Director, Sales Operations

AltaGas • Springfield, VA

1d

About The Position

The Director of Sales Operations is responsible for driving meter growth and delivering an exceptional customer experience across residential and commercial segments. This role converts marketing-generated leads into active sales, manages the sales pipeline, and oversees projects from initial engagement through completion. The Director will champion cross-functional collaboration, digital transformation, and compliance to ensure seamless project delivery and customer satisfaction.

Requirements

• Bachelor’s Degree required; Master’s Degree preferred.
• 10+ years of sales experience, with significant experience in the utility sector.
• 7+ years of management experience.
• Proven leadership, strategic planning, and problem-solving skills.
• Demonstrated success in leading Sales and Customer Growth teams, exceeding growth and revenue targets.
• Experience developing business plans and presenting business cases.
• Strong decision-making agility and ability to redirect resources in dynamic business environments.
• Excellent interpersonal and project management skills; able to manage multiple clients and tight timelines.
• Outstanding communication skills, including negotiation, persuasion, and conflict resolution.
• Experience with CRM platforms and sales analytics tools.
• Change management and digital transformation experience.
• Familiarity with utility industry sales cycles and regulatory environments.
• Commitment to fostering diversity, equity, and inclusion within the team.
• Experience in public policy and regulatory engagement with external stakeholders.

Responsibilities

• Lead Conversion & Sales Execution Convert qualified leads from marketing into active sales opportunities, managing the sales pipeline and ensuring timely follow-up.
• Develop and implement sales strategies to maximize growth and expand market reach.
• Partner with Marketing to inform campaigns, optimize lead generation, and refine qualification criteria.
• Oversee project management for sales initiatives, ensuring projects are delivered on time and within scope.
• Customer Experience Management Optimize the customer journey from a lead through post-sale support, ensuring seamless transitions and rapid issue resolution.
• Lead initiatives to enhance customer satisfaction, and loyalty, focusing on expanding service adoption and retention.
• Develop and manage CRM strategies
• Cross-Functional Collaboration Collaborate with Operations, Engineering, Customer Service, and other departments to ensure successful project delivery and customer satisfaction.
• Build and sustain relationships with key external stakeholders—including customers, builders, developers, consultants, and associations.
• Digital Transformation & Analytics Champion the adoption of digital platforms and tools to streamline sales operations and improve data-driven decision-making.
• Utilize forecasting and analytics to identify profitable new business opportunities and growth areas.
• Direct research and analysis to identify industry trends, customer needs, and competitive dynamics.
• Policy, Compliance & Regulatory Engagement Establish and implement business policies and practices that align with internal controls, regulatory requirements, and legal standards.
• Maintain a strong understanding of the regulatory environment and ensure compliance with all relevant policies, standards, and laws.
• Provide written and oral testimony to advance growth initiatives and respond to data requests from external stakeholders and regulatory bodies.
• Performance Management & Reporting Define and track key performance indicators (KPIs), including lead conversion rates, sales cycle times, customer satisfaction scores, and revenue targets.
• Prepare and present regular updates to senior leadership on progress against objectives.
• Track key performance metrics regarding sales conversion that show progress from qualified leads to active customers.
• Financial Oversight & Vendor Management Lead departmental forecasting and budgeting, ensuring initiatives remain on track and within budget.
• Oversee sourcing, procurement, and contractual activities for vendors implementing growth programs.
• Ensure all agreements are current, obligations met, and budgets maintained.
• Team Leadership & Culture Recruit, mentor, and lead a high-performing Sales and Customer Growth team.
• Establish clear performance goals and foster a culture of accountability, excellence, diversity, equity, and inclusion.

Benefits

• We offer a competitive salary range of $176,000 to $256,250per year, commensurate with experience, education, and skills.
• In addition, we provide a comprehensive benefits package including health insurance, retirement plans, and paid time off.
• WGL/SEMCO/AltaGas offers a total rewards package that includes competitive pay, incentive bonus plans, holiday pay, 401K matching and a wide array of benefits.
• These benefits including medical, dental and vision coverage are designed to help you and your family stay healthy.
• We also have paid time off (PTO) to balance the demands of your work and personal life.

What This Job Offers

• Job Type: Full-time
• Career Level: Director