Director of Sales Operations
About The Position
Key Success Drivers • CRM adoption > 95% (defined by required fields completed, activity logging, stage accuracy, and on-time updates) • Improved forecast accuracy and reduced “surprise” variance quarter to quarter • Clear pipeline health metrics (coverage, conversion, aging, slippage reasons) and a repeatable review cadence • Consistent performance management against targets across inside and regional teams Core responsibilities Sales operating cadence & accountability • Run weekly pipeline and forecast cadences; build QBRs; standardize deal reviews and inspection • Establish definitions for stages, exit criteria, and “what good looks like” for pipeline quality CRM ownership • Own CRM configuration and governance (stages, fields, reporting structure, dashboards, user standards) • Drive adoption through clear rules, training, auditing, and consequences for non-compliance targets, planning, and performance management • Partner with sales leadership on annual/quarterly planning: quotas, territories, coverage, and capacity • Track attainment and leading indicators; surface gaps early with action plans analytics, dashboards, and reporting • Build performance dashboards (team and individual): activity, conversion, win/loss, cycle time, pipeline aging, forecast rollups • Provide insight that explains why targets are/aren’t being hit, not just the numbers • Understand market share and drive decisions based on areas, builders and margins compensation administration support • Partner with Finance to administer plans, rules/crediting, payout calculations, and reporting (as applicable) Process improvement • Document and continuously improve sales processes; eliminate bottlenecks; enforce consistency across regions and inside sales Team leadership • Directly manage Inside Sales and Regional Sales Managers (and any sales support/ops staff as you add them) • Coach leaders on disciplined execution: CRM hygiene, pipeline creation, and inspection habits Qualifications (what the market expects) • 7–10+ years in sales operations / revenue operations / sales leadership with heavy CRM + analytics ownership • Strong CRM expertise (Salesforce or Microsoft Dynamics), reporting, forecasting, and KPI design • Proven track record implementing structure and enforcing compliance in a sales org • Comfortable being “the process owner” while partnering well with sales leadership • Strong Excel/Dashboard competence; ability to translate data into actions
Requirements
- 7–10+ years in sales operations / revenue operations / sales leadership with heavy CRM + analytics ownership
- Strong CRM expertise (Salesforce or Microsoft Dynamics), reporting, forecasting, and KPI design
- Proven track record implementing structure and enforcing compliance in a sales org
- Comfortable being “the process owner” while partnering well with sales leadership
- Strong Excel/Dashboard competence; ability to translate data into actions
Responsibilities
- Run weekly pipeline and forecast cadences; build QBRs; standardize deal reviews and inspection
- Establish definitions for stages, exit criteria, and “what good looks like” for pipeline quality CRM ownership
- Own CRM configuration and governance (stages, fields, reporting structure, dashboards, user standards)
- Drive adoption through clear rules, training, auditing, and consequences for non-compliance targets, planning, and performance management
- Partner with sales leadership on annual/quarterly planning: quotas, territories, coverage, and capacity
- Track attainment and leading indicators; surface gaps early with action plans analytics, dashboards, and reporting
- Build performance dashboards (team and individual): activity, conversion, win/loss, cycle time, pipeline aging, forecast rollups
- Provide insight that explains why targets are/aren’t being hit, not just the numbers
- Understand market share and drive decisions based on areas, builders and margins compensation administration support
- Partner with Finance to administer plans, rules/crediting, payout calculations, and reporting (as applicable)
- Document and continuously improve sales processes; eliminate bottlenecks; enforce consistency across regions and inside sales
- Directly manage Inside Sales and Regional Sales Managers (and any sales support/ops staff as you add them)
- Coach leaders on disciplined execution: CRM hygiene, pipeline creation, and inspection habits
Benefits
- Comprehensive Health Coverage: We’ve got you covered with medical, dental, and vision insurance to keep you and your family healthy.
- Secure Your Future: Start planning for the long term! You’ll be eligible for our 401(k) plan after just 3 months of employment.
- Time to Recharge: Enjoy 10 days off in your first year, plus 9 paid holidays and a floating holiday to use as you choose!
- Work Hard, Play Hard: Our culture is driven, dynamic, and supportive, so if you thrive in a fast-paced environment where hard work is recognized, you’ll fit right in!
- We’re more than just a workplace—we’re a team that’s committed to growth, collaboration, and making sure you feel valued every step of the way. Ready to join us? Let’s build something great together!
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What This Job Offers
Job Type
Full-time
Career Level
Manager
Education Level
No Education Listed
Number of Employees
51-100 employees
