Director, Sales Operations - Technology

Wolters Kluwer•Waltham, MA

1d•$165,400 - $295,600•Onsite

About The Position

As Director of Sales Operations, you will lead the Deal Desk and play a critical role in improving how we execute, manage, and close business. This role is responsible for building the processes, documentation, governance, and operating discipline that enable our sales teams to move faster, reduce friction, and drive increased bookings each quarter. You will partner closely with Sales, Finance, Legal, Product, and Revenue Operations to identify barriers in the sales process, simplify how work gets done, and establish clear and scalable business processes. A key focus will be creating stronger Deal Desk capabilities, increasing process documentation and adoption, and using data and insights to continuously improve sales execution.

Requirements

Deal Desk Leadership: Strong experience leading Deal Desk operations, complex deal management, pricing and approval processes.
Business Process Design: Demonstrated ability to assess, redesign, document, and implement scalable end-to-end business processes.
Sales Execution: Strong understanding of the processes and operational levers that improve deal velocity, conversion, and bookings performance.
Process Documentation & Governance: Ability to create clear policies, procedures, workflows, decision rights, and operating standards.
Cross-Functional Leadership: Proven ability to bring Sales, Finance, Legal, Product, and Operations together to solve complex business problems.
Data & Insights: Ability to use operational and sales data to identify friction, prioritize improvements, and measure business impact.
Sales Systems: Strong knowledge of CRM, CPQ, workflow automation, and related sales technologies.
Change Leadership: Ability to move teams from inconsistent or manual processes to standardized, scalable ways of working.
Executive Communication: Ability to communicate complex operational issues clearly and influence leaders across the organization.
Results Orientation: Strong focus on translating operational improvements into measurable outcomes, including faster deal cycles, improved conversion, and increased bookings.

Responsibilities

Lead the Deal Desk function, establishing clear ownership, governance, service levels, and escalation paths to support effective deal execution.
Identify and implement business process improvements that reduce friction, accelerate deal velocity, and contribute to increased bookings each quarter.
Build and maintain comprehensive documentation for critical sales processes, policies, approval workflows, and Deal Desk procedures.
Establish clear standards and operating procedures that improve consistency and scalability across the sales organization.
Partner with Sales leaders to identify recurring deal barriers and develop solutions that make it easier for sellers to execute and close business.
Simplify and improve approval processes across pricing, discounting, contracting, exceptions, and other complex deal structures.
Use Deal Desk and sales data to identify trends, bottlenecks, cycle-time issues, and opportunities to improve conversion and bookings.
Drive automation and process improvements across CRM, CPQ, and other sales systems to reduce manual work and increase seller productivity.
Establish meaningful Deal Desk and operational KPIs, including turnaround time, deal velocity, approval cycle time, exception volume, and impact on bookings.
Partner cross-functionally with Sales, Finance, Legal, Product, and other stakeholders to ensure processes support both customer and business needs.
Build a culture of continuous improvement focused on speed, clarity, accountability, and measurable business outcomes.
Lead and develop Sales Operations professionals responsible for Deal Desk and supporting sales processes.