Head of Business Development and Sales Operations

Redaptive•Denver, CO

3d•$175,000 - $200,000

About The Position

Head of Business Development and Sales Operations is responsible for optimizing the performance, productivity, and effectiveness of the sales organization and is directly responsible for the Origination business. This role drives strategic planning, forecasting accuracy, sales process optimization, compensation design, CRM governance, analytics, and cross-functional alignment to support revenue growth in partnership with the CRO. This leader partners closely with enterprise sales, marketing, and executive leadership to ensure the revenue engine is running efficiently, the BDR team is set up to win, and Sales Operations is delivering the operational clarity the business needs to grow.

Requirements

Proven ability to lead and develop high-performing sales and BDR teams
Strong commercial instincts with the ability to connect operational decisions to revenue outcomes
Experience building and scaling outbound pipeline programs from strategy through execution
Proficiency with CRM platforms (Salesforce preferred) and sales tech stack management
Ability to drive cross-functional alignment through influence and clear communication
Strong analytical skills — comfortable building and interpreting pipeline and performance dashboards
Demonstrated ability to develop and mentor operational leaders, elevating team capability over time
Comfortable operating at the strategic level while maintaining enough operational fluency to guide and coach the teams beneath them
Executive-level communication and stakeholder management skills
Bachelor's degree required; advanced degree preferred
15+ years of experience in sales, sales operations, or revenue operations leadership
Demonstrated track record of owning and hitting pipeline or revenue targets
Experience building, expanding, and leading teams through periods of organizational change
Proven ability to partner with senior sales and go-to-market leadership to drive operational improvements
CRM experience required; Salesforce strongly preferred

Responsibilities

Sales Strategy and Planning: Provide strategic oversight of the sales Operations function, setting directions on priorities, tooling, and performance standards (Annual and budget planning, compensation, territory management)
Sales Ops Roadmap & Execution: Where to invest, where to simplify, and where to drive improvement across the revenue org. Ensure deadlines are met.
Performance Management: Maintain accountability for Sales Ops outcomes including forecast accuracy, CRM integrity, and pipeline reporting quality
Compensation and Incentives: Weigh in recompensation plan design, territory management, and quota setting in partnership with finance and sales leadership
Strategic Advisor for the CRO: Developing GTM strategy Expansion strategy (upsell, cross-sell, new logos, ECM focus) Team’s performance and adoption of Sales Ops processes and tools. Partner with CRO to evaluate Revenue org structure, enhancements and changes (SE/Manager and Leaders). Lead change management discussions with Leaders/Managers with CRO’s sponsorship.
Alignment with Company’s strategy and Estaff: Partner with enterprise sales and executive leadership to ensure Sales Ops strategy is aligned to broader revenue goals
Team Leadership: Build and lead a high-performing Sales Operations team. Serve as a mentor and thought partner to the sales Operations leader, helping develop their capabilities and judgment over time.
Team Leadership: Lead, coach, and develop the BDR team with full ownership of pipeline generation strategy and execution. Recruit, onboard, and develop BDR talent; build a team culture of accountability, learning, and high performance
Origination Target and Pipeline Management: Own the BDR quota and pipeline number accountable for team attainment against targets.
Outbound Strategy: Targeting, sequencing, messaging, and channel mix. Identify opportunities to improve BDR productivity through tooling, automation, and process improvements
BDR Operational Excellence Framework: Build and maintain the BDR playbook, metrics framework, and performance accountability structure
Marketing Collaboration: Partner with marketing to align BDR outbound activity with demand generation efforts and ensure tight lead handoff and follow-up processes
Act as a key partner to sales, marketing, and finance leadership on revenue planning and forecasting
Represent Revenue Operations in executive-level planning discussions
Drive alignment across functions on pipeline definitions, lead handoff criteria, and revenue reporting standards
Lead teams through change effectively — maintaining clarity, momentum, and morale during periods of organizational evolution
Other duties as assigned