Director of Sales Operations

Arch Key Solutions

Position Title:

Director of Sales Operations

Location:

Remote, United States

Department:
Business Services

Category:
Business Development

Arch Key is one of the nation's largest privately held specialty trade installation and integrated facility service companies. We are a leader in designing, building and maintaining electrical, technologies and specialty systems. We're the POWER behind making the improbable possible.

We're electrifying the nation, energizing the future and bringing communities to life like never before. What we do today shapes the vision of tomorrow. Our work impacts lives long after the building is done. This means we are committed to building in ways that are not just technologically advanced, but sustainable, scalable and equitable by all. We're not just energizing infrastructure, we're energizing careers, communities, and the future.

Made up of the brightest minds in the industry, our team is our greatest asset bringing knowledge, skills, and experience to every project. This is more than a call to join us, it's an invitation to be part of a visionary journey, to grow with us as we scale.

The Director of Sales Operations is responsible for building and optimizing the sales operating system that supports electrical construction and service. This strategic role defines sales stages and governance, manages forecasting and pipeline health, and oversees the administration of the CRM and related sales tools. The position drives standardization across proposal content and processes, and collaborates cross-functionally with Estimating, Operations, Finance, and Legal to establish pricing guardrails.

Key responsibilities include sales enablement, such as developing playbooks, onboarding programs, and training resources—along with delivering actionable reporting and analytics for sales and executive leadership. This role also leads ongoing improvements to bid/no-bid discipline and ensures effective handoffs from sales to execution, supporting consistency, accountability, and growth across the organization in alignment to the mission, vision, values, policies, procedures, key objectives and regulations of the Company at‑large.

• Demonstrated success leading sales operations within construction industry or related sectors.
• Proven ability to align and standardize team operation and processes to ensure business objectives are met.
• Expertise in CRM Systems & Sales Analytics and Data Accuracy.

• Defines and maintains standardized sales stages for construction pursuits and service agreements to ensure consistent pipeline tracking.
• Leads and enforces a disciplined bid/no-bid process with clear criteria, approval workflows, and governance.
• Standardizes handoff procedures across Business Development, Estimating/Preconstruction, and Operations to improve pursuit efficiency and project readiness.
• Manages the proposal calendar and coordinates end-to-end responses for RFPs and RFQs.
• Develops and maintains monthly bookings and revenue forecast models; partners with Finance to assess outlooks, risks, and variances.
• Owns and optimizes pipeline hygiene, opportunity aging, and win-rate reporting by market, vertical, and customer segment.
• Collaborates with Estimating and Service leadership to develop pricing frameworks and ensure consistency across teams.
• Works closely with Operations leadership to align on backlog quality, handoff effectiveness, and overall customer experience.
• Ensures Sales Operations acts as a central coordination point between Sales, Marketing, Estimating, Finance, Legal, and Operations.
• Creates actionable dashboards and reporting tools for executive leadership, sales teams, and regional managers.
• Conducts win/loss analysis and price-to-win studies; communicates insights and recommended actions to sales teams.
• Administers CRM platforms (e.g., Salesforce, Hub Spot) and related sales content tools; ensures system integrity and data accuracy.
• Tracks deal-level contribution margin targets and enforces deal review guardrails in partnership with Finance and Legal.
• Develops pricing analytics and margin management capabilities including Standards of Operations (SOPs) and Delegations of Authority (DOAs) to improve margin performance; establish governance mechanisms to ensure pricing audits and discipline.
• Manages client prequalification portals, compliance documentation, and certifications; maintain a centralized content library.
• Maintains a reusable, up-to-date library of proposal and sales content, including safety programs, QA/QC protocols, project profiles, case studies, resumes, and company overviews.
• Builds and delivers sales enablement resources such as role-based playbooks, onboarding programs, pursuit training, and ongoing coaching.
• Partners with HR and Talent teams to support sales capability development and long-term capacity planning.
• Trains sales leaders to enable sales rituals including weekly huddles, 1:1…