Director, Sales Operations (Remote in USA)

Director, Sales Operations (Remote in USA)

Position Director, Sales Operations

Description

Universal Background provides industry leading people insights to safety sensitive organizations in a simplified experience through our best-in-class background screening, drug testing, occupational health, and verification services. We are proudly ranked as an industry leader in quality and service delivery.

The Director of Sales Operations is a key strategic and analytical leader responsible for building and leading the function that transforms our revenue strategy into a scalable operating system. Reporting directly to the Chief Revenue Officer (CRO), this leader will serve as a key member of the revenue leadership team and will be responsible for planning, forecasting, analytics, sales technology, operational excellence, and cross-functional alignment across the go-to-market organization.

This is a true build-and-scale leadership role, ideal for someone who has successfully designed and grown a Sales Operations function within a rapidly expanding organization. The Director will establish the operational framework needed to support significant business growth while providing data-driven recommendations that influence executive decision-making.

• Partner with the CRO and Finance to develop the annual operating plan, including revenue targets, territory coverage models, market segmentation, and growth strategies.

• Build analytical models supporting sales capacity planning, productivity, pipeline coverage, hiring plans, and ramp assumptions.

• Provide independent, data-driven recommendations during strategic planning and challenge assumptions when supported by analytics.

• Lead quarterly business planning and forecast adjustments as market conditions evolve.

• Own the company's sales forecasting process, ensuring consistency, governance, and forecast accuracy.

• Develop and maintain standardized sales metrics and KPI definitions across Sales, Finance, and Executive Leadership.

• Establish CRM stage definitions, pipeline hygiene standards, and inspection processes that improve forecast reliability.

• Deliver executive-level reporting on pipeline health, sales performance, forecasting, and business trends.

• Lead ongoing win/loss analysis and customer churn reporting, partnering with Product, Marketing, and Enablement to improve commercial outcomes.

• Design and optimize sales territories, account segmentation, coverage models, and account assignment methodologies.

• Lead annual quota planning, allocation methodology, fairness testing, and quota review processes.

• Partner with Sales Leadership, Finance, and Human Resources to design and administer sales compensation plans.

• Evaluate organizational design, headcount planning, and route-to-market strategies to support company growth.

• Own the Sales Technology roadmap, budget, and vendor strategy.

• Evaluate, select, implement, and optimize sales enablement and business intelligence platforms.

• Lead Salesforce governance by establishing architecture standards, system enhancements, and long-term platform strategy.

• Drive adoption of new technologies through effective change management and user enablement.

• Evaluate and implement AI-enabled solutions that improve forecasting, lead prioritization, activity visibility, and sales productivity.

• Manage vendor relationships, contract negotiations, renewals, and software utilization.

• Own the revenue data architecture, reporting framework, and governance strategy.

• Ensure data integrity, reporting consistency, and standardized business definitions across all revenue systems.

• Develop scalable dashboards and self-service analytics capabilities that empower business leaders with actionable insights.

• Develop and manage the operating model connecting Sales, Marketing, Client Success, Finance, and other business partners.

• Partner with Marketing to optimize lead routing, attribution methodology, and service level agreements.

• Collaborate with Client Success to improve customer…