Director, Sales Operations (AMS)

Tricentis•Austin, TX

9h•Hybrid

About The Position

The Director, Sales Operations leads the senior, executive-facing sales operations function for Tricentis’s AMS sales organization. This strategic and hands-on player-coach role shapes how sales leaders plan, inspect performance, and make decisions by bringing structured analysis, commercial judgment, and operating discipline to the business. The director turns complex sales data into actionable insights, advises senior stakeholders, and partners across Sales, Finance, GTM Strategy, Data, and technical teams to improve commercial outcomes. The role provides insight and leadership perspective to AMS sales executives during business reviews, QBRs, and recurring sales operating rhythms. It leads and develops the sales operations team; improves visibility into pipeline health, forecast accuracy, and sales productivity; partners with Finance on capacity, quota, and headcount planning; and establishes KPI frameworks that connect sales activity and performance to business outcomes. The director also improves sales data quality, reporting, processes, systems, and automation in partnership with Data and technical teams. The position is based in Austin, Texas, and requires in-office attendance three days per week, including Fridays. Relocation assistance is not available. The role is not eligible for employer-sponsored work visas; applicants must be authorized to work in the United States without current or future sponsorship. Candidates must also meet applicable global sanctions and export-control compliance requirements.

Requirements

Experience leading sales operations, revenue operations, or a comparable analytical function at senior scope, including executive-facing leadership of a regional or business-unit sales operations function.
Strong quantitative capability and experience turning complex commercial data into recommendations that influence sales strategy, planning, or execution.
Ability to advise senior sales leaders, challenge assumptions, and influence stakeholders with clear insight, executive presence, evidence, and confidence.
Experience partnering with Finance on capacity planning, quota design, headcount modeling, or comparable commercial planning.
Experience improving sales processes, reporting frameworks, or operating rhythms across a complex organization.
Experience leading, coaching, and developing a team while balancing hands-on execution with leadership responsibilities.
Ability to translate between business and technical audiences and communicate commercial requirements to Data, BI, and systems teams.
Experience leading executive planning, forecasting, performance reporting, or business review processes.
Advanced Excel and reporting proficiency, including analytical tools and methods, modeling, and dashboard interpretation.
Hands-on experience with Salesforce, CPQ, Clari, or comparable forecasting and revenue intelligence tools.
Experience operating in a complex software, SaaS, enterprise, or similarly data-rich commercial environment.
Must be authorized to work in the United States without current or future employer sponsorship.
Must not be listed on applicable government restricted-party lists and must meet applicable sanctions and export-control compliance requirements.

Nice To Haves

Experience improving forecast discipline, pipeline inspection, or executive business-review processes across a scaled revenue organization.
Consulting experience or a similar background solving ambiguous commercial, operational, or analytical problems with senior stakeholders.
Advanced education or a relevant professional credential, such as an MBA, CPA, or quantitative field of study.

Responsibilities

Serve as a trusted advisor to AMS sales executives, providing insight, commentary, and leadership perspective for business reviews, QBRs, and recurring sales operating rhythms.
Lead, coach, and develop the AMS sales operations team; set clear expectations, build analytical capability, raise standards, and make direct decisions when needed.
Create visibility into pipeline health, forecast accuracy, and sales productivity to support timely, informed decisions.
Partner with Finance to shape capacity, quota, and headcount models for effective planning and sustainable revenue growth.
Analyze pipeline coverage, conversion rates, deal velocity, and win-loss trends to identify sales performance improvements.
Establish a consistent KPI framework connecting sales activity and performance to business outcomes.
Translate complex or competing data into focused decisions, executive commentary, and actionable business recommendations.
Improve forecast reliability and pipeline visibility across the regional sales organization.
Promote consistency in KPIs, workflows, and reporting while supporting regional and global stakeholders.
Partner with Data and technical teams to identify data gaps, resolve anomalies, and strengthen data quality and reporting accuracy.
Simplify and scale sales processes, systems, and automation.
Lead executive planning, forecasting, performance reporting, or business review processes.
Translate commercial needs into clear requirements for Data, BI, and systems teams.