Director, Sales Operations

Catalant•Boston, MA

6d•Hybrid

About The Position

As the pioneer of Consulting 2.0, Catalant gives the worldâs leading companies on-demand access to a community of highly vetted independent consultants and former operators. From individual consultants to full project teams, we deliver the right expertise to solve our clientsâ most important challenges. Our clients include more than 30% of the Fortune 500, top private equity firms, and global consultancies, all seeking a more flexible, cost-effective way to get high-impact work done. Weâve reimagined consulting for todayâs world: itâs digitally enabled, fit-for-purpose, and designed to deliver outcomes, not just hours. Our proprietary platform powers our ability to connect companies with Catalant Experts and Teams whoâve solved similar problems before. Backed by world-class venture investors, weâre building the team that will take Catalant and the future of consulting to the next level. Role Overview: The Director of Sales Operations is the architect and operator of Catalantâs sales execution engine, accountable for enabling predictable, scalable, and profitable revenue growth. This leader owns the end-to-end sales operating system from design to forecasting, performance management, deal governance, incentives, and CRM architecture. The role partners deeply with Sales leadership and cross-functional GTM teams to ensure the organization is correctly designed, execution is visible and disciplined, margins are protected, and growth scales efficiently. This is a hands-on leadership role for a builder who thrives in complexity, brings analytical rigor, and can translate strategy into execution across a fast-evolving GTM environment.

Requirements

10â20+ years of experience in Sales Operations, Revenue Operations, or Commercial Operations, supporting complex B2B sales motions or consulting.
Proven experience owning sales planning, capacity modeling, quota design, and forecasting in a scaling organization
Strong analytical background with hands-on experience building productivity, capacity, and scenario models
Deep working knowledge of CRM platforms (Salesforce or equivalent), including data models, workflows, reporting, and governance
Demonstrated experience designing and operating sales performance dashboards and executive reporting
Experience partnering closely with Sales, Finance, Enablement, Marketing, Product, and Delivery teams
Track record of improving forecast accuracy, sales predictability, and operational rigor
Comfortable presenting insights, tradeoffs, and recommendations to senior executives and Boards

Nice To Haves

Experience in consulting firms, services-based sales models
Prior ownership of deal desk, pricing governance, or commercial operations
Experience designing or administering sales compensation plans and quota-to-pay processes
Familiarity with Order-to-Cash (O2C) workflows and downstream revenue impacts
Background in high-growth or transformation environments where processes and systems needed to scale quickly

Responsibilities

Sales Strategy, Planning & Capacity Modeling
Design and maintain territory and account segmentation models aligned to growth strategy
Own coverage and capacity models, including headcount planning, ramp assumptions, and productivity targets
Lead annual and quarterly sales planning in partnership with Sales and Finance
Develop quota-setting and allocation methodologies that balance fairness, stretch, and attainability
Build scenario and sensitivity models (base / bear / bull) to inform leadership decision-making
Sales Performance Management & Analytics
Define and govern the sales KPI framework across pipeline, bookings, ASP, take rate, and productivity
Own forecasting processes, accuracy targets, and governance cadence
Deliver performance dashboards and executive-ready reporting for Monthly and Board reviews
Track actual vs. plan and proactively surface risks and opportunities
Lead root-cause analysis for underperformance and overperformance to drive corrective action
Sales Process, Workflow & Tool Enablement
Optimize and govern the full sales cycle
Own CRM architecture and optimization (e.g., Salesforce), including data model, workflows, and reporting
Implement automation, guardrails, and controls that improve seller efficiency and data quality
Standardize sales stages, fields, and definitions across the organization
Partner with Enablement to ensure playbooks and SOPs align with system design and process standards
Deal Governance, Pricing & Commercial Operations
Define and enforce pricing strategy, discount guardrails, and approval policies
Operate deal desk workflows to balance speed, flexibility, and margin protection
Govern contracting workflows and policy adherence
Manage exception handling and escalation paths
Analyze deal economics, margin performance, and deal quality trends
Incentives, Compensation & Attribution
Design and model sales compensation plans aligned to company objectives
Own quota-to-pay processes, ensuring accuracy, transparency, and timeliness
Define attribution logic (seller of record, coverage pools, overlays)
Analyze performance and payout effectiveness to identify unintended behaviors
Cross-Functional Revenue Orchestration
Lead GTM interlock cadences across Sales, Finance, Marketing, Product, and Delivery
Ensure clean handoffs from Sales to Delivery / Customer Success
Establish structured feedback loops to Product and Marketing based on market signals
Integrate sales execution into the broader Order-to-Cash (O2C) process
Drive change management and adoption of new processes, tools, and operating rhythms

Benefits

Flexible paid time off
13 company holidays + a week off from Christmas through New Years
Twelve weeks of paid parental leave regardless of how you choose to grow your family
Generous health insurance coverage as well as optional vision and dental
401k to save for retirement
Pre-tax commuter and flexible spending accounts
A lifestyle spending account to be used towards cell phone, internet, commuting, and learning & development
Wellness stipend for your mental, emotional, or physical wellbeing needs and support
Work from Home stipend

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