Sales OPS Director

Overview

We are a fast-growing enterprise technology company and we are looking for a Sales Operations Director to own the systems, processes, and execution infrastructure that powers our sales team. This high‑impact, highly visible role sits at the center of how we scale our sales motion. You will work closely with sales leadership, the Chief Revenue Officer, and a dedicated GTM Strategy & Intelligence team to ensure our sales organization runs efficiently, data is clean and reliable, and reps have everything they need to close deals and grow accounts.

San Mateo, CA (In office, non remote position)

• Own the end‑to‑end administration of Hub Spot CRM — pipeline configuration, lifecycle stages, workflow automation, user management, and data hygiene
• Manage all tools in the sales stack including Linked In Sales Navigator, Zoom, and any additional platforms used by the sales team
• Evaluate, onboard, and integrate new tools that improve sales productivity and execution quality
• Maintain clean, reliable data within the CRM so that inputs flowing into GTM‑wide reporting are accurate and consistent
• Ensure clean data flows from the sales stack into Click House and Looker infrastructure owned by the GTM Analytics & AI team

• Build, document, and continuously improve sales processes, playbooks, and standard operating procedures
• Ensure every rep has clear, current documentation for prospecting, qualification, opportunity management, handoffs, and closing
• Identify process gaps through close observation of the sales team and proactively propose improvements before they become performance issues
• Own renewals and upsell process documentation in partnership with Customer Success to ensure seamless post‑sale execution
• Create and maintain internal training materials to capture and transfer process knowledge

• Track and report on sales‑specific metrics: quota attainment, win/loss rates, pipeline velocity, stage conversion, and average deal size
• Own Q  preparation for the sales team — building the data foundation that sales leadership uses to assess performance and plan ahead
• Validate forecast inputs from the sales team and flag data quality or consistency issues before they affect broader GTM reporting
• Partner closely with the GTM Analytics & AI team to ensure sales data feeding into company‑wide dashboards is clean, consistent, and properly structured

• Assist with territory planning and management — defining account coverage boundaries and ensuring accounts are assigned appropriately across the team
• Refine customer segmentation criteria within the sales motion to sharpen targeting and improve prioritization of high‑value accounts
• Support compensation structure design in partnership with sales leadership and Finance — tracking quota attainment and incentive payouts accurately
• Flag imbalances or gaps in territory coverage or compensation design that are showing up in performance data

• Lead onboarding of all new sales hires onto tools, systems, and processes to minimize ramp time and maximize early productivity
• Design and maintain structured onboarding programs covering the full sales tech stack and operational playbooks
• Identify knowledge or process gaps in the existing team and develop targeted enablement to close them quickly
• Partner with sales leadership on ongoing training needs as the team scales and the sales motion evolves

• Minimum 5 years of experience in Sales Operations or Revenue Operations at a B2B SaaS or enterprise technology company
• Deep, hands‑on Hub Spot CRM experience — previous experience configuring pipelines, building automations, managing integrations, and maintaining data quality at scale
• Strong command of the B2B sales process end to end (prospecting and qualification through to close, renewal, and expansion)
• Demonstrated ability to build and document sales processes that get adopted and followed by the team, not just written and ignored
• Analytical fluency — building and interpreting sales…