Senior Director Sales Operations

Senior Director of Sales Operations

The Senior Director of Sales Operations leads the function responsible for improving, expanding, and streamlining all operational aspects of the sales organization. This leader works closely with executives, senior leaders, and partners across the business to strengthen operational effectiveness, support revenue acceleration, and ensure the sales team is equipped to perform at its highest potential. By applying data insights, modern systems, and innovative processes, this role helps steer go-to-market initiatives and enhances overall sales productivity.

$/yr - $/yr

• Strategic Sales Planning Work alongside executive leadership to shape and implement sales strategies, oversee annual planning cycles, territory structures, and resource allocation to support revenue objectives.
• Process Improvement Pinpoint gaps or inefficiencies across sales operations and introduce improvements aimed at improving productivity, driving top‑line growth, reducing operational friction, and influencing bottom‑line results.
• Executive Insights & Reporting Partner with senior leaders to ensure sales efforts align with both short‑and long‑term business priorities. Use KPIs and performance metrics to communicate the impact of initiatives and track ROI and EBITDA contributions.
• Compensation Plan Management Lead the creation and rollout of compensation plans, quotas, and territory guidelines in collaboration with Sales, People, and Finance teams, ensuring alignment between sales strategy and incentive structures.
• Forecasting & Performance Analytics Work closely with sales and finance leadership to manage forecasting, pipeline health, and performance against targets. Provide regular updates to leadership and adjust strategies as needed to address evolving conditions.
• Incentive Management Oversee the administration and evaluation of sales incentive plans, ensuring they motivate performance, support fairness, and reinforce company goals.
• CRM & Tool Optimization Ensure that Salesforce and associated sales tools effectively support the sales team. Drive ongoing enhancements, system adoption, and opportunities for automation and efficiency.
• Cross‑Functional Alignment Strengthen collaboration between Sales, Marketing, Product, Customer Success, Finance, and IT to maintain alignment, streamline processes, and drive consistent execution across the organization.
• Team Leadership Guide and inspire a high‑performing operations team. Recruit, mentor, and develop team members to support their growth and foster an engaged, high‑impact organization.
• Operational Transitions Oversee operational transitions including acquisitions, new product rollouts, and entry into new markets.
• Compliance & Governance Ensure all sales operations adhere to regulatory, corporate, and data governance requirements.
• Culture Building Support a strong, positive, and inclusive culture that promotes engagement, development, and retention.

• Demonstrated success leading and scaling sales operations functions within fast‑growing organizations.
• Strong analytical orientation with the ability to use metrics to inform decisions, build business cases, and diagnose root causes.
• Exceptional problem‑solving skills and strategic thinking abilities.
• Ability to build a culture centered on excellence, collaboration, and continuous improvement.
• Experience driving organizational change and operational improvement.
• Recognized as a strategic advisor and advocate of best practices, with the ability to hold teams accountable.
• High professionalism, business judgment, and ethical standards.
• Strong financial acumen and experience analyzing business performance.
• Outstanding communication and leadership skills with the ability to influence at all levels.
• Comfortable navigating uncertainty and leading teams through fast‑paced environments.

• Bachelor’s degree in Business, Finance, Operations, or related discipline; advanced degree preferred.
• 10+ years of increasing responsibility within sales operations, ideally in SaaS or tech‑driven companies.
• Deep experience with CRM systems (e.g., Salesforce, Hub Spot), analytics platforms, and automation tools.
• Familiarity with AI, data analytics, cloud technologies, and modern automation practices.
• Proven ability to manage large, cross‑functional initiatives.
• Previous leadership experience working directly with senior executives.

• Director

• Full‑time

• Technology, Information and Media