectation of periodic travel to headquarters in Champaign, Illinois.

Requirements

8+ years of experience in Sales Operations, Revenue Operations, Account Management, Customer Success, or Revenue Leadership.
5+ years in a senior or director level role leading multiteam or regional revenue operations.
Full proficiency in HubSpot CRM, including pipelines, workflows, sequences, custom properties, reporting, and user administration.
Experience supporting MDU, telecom, broadband, proptech, or real estate sales cycles, including working with property owners, developers, managers, and HOAs.
Strong analytical skills with the ability to translate pipeline and property data into actionable insights.
Proficiency in Excel; experience with BI and revenue analytics tools is a plus.
Proven experience partnering with Sales, Operations, and Finance at the executive level.
Experience driving customer retention, renewals, and revenue expansion in complex account environments.
Bachelor’s degree in business administration, management, engineering, or related field preferred.
Self-starter, comfortable operating independently in a remote or distributed team environment.

Nice To Haves

HubSpot certifications are strongly preferred.

Responsibilities

Own and administer HubSpot CRM for the MDU sales team, including deal pipelines, workflows, custom properties, automation, user administration, and data integrity.
Build and maintain dashboards and custom reports to track MDU pipeline health, contract status, deal velocity, revenue performance, and renewal outlook.
Lead forecasting processes, delivering accurate, actionable reporting to MDU sales and executive leadership.
Track and report on core MDU metrics, including properties under contract, beds connected, penetration rates, revenue attainment, and renewal pipeline.
Partner with executive leadership to define and operationalize go to market strategy, translating strategy into measurable KPIs and operating cadence.
Identify risks and opportunities in pipeline health, revenue attainment, and execution efficiency.
Support the full MDU sales lifecycle—from prospecting property owners and developers through contract execution, onboarding, and renewal.
Design, implement, and continuously improve end-to-end sales processes (lead to close), ensuring scalability and consistency.
Drive standardization across sales stages, deal qualification, contracting, and handoffs to internal teams.
Identify and eliminate friction points in the sales process to improve sales velocity and conversion.
Maintain accurate property, owner, and contract data in HubSpot, ensuring records reflect current agreements, service terms, and renewal dates.
Serve as a key liaison between Sales, Marketing, Finance, Network Infrastructure, Installation, and Resident Support teams.
Ensure smooth handoffs from signed contracts to property go live by coordinating timelines, expectations, and accountability.
Align lead generation, pipeline development, forecasting, and revenue recognition processes.
Support pricing, packaging, and commercial strategy decisions through data and analysis.
Onboard and train MDU sales representatives on HubSpot workflows, reporting, and internal sales processes.
Evaluate, implement, and manage sales tools that integrate with HubSpot to support outreach, productivity, and analytics.
Establish reporting cadence and dashboards that drive accountability and performance management.