Director, Sales Operations

Thumbtack • San Francisco, CA

1d • $193,800 - $294,800

About The Position

The Director, Sales Operations will drive Thumbtack’s sales strategy and partner closely with Sales leadership to grow revenue by bringing more local service businesses onto Thumbtack and expanding relationships with existing accounts. Reporting to the Vice President of Commercial Operations, this leader will manage analysts and managers across North America and the Philippines. The role offers the opportunity to develop new approaches to outbound prospecting, account expansion, and applying AI in sales. The Director will work directly with data and frontline teams, turning insights into programs and strategic levers that improve results.

Requirements

• Experience developing and executing sales or commercial strategy, with clear evidence of revenue growth.
• Strong analytical ability to investigate problems, question metric definitions, verify underlying data, and test diagnoses.
• Experience building a sales motion, team, or operating capability from an unclear starting point and driving adoption with measurable impact.
• Experience leading managers and developing people, setting expectations, giving direct feedback, and making difficult decisions.
• Clear communication and sound judgment with partners, including the ability to challenge senior stakeholders using data, understand differing perspectives, and drive impact quickly.
• Curiosity and urgency, including the ability to learn unfamiliar areas quickly, try different approaches, and make and adjust decisions with imperfect information.

Nice To Haves

• Experience in high-volume sales to small businesses.
• Management consulting experience.

Responsibilities

• Set and execute sales strategy with Sales leadership to grow revenue and achieve shared goals.
• Develop and test approaches to outbound acquisition and existing-account expansion, then scale effective approaches.
• Analyze data and work with reps and pros to identify opportunities to improve sales and pro lifetime value, conversion, and account growth.
• Use AI to improve prospecting, selling, and account-management workflows, measuring adoption and impact on revenue or productivity.
• Align with Product, Marketing, Data Science, and sales technology partners on priorities and ownership, and resolve execution dependencies.
• Maintain core sales operations, including lead routing, account-management workflows, and sales tools.
• Develop managers, establish clear ownership, and make hiring and performance decisions that strengthen the team.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed