Director of Sales Operation

Barry-Wehmiller

4d•Remote

About The Position

Machine Solutions is seeking a Director of Sales Operations to build the operating backbone of a high-growth, life-sciences-focused business from the ground up. This newly created role will design the systems, governance, and standard work that turn commercial strategy into reliable execution. The Director will work directly with the Chief Commercial Officer to shape how Machine Solutions plans, forecasts, and sells for years to come. This is an opportunity for an experienced inside sales operations leader who is energized by ambiguity and thrives on turning a growth story into a governed, scalable commercial engine. The role also leads the Inside Sales organization, including distinct customer and channel models for After Market Parts and Sealing and Welding. The Director will convert commercial strategy into reliable execution by creating one governed source of truth, strengthening Salesforce adoption, translating the fiscal-year operating plan into territories and quotas, improving forecasting and reporting, administering bookings and compensation processes, and building repeatable Inside Sales standard work. This is a hands-on role focused on making the current condition visible, establishing standard work, coaching adoption, and using PDCA to improve the system.

Requirements

Minimum five years of progressive sales operations leadership experience, including accountability for a Sales Operations function or major Sales Operations disciplines.
Demonstrated Inside Sales management experience, including direct leadership of customer-facing sellers and development of repeatable selling, coaching, and performance-management processes.
Strong Salesforce administration and governance experience, including CRM design, data quality, reporting, dashboards, workflow adoption, and user enablement.
Demonstrated experience with territory and quota planning, pipeline and forecast management, bookings reporting, compensation analysis, KPI governance, and executive reporting.
Advanced analytical capability with the ability to translate complex commercial data into clear operating insight and practical action.
Experience working cross-functionally with Sales, Marketing, Finance, Operations, Product Management or Product Line Leadership, Service, and Legal resources.
Strong business judgment, financial acumen, written communication, process design, project leadership, and change-management skills.
Bachelor’s degree in business, finance, analytics, operations, marketing, or a related field—or equivalent relevant experience.

Nice To Haves

Leadership experience in industrial manufacturing, capital equipment, engineered products, medical-device manufacturing, or another complex B2B commercial environment.
Experience with licensed market databases such as Dun & Bradstreet and with target-account development, segmentation, or ABM support.
Experience building pricing governance, contract-management workflows, commercial data architecture, or NPI launch reporting.
Working knowledge of Lean, Kaizen, Toyota Kata, PDCA, or comparable continuous-improvement disciplines.
Experience leading distributed or remote teams across multiple facilities, product lines, or geographies.

