Director of Sales Operations
About The Position
The Director of Sales Operations is the strategic architect of revenue performance for a Salesforce-focused systems integrator. This highly visible individual contributor role partners directly with the CRO and executive leadership to drive forecasting rigor, pipeline governance, compensation strategy, and data-driven go-to-market optimization across new logo, expansion, and co-sell motions. Operating in a services-led environment, this role requires a deep understanding of the intersection between bookings, revenue recognition, utilization, and partner-influenced sales. The Director of Sales Operations will translate growth strategy into scalable operating discipline across Sales, Finance, Delivery, and Executive Leadership.
Requirements
- 8+ years of experience in Sales Operations, Revenue Operations, or GTM Strategy
- 5+ years experience within a Salesforce systems integrator or professional services firm strongly preferred
- 5+ years experience with services bookings vs revenue recognition dynamics
- 5+ years experience modeling utilization, backlog, and services revenue forecasting
- 5+ years experience designing and managing compensation plans in professional services environments
- 5+ years financial modeling and forecasting skills (Excel proficiency required)
Nice To Haves
- Experience navigating Salesforce Partner Program tiers
- Advanced Salesforce CRM expertise; Salesforce certification
- Strong knowledge of Salesforce co-sell motions and partner ecosystem dynamics
- Familiarity with PSA tools such as FinancialForce, Certinia, or Kantata
- Board-level reporting experience
- Experience supporting M&A integration in PE-backed environments
- Bachelor’s degree in Business, Finance, Economics, or related field or equivalent experience
Responsibilities
- Forecasting & Revenue Intelligence
- Own weekly, monthly, and quarterly forecasting processes
- Drive forecast accuracy and visibility into bookings, backlog, revenue, and utilization
- Develop predictive pipeline models including stage weighting, velocity, and win rates
- Partner with Finance to align bookings forecasts with revenue recognition planning
- Deliver executive dashboards and board-ready reporting
- Salesforce CRM & Data Governance
- Own Salesforce CRM architecture, hygiene, reporting standards, and pipeline integrity
- Define opportunity stage criteria and enforce sales methodology (e.g., MEDDPICC)
- Standardize pipeline reviews, forecasting cadence, and reporting rhythms
- Integrate CRM with PSA / ERP systems for services forecasting visibility
- Drive automation across pipeline management and account planning
- Compensation & Incentives
- Design and administer sales compensation plans aligned to bookings and revenue realization
- Model quota allocation and attainment scenarios
- Manage SPIFF programs and incentive structures
- Oversee partner-influenced crediting logic
- Ensure data accuracy for commission reporting and auditability
- Salesforce Partner Ecosystem Operations
- Align co-sell motion with Salesforce AEs and RVPs
- Track partner-sourced and partner-influenced pipeline
- Support AppExchange / Industry Cloud reporting requirements
- Manage MDF tracking and ROI reporting
- Support partner tier advancement strategies such as Crest or Summit
- GTM Optimization & Capacity Planning
- Model sales capacity, ramp time, and territory design
- Analyze vertical performance across key Salesforce solutions (e.g., Financial Services Cloud, Data Cloud)
- Align resource planning with bookings targets
- Identify whitespace opportunities across accounts and industries
- Process Excellence
- Lead QBR preparation and territory performance reviews
- Standardize pricing approval workflows
- Improve proposal-to-close cycle time
- Establish scalable operating cadence across regions
Benefits
- employees may be eligible for discretionary bonuses, commissions, or other incentive programs, as well as a comprehensive benefits package that includes medical, dental, vision, 401(k), paid time off, etc.
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What This Job Offers
Job Type
Full-time
Career Level
Director
