Director Sales Operations

Collegis•Oak Brook, IL

11d•$125,000 - $150,000•Hybrid

About The Position

The Director of Sales Operations leads and continuously improves Collegis Education’s sales operating system. This hands-on role is accountable for day-to-day operating discipline and for developing a next-generation model using data, technology, and AI-enabled solutions. The Director runs pipeline and forecast processes, strengthens Salesforce data integrity, recommends configuration changes, drives follow-through, and gives leadership an independent view of pipeline health and risk. In partnership with the AI Solutions team, the Director defines the processes, data, and business rules needed to automate sales operations. The role owns the sales operating process, data discipline, forecast integrity, and process accountability. Sales leadership retains responsibility for seller coaching, performance, and commercial execution. GTM and Marketing own positioning, messaging, campaigns, and sales-enablement strategy and content; Sales Operations helps operationalize and measure these efforts. Collegis Education partners with higher education institutions to deliver technology, marketing, and enrollment solutions supporting the full student lifecycle. The position follows a hybrid schedule, with employees expected to work onsite two to three days per week to support collaboration and cross-functional partnership.

Requirements

At least 7 years of progressive Sales Operations, Revenue Operations, or related experience supporting complex B2B managed services sales.
Hands-on expertise in pipeline management, forecasting, Salesforce or other CRM systems, sales analytics, and operating cadence.
Strong business judgment and executive presence, with the ability to challenge assumptions and drive accountability without directly managing sellers.
Comfort with AI, automation, and data, and the ability to translate business processes into requirements for technical implementation.

Nice To Haves

Experience implementing or operating within a structured enterprise sales methodology such as MEDDPICC, ideally in a complex, multi-stakeholder B2B sales environment.
Bachelor's degree in Marketing or a related field.

Responsibilities

Own and run weekly pipeline and forecast reviews, focusing discussions on exceptions, decisions, and actions.
Track commitments and follow-up, ensuring agreed actions are completed.
Provide the CEO, finance, and sales leadership with concise updates on changes, risks, and where intervention is needed.
Operationalize a structured enterprise sales methodology, such as MEDDPICC, by embedding qualification criteria, stage gates, required data, and inspection standards into Salesforce, pipeline reviews, and forecasting.
Enforce stage definitions, qualification criteria, close-date discipline, next steps, stakeholder coverage, and required opportunity data.
Challenge stale, weak, or unsupported opportunities and forecasts, and maintain a fact-based forecast and pipeline outlook.
Monitor coverage, aging, slippage, conversion, velocity, pipeline creation, and seller and process adherence.
Define and continuously improve sales processes, data requirements, KPIs, stage gates, review cadence, and management rules.
Define Salesforce business requirements that support sales operating systems.
Identify where deals stall or conversion breaks down and recommend improvements to execution.
Partner with GTM to operationalize sales plays and market intelligence through repeatable seller workflows and measurable actions.
Partner with the AI Solutions team to automate pipeline inspection, alerts, meeting preparation, projections, forecast-risk identification, and management reporting.
Define business logic and data requirements for AI-enabled workflows, validate outputs, and embed useful capabilities in the recurring sales cadence.
Shift effort from manual reporting and inspection toward insight, intervention, and improvement.