Director, Sales Operations

Semrush•Boston, MA

8d•Remote

About The Position

We’re looking for a Director of Sales Operations to help scale, refine, and elevate our Sales organization. This role reports directly to the VP of Revenue Operations and will serve as a key partner in strengthening how the Sales function operates as we continue to grow and prepare for deeper evolution within Adobe. This is a hands-on leadership role for someone who understands what great looks like and knows how to evolve an existing foundation into a more mature, predictable, and high-performing operating model. You will build on what is already in place by sharpening processes, improving forecasting rigor, and introducing the structure needed to operate effectively at greater scale and complexity. This is an opportunity to uplevel an existing Sales Operations function, drive consistency and accountability across the funnel, and ensure the organization is positioned to integrate seamlessly into a broader, more sophisticated operating environment.

Requirements

5 to 8 years of experience in Operations, Revenue Operations, or Sales Operations, with significant experience directly supporting Direct, Indirect, and Overlay Sales teams/models.
Experience operating at a Director level or equivalent scope, with ownership over forecasting, planning, and cross-functional initiatives.
Track record of scaling and maturing Sales Operations functions in a growing B2B SaaS or recurring revenue environment.
Experience working in or preparing for complex organizational environments, such as acquisitions or integrations.
Demonstrated ability to partner with senior leadership and influence decisions that impact company performance.
Operator Mindset: Clear point of view on what high-performing, scaled Sales organizations look like. Experience evolving and maturing existing operating models, not just building from zero. Comfortable operating at both the strategic and execution level. Ability to bring structure, discipline, and clarity to complex, fast-moving environments.
Analytical and Technical Strength: Deep experience with CRM systems such as Salesforce or Microsoft Dynamics. Strong background in sales forecasting, pipeline management, and performance analytics. Familiarity with sales engagement and enablement tools. Experience with BI tools such as Tableau or similar. Ability to translate data into clear narratives that drive action and accountability.
Business Partnership: Strong communicator with the ability to influence senior stakeholders. Comfortable challenging assumptions and raising the bar on performance expectations. High level of ownership and accountability.
Builder and Scaler Mentality: Proven ability to improve and scale existing systems, processes, and teams. Comfortable operating in environments that are evolving toward greater complexity and rigor. Balances speed with thoughtful, durable improvements that will stand up over time.

Responsibilities

Build the Operational Foundation, Operating Cadence, and KPIs: Refine and evolve the existing Sales operating model, including territory design, segmentation, and coverage strategy to support continued growth. Strengthen sales processes to improve consistency, inspection, and predictability. Enhance the operating cadence across the Sales organization, including pipeline reviews, forecast calls, and quarterly business reviews. Continuously improve core KPIs (such as pipeline generation, conversion rates, deal velocity, and attainment) and ensure metrics are tightly connected to behaviors, accountability, and performance management.
Drive Insight and Performance: Own and elevate forecast methodology, accuracy, and accountability across Sales leadership. Improve pipeline visibility and inspection to drive higher-quality forecasting and execution. Partner with Analytics teams to develop and enhance dashboards, reporting, and analytics to support faster, more confident decision-making. Translate data into clear, actionable insights that influence Sales and executive leadership. Identify opportunities to increase productivity, efficiency, and pipeline quality.
Strategic Business Partnership: Act as a trusted advisor to Sales leadership, helping guide decision-making with data and structure. Lead and support planning cycles, including annual planning, quota setting, capacity modeling, and territory design. Serve as a key partner in shaping sales compensation strategy, leveraging data and performance insights to influence plan design, incentives, and alignment to company goals. Partner on strategic initiatives such as new market expansion, GTM evolution, and integration planning. Bring clarity and alignment to cross-functional initiatives that span Sales, Finance, and Customer Success.
Systems and Tools Design: Optimize the existing Sales tech stack, including CRM and sales engagement tools, to support scale and consistency. Partner closely with IT and cross-functional teams to prepare systems and processes for integration with Adobe. Evaluate and implement enhancements that improve seller productivity and operational visibility.
Cross-Functional Alignment & Teambuilding: Strengthen alignment with Customer Success, Product, and Finance across the full revenue lifecycle. Align on funnel definitions, handoffs, shared metrics, and revenue goals. Help connect strategy to execution across teams, ensuring consistency in how the business operates. Develop and mentor Sales Operations talent, raising the overall capability of the team. Foster a culture of accountability, ownership, and continuous improvement.