Director Sales Operations

Description

In this role, you’ll help drive the success of Collegis Education’s sales organization by strengthening pipeline visibility, improving forecasting accuracy, and building smarter, more efficient sales operations through data, technology, and AI-enabled solutions.

This role exists to lead and continuously improve the sales operating system by establishing consistent processes, maintaining Salesforce data integrity, strengthening accountability, and partnering with leadership to identify risks, improve performance, and advance an increasingly automated sales operations model.

The Director of Sales Operations is accountable for the day‑to‑day operating discipline of the sales organization and for building the next‑generation sales operating model. This is a hands‑on role: the Director runs pipeline and forecast processes, recommends Salesforce configuration changes and ensures Salesforce data is credible, drives follow‑through and gives leadership an independent view of pipeline health and risk. The Director also defines the processes, data and business rules required to automate more of this work through AI in close partnership with the AI Solutions team.

• Own and run weekly pipeline and forecast reviews; focus discussions on exceptions, decisions and actions.
• Track commitments and follow‑up; ensure agreed actions are completed.
• Provide the CEO, finance and sales leadership with a concise view of what changed, what is at risk and where intervention is needed.

• Operationalize a structured enterprise sales methodology (e.g., MEDDPICC), embedding qualification criteria, stage gates, required data and inspection standards into Salesforce, pipeline reviews and forecasting.
• Enforce stage definitions, qualification criteria, close‑date discipline, next steps, stakeholder coverage and required opportunity data.
• Challenge stale, weak or unsupported opportunities and forecasts; maintain a fact‑based forecast and pipeline outlook.
• Monitor coverage, aging, slippage, conversion, velocity, pipeline creation and seller/process adherence.

• Define and continuously improve sales processes, data requirements, KPIs, stage gates, review cadence and management rules. Define Salesforce business requirements to support sales operating systems.
• Identify where deals stall or conversion breaks down and recommend changes to improve execution.
• Partner with GTM to operationalize sales plays and market intelligence through repeatable seller workflows and measurable actions.

• Partner with the AI Solutions team to automate pipeline inspection, alerts, meeting preparation, projections, forecast‑risk identification and management reporting.
• Define the business logic and data needed for AI‑enabled workflows; validate outputs and embed useful capabilities into the recurring sales cadence.
• Continuously shift effort from manual reporting and inspection toward insight, intervention and improvement.

• Sales leadership owns seller coaching, performance and commercial execution.
• The Director owns the sales operating process, data discipline, forecast integrity and process accountability.
• GTM/Marketing owns positioning, messaging, campaigns and sales‑enablement strategy/content;
  Sales Operations helps operationalize and measure it.

• 7+ years of progressive Sales Operations, Revenue Operations or related experience supporting complex B2B managed services sales.
• Hands‑on expertise in pipeline management, forecasting, Salesforce/CRM, sales analytics and operating cadence.
• Experience implementing or operating within a structured…