Director, Sales

Encore Fire Protection • Norwalk, CT

22h

About The Position

Encore Fire Protection is the east coast's largest full-service fire protection company, serving over 90,000 customers with a team of over 2,200 employees. They provide innovative, customized fire suppression, fire sprinkler, and fire alarm solutions. The company is experiencing growth, which brings increased complexity in sales, forecasting, and customer support. The Director Sales Operations will be crucial in structuring this complexity, enabling the sales organization to perform at a high level by aligning processes, data, tools, and strategy. This role involves owning the sales operating framework, designing how opportunities move through the funnel, measuring performance, and sharing insights with leadership. The Director will create clear, consistent ways of working to support accurate forecasting, informed decision-making, and disciplined execution across regions and lines of business. The position requires close collaboration with the EVP of Sales, regional sales leaders, Finance, Operations, and other partners to connect daily activities with long-term goals, turning data into practical guidance, identifying risks and opportunities, and ensuring alignment of resources, targets, and strategies. This is a highly visible, impact-driven role for someone comfortable with both strategic and tactical operations, focused on building systems to elevate the performance of the commercial organization.

Requirements

• 10 to 15 years of experience in sales operations, revenue operations, data analysis, or a closely related field
• Proven experience supporting a B2B sales organization, ideally in a service-oriented, or route-based business
• Demonstrated success designing and improving sales processes that lead to measurable gains in efficiency, conversion, or retention
• Strong analytical skills, with experience building and interpreting dashboards and reports for senior leadership
• Proficiency with modern sales tools, including HubSpot for CRM and basic reporting, as well as common data or visualization tools
• Solid project management skills, including the ability to prioritize work, manage timelines, and drive cross functional initiatives to completion
• Excellent communication and interpersonal skills, with the ability to explain complex topics in straightforward language and build trust across departments
• Comfort working in a growing, fast-changing environment, with the ability to bring structure without overcomplicating how people work

Nice To Haves

• Experience in fire protection, construction, building services, or another recurring service-based industry.
• Experience operating in a private equity-backed environment, including exposure to KPI driven operating models and value creation plans.
• Direct involvement in supporting or designing sales compensation plans in partnership with Sales and Finance.
• Hands-on experience with data visualization or business intelligence tools in addition to CRM reporting.
• A track record of building or scaling sales operations or revenue operations capabilities over time.

Responsibilities

• Design, implement, and refine sales processes that enhance efficiency and reduce friction in daily operations.
• Map how opportunities move from lead to close and simplify steps where it makes sense to do so.
• Identify manual, repetitive tasks and work to streamline or automate them, so sales teams have more time for customer-facing activities.
• Oversee the structure, quality, and stewardship of sales data used for reporting and decision making.
• Develop and maintain dashboards and reports that provide clear visibility into pipeline health, performance trends, win rates, and revenue forecasts.
• Provide data driven insights and recommendations that help sales and executive leadership address challenges and capitalize on opportunities.
• Take ownership of the core tools that support the sales organization, including the CRM and related sales enablement platforms.
• Ensure tools are configured in a way that aligns with sales processes and are practical for teams to use every day.
• Partner with IT and vendors to evaluate and implement new technologies when they add meaningful value.
• Collaborate with sales leadership to build accurate, bottom-up forecasts at representative, team, and regional levels.
• Support annual and quarterly planning, including territory design, coverage models, and performance targets.
• Connect forecast and pipeline trends to practical guidance on focus areas, resource needs, and strategic priorities.
• Define and track key performance indicators for individuals, teams, and segments in partnership with sales leadership.
• Provide regular performance reporting and commentary that helps leaders understand what is working, what is at risk, and where to focus.
• Help ensure that goals, metrics, and reporting are aligned, so everyone is working from the same picture.
• Equip the sales organization with the training, resources, and guidance needed to improve productivity and deal quality.
• Support structured approaches to pricing, contract terms, and approvals through a clear deal support process.
• Partner on new hire onboarding and ongoing training related to sales process, tools, and field execution.
• Work closely with Operations, Marketing, Finance, HR, and other stakeholders to align go to market plans and shared initiatives.
• Ensure that sales strategies and processes are consistent with broader company objectives and financial targets.
• Represent the needs of the sales organization in cross-functional projects that affect how we serve and grow our customers.

Benefits

• Competitive Salary: Compensation commensurate with your experience, with the opportunity to earn performance-based bonuses tied to your personal effectiveness and contributions to the team.
• Purpose-Driven Work Environment: We believe in working smarter, not harder. You’ll be part of a culture that values results, and we empower our team to focus on impactful work.
• Flexible Dress Code: Upon joining, you’ll receive branded Encore swag, and we believe in dressing for the objective, not the occasion. Most days, you can enjoy a casual work environment, but we’ll dress up when the situation calls for it.
• People-Focused Culture: We know our greatest strength is our people. That’s why we’ve built a culture that encourages experimentation, learning, and improving together. You’ll have the space to share your ideas and help shape a company that is constantly growing.
• Tools for Success: Access to leading-edge web-based productivity tools.
• Health and Wellness: Comprehensive medical, dental, and vision coverage to keep you and your family healthy.
• Retirement Planning: Participation in our Fidelity 401(k) plan with a company match, helping you save for your future.
• Life Insurance: Company-paid life insurance policy of $50,000 to give you peace of mind.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed
• Number of Employees: 101-250 employees