Director, Sales Operations

Wolters Kluwer•Minneapolis, IL

About The Position

The Director of Sales Operations is a strategic leadership role responsible for driving seller productivity and achieving revenue targets. This position oversees the integration and optimization of data, processes, and systems to enable a seamless revenue lifecycle. The Director will partner with GTM leadership and cross-functional teams (BI, GBS, DxG) to define and execute a roadmap for commercial transformation, ensuring alignment with current and future operating models. You will lead a reorganized team structured around the pillars of Sales Operations—leveraging existing talent while introducing new capabilities to support end-to-end customer lifecycle management. Key areas include Sales Operations, Deal Desk, Analytics, Territory & Quota Management, and Ecommerce Operations

Requirements

Bachelor’s degree in Business Management, Finance, or related field.
7+ years in Sales or Sales Operations leadership within a growth environment.
Proven ability to lead large-scale transformation initiatives and cross-functional teams.
Expertise in sales performance metrics, forecasting, compensation design, and analytics.
Strong understanding of commercial technology ecosystems and process optimization.
Exceptional leadership, communication, and change management skills.
Ability to manage multiple concurrent projects and communicate effectively with senior executives.
Strategic thinker with hands-on problem-solving ability.
Proficiency with Salesforce and related tools (Gong, Outreach, CPQ, Seismic).
Some domestic travel (approximately 10%) may be required.

Nice To Haves

MBA highly desirable.

Responsibilities

Strategic Leadership Lead the reorganization of the Sales Operations team to align with core pillars.
Drive seller productivity through enablement across territories, processes, technology, and methodology.
Integrate Sales Operations, Architecture, and Enablement functions to support the full customer lifecycle.
Partner with GTM leadership to define and execute commercial transformation initiatives.
Revenue Operations & Planning Oversee Deal Desk for efficient quote generation and contract negotiations.
Lead planning processes for Annual Sales Planning, Territory Planning, Budgeting, Forecasting (Bookings & Revenue)
Collaborate with BI, GBS, and Ecommerce Ops to design and implement a unified data model supporting automation, segmentation, and analytics.
Technology & Process Optimization Manage commercial tech assessment and define roadmap for future-state architecture.
Ensure Salesforce and supporting tools (Gong, Outreach, CPQ, Seismic) are optimized for account-based targeting and analytics.
Identify opportunities to automate workflows and improve data-driven insights.
Sales Incentives & Compensation Partner with VP of Sales, Finance, and HR to design and maintain compensation plans aligned with business objectives.
Oversee quota setting, compensation administration, and leverage tools like Xactly for performance analytics.
Change Management & Enablement Build organizational change management capabilities to support adoption of new processes and tools.
Collaborate with Sales Enablement to design training plans and improve collateral for seller success.
Ecommerce Operations Introduce and manage Ecommerce Operations to support digital business growth, including product information management, pricing operations, and analytics.