Director of Sales Operations

Job Description: JOB OVERVIEW

The Director of Client Excellence Enablement is responsible for ensuring the Client organization is operationally and commercially positioned for sustainable growth. This role owns the rhythm, discipline, and transparency of pipeline management, forecasting, opportunity reviews, and product penetration strategy enabling Client Managers and leaders to focus on execution with confidence.

This leader acts as a force multiplier across the Client organization by standardizing best practices, reinforcing accountability, and ensuring consistent use of tools, data, and insights to drive growth and retention.

• Own and lead regular pipeline, funnel, and forecasting reviews with Client Leadership.
• Establish consistent standards for opportunity qualification, staging, and forecasting accuracy.
• Identify risks, gaps, and upside opportunities and partner with leaders to drive corrective actions.

• Develop and operationalize product penetration strategies across the client base, including cross-sell and upsell initiatives.
• Partner with Product Marketing to craft sales narratives, campaigns, and playbooks that align to growth priorities.
• Track and report on product adoption trends, penetration rates, and growth outcomes.

• Serve as the Client organization’s SME on Salesforce usage for opportunity management, risk tracking, and reporting.
• Ensure consistent, accurate, and timely data entry across Client teams to support forecasting, health scoring, and leadership reporting.
• Identify opportunities to simplify, standardize, or improve Salesforce processes in partnership with Commercial Operations.

• Own recurring commercial reporting cadences, including pipeline & opportunity reviews.
• Client awareness reports.
• Executive growth and risk summaries.
• Translate data into actionable insights for Client Leaders and Executive stakeholders.

• Partner with Client Leaders to reinforce selling discipline, growth behaviors, and execution standards.
• Develop and maintain templates, tools, and frameworks that improve efficiency and consistency across the Client organization.
• Support onboarding and ongoing enablement for Client Managers related to growth processes and expectations.

• Improved forecast accuracy and pipeline visibility.
• Increased product penetration and growth consistency.
• Ensure Salesforce is consistently used as the system of record, with disciplined data management practices that enable accurate reporting and informed decision‑making.
• Clear, actionable reporting used by leadership to drive decisions.

• Experience in sales enablement, commercial operations, or client growth leadership.
• Strong analytical, process design, and executive communication skills.
• Deep experience with Salesforce and enterprise reporting.
• Ability to influence without direct authority across senior client leaders.

• 10 years of relevant work experience.
• Minimum 5 years of telematics experience.
• Bachelor's degree required.

Work Environment:
This hybrid position is in Alpharetta or Schaumburg and operates in a professional office environment.

Positions Type/Standard

Schedule:

Full time, Monday thru Friday.

Travel:
Up to 10% travel.

Physical Demands:
The role is primarily sedentary, involving prolonged periods of sitting and extensive use of a computer and other office equipment. The role may occasionally require facilitating group workshops, which may involve extended periods of standing. Special Conditions:
The role may involve high‑pressure situations and tight deadlines, requiring strong time management and stress management skills.

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.

Wheels recognizes…