Director, Sales Operations

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Regular Full-Time 650 US

6 days ago Requisition

Salary Range: $ To $ Annually

The Director, Sales Operations owns how revenue is forecasted, measured, and operated across the full commercial engine. Reporting to the CRO, this role unifies Sales and Revenue Operations and connects Sales, Marketing, Finance, Customer Success, and the executive team on what determines whether we hit the number and why. Following our carveout under new owner Vector Capital, this role is central to rebuilding the commercial operating system for a multi-brand, multi-channel ARR business.

This is a high-impact role for a commercial operator who can rebuild sales infrastructure while the business scales through multiple brands, routes to market, and reporting demands. The successful candidate will bring both strategic judgment and hands‑on execution, translating commercial priorities into repeatable processes, reliable data, and clear operating cadence.

• Lead the annualgo-to-marketbottom-up forecasting process across all revenue motions, partnering with Sales leaders, Product teams,and Finance to develop realistic, data-driven operating plans.
• Own forecasting methodologies across new business, renewals, and expansion revenue, including pipeline coverage, conversion assumptions, capacity planning, and scenario modeling.
• Facilitate weekly forecast reviews and provide executive-level visibility into forecast accuracy, risks, opportunities, and pipeline health.
• Lead territory design, quota planning, and sales capacity planning during annual planning cycles and organizational changes.
• Reconcile sales forecasts with Finance, board reporting requirements, and investor expectations, translating operational realities into actionable revenue insights.

• Build andmaintaindashboards that provide real-time visibility into pipeline performance, forecast attainment, sales productivity, and commercial health.
• Define andmonitorkey sales performance metrics, including pipeline coverage, win rates, deal velocity, rep ramp, capacity utilization, and attainment.
• Deliver actionable analysis that helps sales leadershipidentifytrends,optimize performance, and prioritize growth opportunities.
• Evaluate the effectiveness and ROI of sales initiatives, programs, and investments, providing recommendations for continuous improvement.
• Oversee pricing approvals, deal desk processes, CPQ operations, and channel MDF programs, ensuring efficiency, compliance, and appropriate governance.
• Partner with Finance and People teams to support sales compensation planning, modeling, administration, and program effectiveness.
• Establish scalable processes that improve quote-to-close efficiency whilemaintainingdata integrity and operational consistency.
• Own the functional administration and optimization roadmap for Salesforce, CPQ,Salesloft, Zoom Info, and related revenue technology platforms.
• Partner with IT and business stakeholders to improve system integrations, workflow automation, reporting capabilities, and user adoption.
• Continuouslyidentifyopportunities to streamline sales processes andeliminateoperational friction across the revenue lifecycle.
• Ensure revenue systems provide reliable data, scalable processes, and effective reporting capabilities.

• Partner closely with Marketing to improve lead quality, pipeline generation, funnel performance, and shared performance metrics.
• Collaborate with Customer Success, Finance, and executive leadership to align operational priorities and drive business performance.
• Support mergers, acquisitions, and business transformation initiatives, leading Revenue Operations work streams related to systems integration, reporting, compensation, and process harmonization.
• Helpestablisha disciplined operating cadence that drives accountability, visibility, and informed decision-making across the organization.
• Lead, coach, and develop a high-performing Revenue Operations team.
• Build scalable…