Director of Sales Operations

Remote
- Boston, Massachusetts;
Remote
- San Francisco, California

Our mission at Oura is to empower every person to own their inner potential. Our award-winning products help our global community gain a deeper knowledge of their readiness, activity, and sleep quality by using their Oura Ring and its connected app. We've helped millions of people understand and improve their health by providing daily insights and practical steps to inspire healthy lifestyles.

Empowering the world starts with living our values and empowering our team. As a quickly growing company focused on helping people live healthier and happier lives, we ensure that our team members have what they need to do their best work — both in and out of the office.

We are looking for a Director, Sales Operations to join our team. At Oura, Sales Operations is the backbone of our Commercial organization. You'll own the processes and manage the people that take a deal from quote all the way through close and cash. For non-standard deals, you’ll own our Deal Desk to review strategic partnerships, drive revenue and steer accountability.

Your efforts will create a measurable impact on the Oura business by helping us continue to right size our approach to rapidly scaling growth. This is a highly cross‑functional, builder role for someone who loves turning ambiguity into scalable processes, and who can be equally comfortable in a spreadsheet, a systems diagram, and a room with Sales, Finance, and Legal leadership.

• Build and lead the Sales Operations team — a mix of full‑time employees and contractors/contingent staff — setting team direction, goals, and growth plans
• Determine the right blend of FTE vs. contractor capacity as deal volume scales, and manage contractor/vendor relationships and performance alongside direct FTE reports
• Partner with Commercial Systems to identify opportunities to automate and improve the efficiency of the contracting process
• Define and maintain sales policies (e.g., deal approvals, order management) and ensure consistent adoption across the Commercial organization
• Develop reporting and analytics that give sales and executive leadership visibility into pipeline health, forecast accuracy, and deal‑cycle performance
• Represent Sales Operations in QBRs and leadership forums, and act as a key partner to Finance, Legal, and Sales Leadership on strategic and operational priorities

• Optimize and run Oura's Deal Desk function: the centralized process for reviewing and approving non‑standard deals (custom pricing, terms, discounting, contract structures)
• Establish clear deal approval policies, tiers, and escalation paths that balance deal velocity with commercial risk and consistency (in partnership with Systems and Enablement)
• Serve as a trusted advisor to Commercial leadership and reps on deal structuring, alternative contract options, and value‑based positioning to drive deal closure
• Act as the primary point of escalation for complex, high‑value, or non‑standard deals, bringing together Sales, Finance, Legal, and Product as needed
• Build a scalable Deal Desk operating model (people, process, and tooling) that keeps pace with sales growth

• Own the end‑to‑end quote‑to‑cash process, from initial quote configuration through contract execution, order entry, and revenue handoff to Finance
• Manage a high volume of concurrent contracts (standard and non‑standard) with accuracy, speed, and strong SLAs
• Partner with Finance, Legal, and Revenue Operations to ensure contract terms, pricing, and bookings comply with company policy and revenue recognition requirements
• Identify and eliminate bottlenecks across the deal lifecycle; build metrics and dashboards (quote velocity, approval turnaround, error rates) to track and improve performance

This is a remote US role with a slight preference for candidates based in San Francisco, San Diego, or Boston.

• 10+ years of progressive experience in Sales Operations, Deal Desk, Revenue Operations in a B2B SaaS/technology environment,…