Director - Sales Operations

SHI International•Somerset, NJ

About The Position

We are seeking a strategic, data-driven, and influential Director of Sales Operations to lead and optimize all aspects of our sales operations function. This role is critical in ensuring operational excellence across analytics, forecasting, quota management, process optimization, and alignment with broader corporate initiatives. The ideal candidate brings deep expertise in sales operations strategies, advanced analytical capabilities, and a strong ability to partner cross-functionally to drive commercial performance.

Requirements

Strategic Thinking: Can analyze complex situations, drive organizational transformation, and adapt strategies to changing market conditions.
Leadership: Can lead strategic team initiatives, inspire others to take leadership roles, and foster a culture of shared responsibility and continuous improvement.
Communication: Can lead and model exceptional communication at all levels of the organization, develop and implement communication strategies, and coach others to improve their communication skills.
Collaboration: Can lead complex team projects, inspire others to collaborate effectively, and foster a culture of mutual respect and shared purpose.
Problem-Solving: Can lead strategic problem-solving initiatives, inspire others to improve their problem-solving skills, and foster a culture of proactive problem-solving.
Customer-Centric Mindset: Can lead strategic initiatives focused on improving the overall customer experience. Inspires and mentors others to adopt a customer-centric approach, fostering a culture of customer focus throughout the organization.
Results Orientation: Can inspire a culture of results-orientation across the organization, setting high standards and holding everyone accountable for achieving results.
Adaptability: Can drive strategic transformations, inspire others to embrace change, and foster a culture of continuous adaptation.
Strategic Implementation: Can lead the development and execution of comprehensive strategic plans, inspire and guide teams, and drive organizational change to achieve strategic objectives.
Continuous Improvement: Can lead others in identifying and implementing major improvements and proactively drive continuous improvement across the organization.
Skilled in strategic planning and implementation, aligning with the responsibility of developing and implementing strategic plans to achieve organizational goals. - Expert
Proficiency in building and maintaining relationships with internal and external stakeholders to drive strategic initiatives and organizational success. - Expert
Ability to identify and mitigate risks, aligning with the responsibility of safeguarding the organization’s operations and reputation. - Expert
Ability to identify, create, develop, and manage high-impact sales opportunities and lead a team to achieve and exceed sales targets. - Expert
Ability to oversee and direct projects to completion, ensuring goals are met, resources are utilized efficiently, and stakeholders are satisfied. - Expert
Proficiency in utilizing Customer Relationship Management (CRM) software to manage and analyze customer interactions and data throughout the customer lifecycle, improving customer service, retention, and sales growth. - Expert
Skill and Systems Expertise Demonstrated strategic thinker with the ability to define a multi‑year vision for the function, translate that vision into a clear operational roadmap, and lead the organization through its execution.
High degree of analytical and problem-solving skills, with ability to interpret data and convert insights into actionable recommendations.
Strong capability with BI tools such as Power BI, including data visualization best practices.
Experience with forecasting methodologies, quota-setting frameworks, and compensation modelling tools (e.g., Anaplan).
P roficiency with CRM platforms , with a proven ability to drive adoption and optimize system workflows.
Completed Bachelor's Degree in Business or a related field, or relevant work experience required
7-10 years of experience in Sales, Operations, or a relevant functional area
4+ years of experience in a management position required
Ability to travel to SHI, Partner, and Customer Events
Ability to travel 25%
Extensive experience in sales operations, ideally in a leadership capacity within a complex and high-growth organization .
Strong understanding of CRM systems such as Dynamics, Salesforce and business intelligence platforms such as Power BI.
Demonstrated ability to design, implement, and evolve KPIs and performance frameworks.
Proven track record of driving cross-functional collaboration with sales, finance, and go-to-market teams.
Strong leadership capabilities with experience developing high-performing operational teams.

Responsibilities

Develop, enhance, and standardize sales performance reporting, maintaining core KPIs while designing new metrics aligned with evolving business needs.
Oversee the quota deployment process, ensuring accurate , timely , and strategically aligned target settings for sales teams and leadership.
Lead the sales forecasting process, leveraging CRM , Power BI, and other analytical tools to improve forecast accuracy, transparency, and predictability.
Partner with the CRM strategy team to optimize system usage, workflow design, data governance, and process efficiency.
Collaborate with compensation and Anaplan development teams to align incentive structures with performance goals and m odelling to support plan design.
Work closely with sales leadership and team managers to ensure alignment on forecasting cycles, organizational design changes, and operational effectiveness.
Partner with BI and analytics teams to drive standardization of dashboards and ensure reporting meets the needs of executives and business stakeholders.
Ensure all sales operations outputs align tightly with corporate strategy and go-to-market objectives .
L ead initiatives to consolidate , scale, and standardise sales processes, driving efficiency and operational consistency across the organization .
Lead, mentor, and develop a high-performing team of analysts responsible for reporting, quota deployment, and operational support.