Director, Sales Operations (AMS)

Tricentis•Austin, TX

1d•Hybrid

About The Position

The Director, Sales Operations leads a senior, executive-facing sales operations function for Tricentis’s AMS sales organization. This strategic, hands-on player-coach role shapes how sales leaders plan, inspect performance, and make decisions by bringing structured analysis, commercial judgment, and operating discipline to the business. The Director turns complex sales data into actionable insight, advises senior stakeholders, and partners across Sales, Finance, GTM Strategy, Data, and technical teams to improve commercial outcomes. The role oversees and develops the AMS sales operations team; provides insight and leadership perspective for business reviews, QBRs, and sales operating rhythms; improves pipeline health, forecast accuracy, and sales productivity visibility; and partners with Finance on capacity, quota, and headcount models. It also establishes KPI frameworks, strengthens reporting and data quality, and improves sales processes, systems, and automation. The role is based in Austin, Texas, with in-office attendance three days per week, including Fridays. Relocation assistance is not available.

Requirements

Experience leading sales operations, revenue operations, or a comparable analytical function at senior scope, including executive-facing leadership of a regional or business-unit sales operations function.
Strong quantitative capability and experience turning complex commercial data into recommendations that influence sales strategy, planning, or execution.
Experience advising senior sales leaders, with executive presence to provide insight, challenge assumptions, and influence stakeholders using evidence.
Experience partnering with Finance on capacity planning, quota design, headcount modeling, or comparable commercial planning.
Experience improving sales processes, reporting frameworks, or operating rhythms in a complex organization.
Experience leading, coaching, and developing a team while balancing hands-on execution with leadership responsibilities.
Ability to translate between business and technical audiences and turn commercial needs into clear requirements for Data, BI, and systems teams.
Experience leading executive planning, forecasting, performance reporting, or business review processes.
Advanced Excel and reporting proficiency, including analytical tools and methods, modeling, and dashboard interpretation.
Hands-on experience with Salesforce, CPQ, Clari, or comparable forecasting and revenue intelligence tools.
Experience in a complex software, SaaS, enterprise, or similarly data-rich commercial environment.
Must be authorized to work in the U.S. without current or future employer-sponsored visa support.
Must not be listed on applicable government restricted party lists and must certify that employment would not violate sanctions or export control regulations.

Nice To Haves

Experience improving forecast discipline, pipeline inspection, or executive business-review processes across a scaled revenue organization.
Consulting experience or a similar background solving ambiguous commercial, operational, or analytical problems with senior stakeholders.
Advanced education or a relevant professional credential, such as an MBA, CPA, or quantitative field of study.

Responsibilities

Serve as a trusted advisor to AMS sales executives, providing insight, commentary, and leadership perspective for business reviews, QBRs, and recurring sales operating rhythms.
Lead, coach, and develop the AMS sales operations team, setting expectations and building analytical capability.
Create visibility into pipeline health, forecast accuracy, and sales productivity to support informed decisions.
Partner with Finance to shape capacity, quota, and headcount models.
Analyze pipeline coverage, conversion rates, deal velocity, and win-loss trends to identify opportunities to improve sales performance.
Establish a consistent KPI framework linking sales activity and performance to business outcomes.
Translate complex or competing data into focused decisions, executive commentary, and business recommendations.
Improve forecast reliability and pipeline visibility across the regional sales organization.
Create consistency in KPIs, workflows, and reporting for regional and global stakeholders.
Partner with Data and technical teams to improve sales data quality and reporting accuracy and resolve gaps or anomalies.
Simplify and scale sales processes, systems, and automation.