Head of Sales Operations

QXO•Greenwich, CT

About The Position

QXO is seeking an enterprise-minded Head of Sales Operations to build and lead the commercial operating system supporting the company’s growth. Working directly with the Chief Sales Officer, this executive will translate strategy into consistent execution across a large, complex, multi-location organization, improving planning, forecasting, performance measurement, seller enablement, and customer service. The role will modernize CRM and analytics, establish disciplined operating rhythms, integrate acquired businesses, and build a high-performing Sales Operations organization to support revenue growth, margin expansion, and sales effectiveness. The position leads commercial strategy execution, sales performance management, CRM technology and analytics, commercial excellence and enablement, enterprise partnership, and commercial integration of acquired companies. It partners with teams across Sales, Marketing, Operations, Finance, Pricing, Supply Chain, and Technology. The posting states that compensation may include variable compensation, but does not provide a salary range.

Requirements

At least 15 years of progressive experience in Sales Operations, Revenue Operations, Commercial Excellence, or Sales Enablement in a B2B environment.
Proven success leading Sales Operations in a large, complex, multi-location organization.
Experience leading multidisciplinary teams and developing leaders across operations, analytics, systems, and enablement.
Track record of transforming commercial organizations through process improvement, CRM modernization, analytics, and change leadership.
Advanced knowledge of Salesforce or a comparable CRM, business intelligence tools, and sales automation platforms.
Strong command of forecasting, pipeline management, territory design, account segmentation, performance metrics, and sales operating cadences.
Familiarity with sales methodologies such as MEDDIC, Challenger, or SPIN and with modern enablement frameworks.
Exceptional analytical, problem-solving, communication, and stakeholder-management skills, including the ability to influence senior executives.
Strong business and financial acumen, including the ability to connect commercial decisions to revenue, margin, productivity, and customer outcomes.
Bachelor’s degree required.

Nice To Haves

Experience in distribution, manufacturing, or industrial sectors is strongly preferred.
MBA or another relevant advanced degree is a plus.

Responsibilities

Translate QXO’s commercial strategy into clear, executable operating plans in partnership with the Chief Sales Officer.
Design and optimize the commercial operating model across business units and acquired companies.
Lead territory planning, account segmentation, organizational design, and sales coverage strategy.
Develop scalable processes that improve seller productivity and customer experience.
Establish enterprise KPIs and executive dashboards for timely visibility into sales performance.
Lead forecasting, pipeline management, opportunity reviews, and performance reporting.
Create operating rhythms including monthly operating reviews, quarterly business reviews, and forecast reviews.
Use data-driven insights to accelerate revenue growth, gross margin, and sales productivity.
Drive CRM adoption, process standardization, automation, and AI-enabled selling capabilities.
Partner with Technology to prioritize system enhancements, integrations, and improvements that simplify selling and improve management visibility.
Build commercial analytics capabilities, including predictive insights for forecasting and decision-making.
Establish data governance and ensure integrity across commercial systems.
Improve forecasting accuracy, pipeline discipline, and end-to-end sales process effectiveness.
Partner with Pricing to strengthen pricing governance and margin performance.
Optimize prospecting, opportunity management, quoting, customer engagement, and account growth.
Develop enterprise playbooks, messaging guides, competitive materials, and other seller tools.
Build feedback loops between the field and internal teams to improve sales effectiveness.
Lead, develop, and scale a high-performing Sales Operations organization across operations and enablement disciplines.
Partner with Sales, Marketing, Operations, Finance, Pricing, Supply Chain, and Technology to align go-to-market execution.
Identify and remove revenue-engine bottlenecks through data-driven insights and process reengineering.
Establish governance and best practices for pipeline management, forecasting cadence, and go-to-market execution.
Lead commercial integration for acquired companies while balancing speed, consistency, and business continuity.
Standardize sales processes, reporting, CRM, compensation support, and performance management for acquired companies.
Identify revenue synergies and accelerate customer growth through cross-selling and operational consistency.