Responsibilities

Lead the Sales Operations and Inside Sales teams, establish priorities, clarify decision rights, allocate capacity, coach performance, and build a culture of humility, curiosity, accountability, and continuous improvement.
Own the integrity of the commercial infrastructure, data, processes, reporting, controls, and documentation while preserving field and functional accountability for the work.
Translate commercial strategy and approved process changes into practical systems, workflows, reporting, training, and operating cadences.
Establish clear service expectations so Sales Operations remains focused on recurring, high-value work rather than becoming an undefined administrative resource.
Administer and govern Salesforce as the commercial system of record for accounts, contacts, opportunities, pipeline, sales-process phases, quotes, forecasts, sources, next actions, and commercial history.
Align Salesforce workflows, required fields, phase-entry expectations, exit criteria, dashboards, and reports with the six-phase Machine Solutions Sales Process.
Improve CRM hygiene, data completeness, source attribution, account ownership, user adoption, training, and commercial decision support.
Govern customer master data, account hierarchies, seller and territory structures, product-line definitions, calculation logic, and the commercial data dictionary.
Connect Salesforce with quoting, order-management, Finance, compensation, and external market-data sources to create one reliable commercial information environment.
Translate the approved fiscal-year bookings plan into regional, territory, seller, and product-line expectations.
Lead territory design, quota analysis, commercial-capacity modeling, scenario analysis, plan deployment, and version control.
Develop and maintain territory-level customer and prospect lists using the licensed Dun & Bradstreet database and other approved sources.
Support customer segmentation, account tiering, whitespace analysis, ABM account selection, outbound prospecting, NPI launches, and GTS engagement.
Maintain alignment among territories, Salesforce ownership, quotas, reporting hierarchies, compensation structures, and the approved commercial organization.
Produce the monthly commercial reporting package, including bookings, qualified pipeline, coverage, source attribution, phase distribution, aging, quoting, conversion, forecast accuracy, NPI performance, and Commercial KATA KPIs.
Govern the monthly forecasting process, maintain common forecast definitions, consolidate opportunity-level commitments, preserve forecast history, and support company S&OP planning.
Lead quarterly bookings reconciliation with Finance, including seller, territory, customer, product-line, house-account, split-credit, cancellation, reversal, and timing exceptions.
Administer and analyze approved commercial compensation plans, including quotas, bookings credit, attainment, accelerators, contests, exceptions, reconciliation, and confidential supporting detail.
Maintain controlled definitions, authoritative data sources, calculation rules, reporting periods, and historical comparability for all recurring commercial measures.
Own KPI definitions, reporting logic, recurring analysis, target-condition tracking, historical performance, and visibility to abnormal conditions.
Support root-cause analysis and PDCA without substituting correlation or reporting for evidence-based leadership judgment.
Administer the Commercial Launch Plan & Tracker and report NPI pipeline, quotation activity, 150-day checkpoints, fiscal-year bookings, source, territory, product line, customer, and sales-process progression.
Preserve launch assumptions, decisions, exceptions, and learning so future product launches become more predictable and effective.
Build proactive installed-base coverage, upselling, cross-selling, replenishment, quoting, quote follow-up, customer-contact cadence, and recurring-revenue discipline for After Market Parts Inside Sales.
Establish protected prospecting blocks that use installed-machine age, historical machine placement, service history, and machine-type replacement patterns to identify likely parts needs and proactively engage customers.
Govern price execution, approved price lists, discount authority, pricing exceptions, and price-realization visibility.
Create disciplined qualification, Salesforce documentation, source attribution, and handoff of Manufacturing Equipment leads to the appropriate FLAM, including an acceptance-and-feedback loop.
Create reliable handoffs to the After Market Service team for technical support, field service, repair, or other service intervention, with clear ownership and customer commitments.
Lead distributor segmentation, onboarding, coverage expectations, operating cadence, opportunity visibility, forecasting, enablement, and performance management for Sealing and Welding Inside Sales.
Define lead and opportunity ownership among distributors, Inside Sales, FLAMs, GTSs, and other commercial resources.
Govern distributor and customer pricing, discount authority, exception approvals, and price-realization reporting.
Manage the commercial workflow for distributor and applicable customer agreements, including intake, review, approval routing, renewal timing, deviations, retention, and obligation visibility.
Serve as the commercial liaison to Marketing for sales enablement, campaigns, product messaging, training, competitive intelligence, launch support, lead follow-up, and field adoption.
Partner with Commercial, Finance, Product Line Leadership, Operations, and Legal resources to build scalable pricing governance, discount authority, quote consistency, margin visibility, pricing-action deployment, exception management, and price-realization reporting.
Develop consistent contracting standard work for intake, templates, commercial terms, review authority, escalation, deviations, cycle time, status visibility, executed-agreement retention, and governance.
Maintain controlled procedures, reporting instructions, calendars, data definitions, job aids, training, and version history for commercial systems and processes.
Lead onboarding and continuing education for Salesforce, forecasting, reporting, territory planning, compensation administration, and applicable commercial standard work.
Protect sensitive customer, pricing, forecast, bookings, performance, and compensation information through role-based access, controlled distribution, documented approvals, and appropriate separation of duties.
Measure adoption, identify recurring user issues, retire obsolete reports and processes, and standardize before automating.