Director Sales Operations

Specialized Education Services•Meriden, CT

17h

About The Position

The Director of Sales Operations & Enablement serves as the architect and owner of SESI’s revenue operating system and enablement functions to increase the effectiveness of the sales team. This role is responsible for the continuous improvement of the sales operations, processes, reporting, forecasting discipline, and enablement framework that allows SESI’s Partnerships/Sales organization to scale revenue growth predictably and efficiently. The Director ensures that SESI’s sales leaders have and are using the systems, data, insights, and operating rigor necessary to consistently generate qualified pipeline, improve conversion rates, increase forecast accuracy, and achieve annual revenue targets. Success in this role directly impacts SESI’s ability to increase sales productivity and improve forecast reliability, scale into new markets and achieve annual growth targets, and make informed investment and resource allocation decisions. This role serves as a strategic business partner to the Vice President of Business Development and the Partnerships/Sales Team and is accountable for ensuring that SESI’s sales organization operates with excellence, discipline, visibility, and accountability. This role owns the integrity of SESI’s revenue operating processes and outcomes and serves as a central point of accountability for sales process governance, forecasting discipline, pipeline visibility, and performance reporting. SESI’s growth strategy depends on the ability to consistently generate, manage, forecast, and convert revenue opportunities across multiple states and service lines. The Director of Sales Operations & Enablement ensures the systems, processes, and operating discipline are in place to transform growth ambitions into predictable revenue outcomes.

Requirements

7+ years of experience in Sales Operations, Revenue Operations, or Sales Enablement.
Strong expertise with CRM platforms, preferably Microsoft Dynamics.
Experience with Power BI or similar reporting and visualization tools.
Familiarity with Gong and conversation intelligence platforms, including use of AI.
Proven success building or transforming sales operations functions.
Experience implementing forecasting methodologies and pipeline governance frameworks.
Experience supporting geographically distributed sales organizations.
Experience supporting organizations with significant revenue growth objectives.
Exceptional analytical, communication, and problem-solving skills.
Ability to present business insights to senior and executive leadership teams.
Education sector experience required.

Responsibilities

Collaborate with the marketing ops and IT teams to optimize the sale’s teams use of Microsoft Dynamics, Gong, Power BI, and AI-enabled sales technologies and drive to our shared outcomes.
Refine and govern sales stages, qualification criteria, required fields, and process standards empowering the sales team to ensure we achieve our intended outcomes and revenue targets.
Validate data integrity, pipeline visibility, and reporting consistency with the sales team as they use our sales systems effectively.
Engage directly with our 3-year strategic state growth plans to help drive the corresponding pipeline growth and market strategy to monitor our actions against our state growth plans.
Lead a structured forecasting process that improves accuracy and transparency.
Monitor pipeline health, coverage ratios, stage progression, deal quality, and sales velocity.
Identify revenue risks and opportunities early and provide actionable recommendations.
Facilitate pipeline review cadences driving accountability and maintain target qualified pipeline coverage.
Lead sales training in collaboration with marketing ops and IT teams to further the adoption of CRM standards, Gong, KPI fluency, and sales process discipline to accelerate Ops through the pipeline and identify winning sales behaviors.
Support onboarding and ongoing development related to systems and sales execution.
Increase seller productivity by improving process efficiency and helping to highlight trends on customer insights to further empower our work.
Leverage AI-enabled technologies and automation to improve seller productivity and forecasting accuracy.
Work with marketing ops and the IT teams to develop executive dashboards and actionable reporting.
Support executive meetings, QBRs, strategic planning sessions, and Board presentations.
Translate data into strategic recommendations regarding market expansion, territory planning, and resource allocation.
Serve as a trusted advisor to sales leadership through clear, structured, and actionable insights.