Sr. Director of Sales Operations

Overview

Execu Source is seeking a Sales Operations Leader to build and scale the operational infrastructure that supports a fast‑growing, PE‑backed national sales organization. This is a highly strategic and hands‑on leadership role responsible for driving forecasting accuracy, pipeline visibility, sales process optimization, CRM ownership, compensation administration, and cross‑functional alignment. The ideal candidate has extensive experience building or transforming Sales Operations functions and thrives in a fast‑paced, growth‑oriented environment.

• Own and optimize the end‑to‑end sales process from lead generation through bookings, renewals, and account expansion
• Develop and manage forecasting methodologies across hardware, software, services, renewals, and managed services revenue streams
• Establish standardized sales operating rhythms including pipeline reviews, forecast calls, QBRs, and account planning processes
• Partner with or oversee Deal Desk operations including pricing approvals, exception management, quoting governance, and quote‑to‑cash processes
• Monitor and improve key sales metrics including pipeline coverage, conversion rates, sales cycle length, attach rates, and forecast accuracy
• Build pricing and profitability frameworks related to ASP, gross margin, discounting, services margin, and overall deal profitability
• Manage vendor and OEM program operations including certifications, MDF tracking, SPIFs, deal registrations, rebate submissions, and compliance reporting
• Design and administer territory structures, account assignments, quota planning, headcount modeling, and sales capacity planning
• Support sales compensation plan design, commission administration, and compensation crediting rules
• Own CRM and sales technology platforms including workflows, dashboards, reporting, integrations, and data governance
• Develop executive‑level reporting and analytics related to bookings, pipeline health, forecasting, renewals, margins, win/loss analysis, and services attachment
• Collaborate closely with Finance, Procurement, Delivery, and Sales leadership to ensure operational alignment and scalability
• Identify process improvements that increase seller productivity, reduce administrative burden, and improve operational efficiency

• 10+ years of Sales Operations or Revenue Operations experience
• 5+ years of leadership experience managing teams and cross‑functional initiatives
• Proven success building, scaling, or transforming Sales Operations functions within distributed or multi‑location sales organizations
• Strong expertise in forecasting, pipeline management, territory planning, quota design, compensation administration, deal desk governance, and quote‑to‑cash operations
• Hands‑on experience with CRM platforms such as Salesforce, Microsoft Dynamics, Hub Spot, or similar systems
• Strong analytical and reporting skills with experience building executive dashboards and business intelligence reporting
• Ability to influence senior leadership and drive alignment across multiple business functions
• Experience supporting CRM, CPQ, ERP, and sales technology ecosystems
• Experience in PE‑backed, sponsor‑owned, or high‑growth organizations preferred
• Industry experience within wireless, telecom, security, technology distribution, IT services, or related sectors preferred
• Experience supporting channel sales, distribution models, or field‑based sales organizations preferred