Director, Sales Operations, Technical Pre-Sales

Director Of Tps Strategy & Business Operations

We are seeking a director of TPS strategy & business operations to lead the strategic and operational engine for the technical pre-sales organization.

This role owns the end-to-end TPS operations, bringing together strategy, business operations, and sales operations into a single, coordinated function that translates go-to-market priorities into clear plans, disciplined execution, and measurable outcomes.

As a player-coach leader, you will both define direction and directly drive critical work streams—partnering closely with TPS leadership to ensure the organization operates with clarity, rigor, and impact.

Scope of role

• Own TPS strategy, business operations, and sales operations as a unified function
• Lead a small, high-impact team (3 FTEs) across strategy, analytics, and operations
• Serve as the primary strategic and operational partner to TPS leadership
• Balance hands-on execution with leadership and prioritization

Key responsibilities

Strategy & planning

• Translate enterprise GTM strategy into TPS priorities, "big bets," and execution plans
• Lead annual and in-year planning (capacity, coverage, and investment decisions)
• Define and continuously refine TPS growth strategy tied to pipeline, win rates, and deal outcomes
• Ensure alignment between TPS priorities and sales motions

Operating model & business operations

• Own TPS business operations, including planning cycles, governance, and operating rhythms
• Run core cadences (QBRs, pipeline reviews, capacity reviews, leadership forums)
• Drive clarity on priorities, roles, and decision-making frameworks
• Partner with finance and HR on budget, workforce planning, and organizational design
• Establish lightweight, scalable operating mechanisms

Sales operations (pre-sales focus)

• Help define and lead operationalization of pre-sales engagement and coverage models
• Partner with sales ops to integrate technical breakthroughs into pipeline and forecasting
• Drive awareness of technical deal progression, risk, and capacity constraints
• Support territory planning and optimize pre-sales resource deployment

Performance management & insights

• Define important metric framework for TPS (productivity, technical win rates, cycle time, impact on revenue)
• Build and maintain a focused, high-quality reporting and insights engine
• Lead performance reviews that drive decisions and accountability
• Personally deliver executive-level insights and recommendations (not just delegate)

Execution & transformation

• Lead a small number of high-priority initiatives that improve TPS effectiveness and scale
• Drive adoption of new processes, tools, and AI-enabled workflows
• Ensure strong follow-through from strategy → execution → measurable outcomes
• Create a closed-loop system from insight to action

Systems, data & process excellence

• Partner with sales ops and technical teams to improve systems, workflows, and data quality
• Standardize critical processes while avoiding unnecessary complexity
• Leverage automation and AI to increase efficiency and insight generation

Leadership expectations

• Operates as a player-coach—comfortable going deep into analysis and execution when needed
• Prioritizes ruthlessly-focuses the team on the few things that matter most
• Brings structure and clarity without over-engineering
• Builds strong cross-functional relationships and drives alignment without formal authority

Qualifications

Required

• 10–15 years in strategy, business operations, sales operations, or GTM operations
• Experience supporting sales and/or technical pre-sales organizations
• Proven ability to build operating models and personally drive execution
• Strong analytical and financial modeling skills
• Executive-level communication and partner management

Preferred

• Experience in SaaS / enterprise technology environments
• Familiarity with pre-sales workflows (solution consulting, technical validation, POCs or comparable experience)
• Experience in small, high-impact teams or early-stage org building

What success looks like

• TPS operates with clear priorities and strong execution rigor
• Leadership has simple, trusted awareness of performance, capacity, and pipeline
• Strong alignment between sales and TPS improves win rates and deal velocity
• The…