Director, Sales Operations (Remote in U.S.)

US Green Building Council • Washington, DC

11h • $160,000 - $180,000 • Remote

About The Position

The Director of Sales Operations is a hands-on functional leader and people manager who will build and lead the commercial operating foundation for USGBC/GBCI and provide global oversight of sales operations, commercial processes, systems, analytics, and sales enablement. The role establishes effective processes, usable commercial data, forecasting discipline, Salesforce business requirements, and enablement resources, supporting consistent commercial execution across global regions.

The Director leads the Sales Operations function, including the Sales Operations Analyst and Sales Enablement Lead. The position reports to the Global Head of Market Development and works closely with Regional Directors, Market Leads, the Director of Account Management, customer and channel partner account management teams, Client Solutions, Product, Marketing, Finance, and Technology. The role provides operational systems and process support to commercial teams while accountability for account management strategy, customer retention, revenue expansion, partner development, and account management team performance remains with account management leadership.

The Director is responsible for scalable sales processes, data governance, forecasting frameworks, performance reporting, and enablement resources. This includes establishing coverage and engagement rules; governing pipeline, forecasting, CRM data, and reporting; leading sales enablement and cross-functional execution; monitoring commercial performance; and managing operational improvement, decision-making, and risk escalation across global commercial operations.

Requirements

• Bachelor's degree in business administration, finance, economics, marketing, business analytics, operations management, or a related field.
• At least 10 years of progressively responsible experience in sales operations, revenue operations, commercial operations, or related B2B commercial functions.
• At least 5 years of substantive responsibility for sales processes, forecasting, commercial analytics, or business systems.
• At least 3 years of direct people-management experience.
• Demonstrated success building, scaling, or materially transforming a sales or revenue operations function, including leading operational teams and improving commercial processes, forecasting, systems, and performance reporting.
• Practical expertise in pipeline governance, forecasting, account coverage, partner attribution, and commercial performance analysis in a complex B2B environment.
• Experience translating commercial needs into Salesforce business requirements and governing improvements with technical teams without assuming technical control responsibilities.
• Experience developing employees, managing approved resources, resolving commercial conflicts, and maintaining clear decision rights and auditable reporting.
• Experience leading or supporting sales operations across multiple geographic regions or international markets.
• Experience establishing standardized commercial processes, forecasting practices, and performance reporting for geographically distributed teams.
• Experience leading cross-functional initiatives and managing operational change in a complex, matrixed organization.
• Advanced proficiency with Salesforce or a comparable CRM platform, including pipeline management, forecasting, account hierarchies, reporting, and data governance.
• Advanced proficiency with Microsoft Excel, including data analysis, pivot tables, forecasting models, and performance reporting.
• Proficiency with Microsoft 365 applications, including PowerPoint, Word, Outlook, Teams, and SharePoint, or comparable productivity and collaboration tools.
• Experience using sales reporting, forecasting, and performance management systems for commercial decision-making.
• Ability to define business system requirements, support user acceptance testing, and partner with Technology on CRM enhancements, integrations, and process automation.
• Strong change leadership, cross-functional influence, prioritization, analytical judgment, and executive communication skills.
• Ability to lead, develop, and coach employees while managing performance and competing organizational priorities.
• Strong analytical and problem-solving skills, including evaluating commercial performance, identifying operational risks, and translating data into actionable recommendations.
• Excellent communication, stakeholder-management, and relationship-building skills across cultures, regions, and organizational levels.
• Strong strategic planning, project management, and organizational skills, including prioritizing multiple initiatives and leading teams across global time zones.
• Ability to balance standardized global commercial processes with regional business needs, customer requirements, and market conditions.
• Strong business acumen, financial literacy, attention to detail, and commitment to data accuracy, accountability, and continuous improvement.
• Commitment to the missions of USGBC and GBCI and interest in advancing sustainability in the built environment.

Nice To Haves

• Experience supporting commercial operations within a nonprofit, membership-based, certification, or professional services organization.
• Experience leading global sales operations or revenue operations functions supporting multiple business units, regions, or commercial models.
• Experience developing sales operations frameworks, reporting dashboards, or CRM governance practices from the ground up.
• Master's degree in business administration (MBA), finance, business analytics, or a related discipline.
• Experience with business intelligence and data visualization tools such as Microsoft Power BI, Tableau, or comparable analytics platforms.
• Professional certifications in Salesforce, revenue operations, business analytics, project management, or change management.
• LEED Green Associate or LEED AP credential.

