Director Sales Operations

Collegis Education•Oak Brook, IL

5h•Hybrid

About The Position

The Director of Sales Operations leads and continuously improves Collegis Education’s sales operating system. This hands-on role strengthens pipeline visibility, forecasting accuracy, Salesforce data integrity, accountability, and operating efficiency, while helping build an increasingly automated, AI-enabled sales operations model. The Director runs pipeline and forecast processes, recommends Salesforce configuration changes, maintains credible data, drives follow-through, and provides leadership with an independent view of pipeline health and risk. The role partners with the AI Solutions team to define the processes, data, and business rules needed to automate sales operations. Sales leadership retains ownership of seller coaching, performance, and commercial execution; the Director owns operating processes, data discipline, forecast integrity, and process accountability. GTM and Marketing own positioning, messaging, campaigns, and sales-enablement strategy and content, while Sales Operations helps operationalize and measure them. Success includes a credible pipeline and forecast supported by stronger data discipline; an effective operating cadence that does not require day-to-day CEO management; earlier identification of risk, slippage, and needed intervention; and increasing automation of recurring inspection, analysis, and reporting.

Requirements

At least 7 years of progressive Sales Operations, Revenue Operations, or related experience supporting complex B2B managed services sales.
Hands-on expertise in pipeline management, forecasting, Salesforce or CRM, sales analytics, and operating cadence.
Experience implementing or operating within a structured enterprise sales methodology such as MEDDPICC, ideally in a complex, multi-stakeholder B2B sales environment.
Strong business judgment and executive presence, with the ability to challenge assumptions and drive accountability without directly managing sellers.
Comfort with AI, automation, and data, and the ability to translate business processes into requirements for technical implementation.

Nice To Haves

Bachelor’s degree in Marketing or a related field preferred.
Experience with a structured enterprise sales methodology such as MEDDPICC in a complex, multi-stakeholder B2B sales environment.

Responsibilities

Own and run weekly pipeline and forecast reviews, focusing discussions on exceptions, decisions, and actions.
Track commitments and follow-up to ensure agreed actions are completed.
Provide the CEO, finance, and sales leadership with concise updates on what changed, what is at risk, and where intervention is needed.
Operationalize a structured enterprise sales methodology, such as MEDDPICC, by embedding qualification criteria, stage gates, required data, and inspection standards into Salesforce, pipeline reviews, and forecasting.
Enforce stage definitions, qualification criteria, close-date discipline, next steps, stakeholder coverage, and required opportunity data.
Challenge stale, weak, or unsupported opportunities and forecasts, and maintain a fact-based forecast and pipeline outlook.
Monitor coverage, aging, slippage, conversion, velocity, pipeline creation, and seller and process adherence.
Define and continuously improve sales processes, data requirements, KPIs, stage gates, review cadence, and management rules.
Define Salesforce business requirements to support sales operating systems and recommend Salesforce configuration changes.
Identify where deals stall or conversion breaks down and recommend execution improvements.
Partner with GTM to operationalize sales plays and market intelligence through repeatable seller workflows and measurable actions.
Partner with the AI Solutions team to automate pipeline inspection, alerts, meeting preparation, projections, forecast-risk identification, and management reporting.
Define business logic and data needed for AI-enabled workflows, validate outputs, and embed useful capabilities into the recurring sales cadence.
Shift effort from manual reporting and inspection toward insight, intervention, and improvement.