Director, Sales Operations

Location: Mesa

Time Type: Full time

At Mitel, you will have the opportunity to help businesses connect, collaborate and provide better experiences for our customers. You will deliver valuable contributions in creating business success within our global organization utilizing your unique attributes, skills and experience.

The Director, Sales Operations — Americas is a senior leadership role responsible for the operational effectiveness, productivity, and go-to-market efficiency of Mitel’s sales organization across the USA, Canada, and CALA (Caribbean and Latin America). The role sits at the intersection of strategy and execution, partnering directly with Americas Sales Leadership to drive performance through world-class processes, data-driven insight, and operational rigor.

Reporting to the Global Vice President, Revenue Operations, the Director will lead a dedicated Americas Sales Operations team and work in close partnership with cross-functional stakeholders across Finance, HR, Marketing, IT, and the global Revenue Operations function. This is a high-visibility role with direct impact on revenue, growth, and organizational effectiveness across one of Mitel’s most strategically important regions.

• Lead sales forecasting, planning, and budgeting processes across the Americas region, ensuring accuracy, consistency, and strategic alignment with global Revenue Operations standards
• Design and own the equitable allocation of sales quotas across all Americas channels and resources, ensuring every team member is set up to succeed and all objectives are assigned on time
• Proactively monitor planning quality and process consistency; coordinate planning activities with Finance, HR, and global Sales Operations as required
• Attend and actively contribute to ELT forecast reviews, bi-weekly regional forecast reviews, and Close the Gap sessions, providing data-driven analysis and actionable recommendations
• Responsible for theatre communications within the Americas sales organization on process, programs, and initiatives

• Design and optimize go-to-market coverage models across the Americas region, ensuring the right sales resources are deployed against the highest-value market opportunities
• Lead account segmentation initiatives — analyzing firmographic, revenue, and growth-potential data to classify accounts and align them to the most effective sales motions
• Own sales representative and channel assignment frameworks, balancing workload, market potential, and specialization to maximize revenue per head and overall regional ROI
• Partner with Sales Leadership and Finance to model territory design scenarios, simulate revenue impact, and make data-driven recommendations on coverage changes
• Continuously monitor coverage efficiency metrics including whitespace analysis, account penetration rates, and capacity utilization to identify and act on growth opportunities

• Define, document, and enforce clear rules of engagement between Mitel's direct sales force and channel partners, ensuring unambiguous account ownership and minimizing conflict across Americas
• Own and maintain the account segmentation framework that determines which accounts are served direct versus through channel, based on criteria including account size, strategic value, geography, and partner capability
• Establish and govern escalation and arbitration processes for channel conflict, acting as the neutral arbiter when direct and partner routes overlap or compete for the same opportunity
• Work with Sales Leadership and Channel Management to…