Sales Operations Director

OVERVIEW

We are a fast-growing enterprise technology company and we are looking for a Sales Operations Manager to own the systems, processes, and execution infrastructure that powers our sales team. This is a high-impact, highly visible role that 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 make sure our sales org is running efficiently, our data is clean and reliable, and our reps have everything they need to close deals and grow accounts.

If you are someone who thrives in a fast-moving environment, loves building and optimizing systems, and gets satisfaction from seeing a well-run sales machine — this role is built for you.

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

This role has five core ownership areas. Each is critical to the sales team performing at its best.

You are the owner of our sales technology stack. This means the systems are configured correctly, adopted consistently, and working reliably so that reps spend their time selling, not troubleshooting.

• 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

• Note:
  
  Click House and Looker are owned by the GTM Analytics & AI team. Your responsibility is ensuring clean data flows from the sales stack into that infrastructure.

You define how the sales team operates. From prospecting to close, you own the playbooks, the standards, and the processes that make execution consistent across every rep.

• 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 so process knowledge is captured and transferable

You are the person who makes sure the sales team’s numbers are accurate, timely, and trusted. You own the sales-level reporting — this is distinct from GTM-wide strategic analytics which sits with a dedicated team.

• 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

You help design and manage how the sales team is organized to go after the market effectively.

• 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

You make sure every rep can…