Director, Sales

Encore Fire Protection•Norwalk, CT

13h

About The Position

Encore Fire Protection is seeking a Director of Sales Operations to play a central role in bringing structure to the company's growing complexity in sales, forecasting, and customer support. This role is designed to enable the sales organization to perform at a high level by aligning processes, data, tools, and strategy. The Director of Sales Operations will own the sales operating framework, designing and refining how opportunities move through the funnel, how performance is measured, and how insights are shared with leadership. This position requires creating clear, consistent ways of working to support accurate forecasting, informed decision-making, and disciplined execution across regions and business lines. The role involves close collaboration with the EVP of Sales, regional sales leaders, Finance, Operations, and other key 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 operating at both strategic and tactical levels, who takes pride in building systems that elevate the performance of the entire 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.
Identify manual, repetitive tasks and work to streamline or automate them.
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 to 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 to align with sales processes and are practical for teams to use daily.
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 to help leaders understand what is working, what is at risk, and where to focus.
Help ensure that goals, metrics, and reporting are aligned.
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.