Responsibilities

• Build the Sales Operations function by establishing its charter, role expectations, operating priorities, methods, and service commitments; recruit or develop approved capacity, coach and assess staff, manage workload, and prioritize resources and initiatives.
• Provide direct leadership, coaching, performance management, and professional development for the Sales Operations Analyst and Sales Enablement Lead.
• Partner with account management leadership, Regional Directors, and Market Leads to establish consistent commercial processes, reporting frameworks, and operational standards across regions; provide systems and operational guidance without taking ownership of account management strategy or revenue results.
• Design sales territories, account hierarchies, segmentation, assignment frameworks, lead routing, regional handoffs, partner attribution, and joint-pursuit rules; recommend quota and KPI distributions for approval, administer approved allocations, resolve routine issues within delegated authority, and escalate strategic coverage decisions.
• Establish and maintain opportunity stages, required evidence, pipeline reviews, commercial handoffs, and forecasting procedures; challenge unsupported assumptions, consolidate forecasts, coordinate commercial plans with leadership and Finance, and maintain visibility into risks, capacity, and performance trends.
• Standardize global forecasting methodologies, reporting expectations, and pipeline governance; incorporate account retention, renewal, expansion, and partner revenue forecasts into consolidated reporting in collaboration with the Director of Account Management.
• Own commercial data definitions, data quality standards, reporting priorities, and the Salesforce business-improvement backlog; oversee business requirements, testing, and adoption activities, and coordinate technical delivery and system controls with Technology.
• Support Market Leads and Account Managers in maintaining accurate pipeline and forecasting data; establish global CRM governance, data integrity practices, and user-adoption expectations that support regional commercial requirements.
• Lead sales enablement priorities, including onboarding, playbooks, learning resources, tools, and process adoption for Market Leads, account teams, and relevant partners.
• Partner with Product, Marketing, Client Solutions, and service teams on approved content, product-launch readiness, defined handoffs, and consistent working standards; develop and implement scalable global sales enablement programs.
• Liaise between Market Development and Marketing and Communications on campaign setup, audience segmentation, lead routing, and return-on-investment reporting.
• Collaborate with Product, Client Solutions, Finance, Legal, HR, and Technology to align commercial processes, customer handoffs, approval requirements, and operational priorities; facilitate cross-regional collaboration and coordinate global processes with organizational strategies and local market needs.
• Monitor process adoption, customer and partner performance data, commercial performance, and cost and capacity considerations; reconcile reporting with Finance, maintain auditable attribution, prevent double counting or unauthorized commitments, and recommend resource and organizational adjustments based on evidence.
• Establish consistent global sales operations reporting and performance indicators, and provide timely reporting on pipeline health, forecast accuracy, customer retention, expansion, and partner performance to commercial leaders.
• Identify and lead improvements to commercial processes, system adoption, reporting accuracy, and team effectiveness; develop scalable process improvements, documented standard operating procedures, and change-management practices.
• Manage Sales Operations team performance, operational priorities, review cadence, data standards, and enablement requirements within approved authority; allocate work and administer approved coverage frameworks and processes.
• Recommend territory-planning frameworks, quota and KPI allocation methodologies, staffing, system investments, incentive-reporting processes, and operational improvements; escalate unresolved process issues, capacity conflicts, disputed attribution, systems risks, and proposed operational changes to appropriate functional leaders.
• Maintain clear decision-making authority, approval processes, and escalation procedures across global commercial operations in alignment with the Global Head of Market Development.

Benefits

• 401(k) with employer matching
• Professional development reimbursement
• Healthcare plan through Cigna, including medical, dental, vision, and prescription drugs; USGBC covers 100% of premiums and provides an HRA to assist with in-network medical deductible costs.
• 12 paid holidays, 9 paid personal sick days, and 2 to 3 weeks of PTO based on career level; operations close for a full week between Christmas and New Year’s.
• Six weeks of paid renewal leave after 7 years of continuous service.
• Competitive compensation.

What This Job Offers

• Job Type: Full-time
• Career Level: Director