Senior Director, Sales & Marketing Operations

Perforce•Minneapolis, MN

1d•$236,000

About The Position

Perforce is hiring a Senior Director, Sales & Marketing Operations to lead the planning, data, technology, and AI systems that support the company’s go-to-market engine and revenue growth. The role brings Sales Operations and Marketing Operations together under one leader and partners with GMs, Finance, RevOps, Product, and other teams to translate company strategy into territories, quotas, campaigns, incentives, and effective day-to-day seller behaviors. The leader will oversee GTM planning and operations, sales compensation, forecasting and analytics, prospecting infrastructure, sales technology and automation, and the full lead lifecycle through closed-won revenue. They will manage and develop a high-performing Sales and Marketing Operations team and support channel and alliance strategies. Success includes timely and trusted planning, accurate forecasting, a shared funnel and lead-to-revenue process, effective compensation plans, a streamlined and adopted GTM technology stack, deployed AI use cases with measurable results, and a strong team with clear ownership.

Requirements

12+ years of experience in Sales Operations, Marketing Operations, Revenue Operations, or GTM strategy.
5+ years leading teams at director level or above in a high-growth B2B software or SaaS company.
Proven experience designing and running annual planning, territory and quota models, and sales compensation plans for a sales organization with 100+ quota-carrying representatives, including legal and accounting considerations for commissions.
Hands-on command of modern GTM motions, including usage-based and hybrid pricing, multi-product selling, and partner-led channels.
Strong analytical skills, including advanced Excel or Sheets modeling, SQL, and BI tools.
Demonstrated results applying AI and automation to revenue workflows, with the ability to distinguish effective applications from hype and drive adoption.
Experience developing supporting strategies using Salesforce, marketing automation platforms, forecasting platforms such as Gong or similar, CPQ, and sales prospecting tools.
Track record of influencing without authority, working with GMs, COOs, the CMO, and the CFO, and earning trust from front-line sellers.
Bachelor’s degree in business, finance, economics, engineering, or a related field.

Nice To Haves

MBA.
Prior experience in a quota-carrying sales, sales management, or consulting role.
Experience with M&A integration or international rollouts, including multi-currency compensation and local compliance.

Responsibilities

Define the operating processes, tooling, and design for GTM strategy execution, annual targets, territory design, and capacity and quota allocation.
Partner with Finance to design, administer, and govern sales compensation plans, commission structures, and incentive programs.
Build forecasting models, pipeline inspection cadences, rep-performance analysis, and data-driven dashboards to predict revenue performance.
Optimize top-of-funnel technology, data routing, and analytics infrastructure for marketing lead conversion and outbound prospecting.
Advise on GTM technology, sales enablement, and automation and AI needs to reduce sales friction.
Own and automate the full lead lifecycle, including scoring, routing, conversion analytics, and tracking marketing ROI through closed-won revenue.
Work with Marketing, Product, RevOps, Finance, and Customer Success to optimize the buyer and customer journey.
Coach and manage Sales Operations and Marketing Operations team members.
Partner with Channel and Alliances leadership to optimize the GTM operating model for partner-led motions.