Director, Sales Operations
New
United StatesFull-TimeDirector
Salary156918 - 256000 USD per year
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Job Details
- Experience
- 10+ years
- Required Skills
- SalesforceTableauMicrosoft ExcelGoogle Sheets
Requirements
- 10+ years of experience in Sales Operations, Revenue Operations, or Finance Operations within enterprise B2B SaaS or software organizations.
- Strong expertise in sales compensation design, quota modeling, and capacity planning in subscription or ARR-based business models.
- Proven ability to build and manage complex forecasting models, including headcount, productivity, and revenue capacity planning.
- Advanced proficiency with Salesforce, Anaplan, Xactly, Tableau, and Excel/Google Sheets for modeling and reporting.
- Strong analytical skills with the ability to translate complex datasets into actionable insights and executive-level recommendations.
- Experience designing segmentation strategies, territory models, and coverage frameworks for global sales organizations.
- Excellent cross-functional collaboration skills with the ability to influence senior stakeholders across Sales, Finance, and HR.
- Strong communication skills with experience presenting to executive leadership and board-level audiences.
- Highly organized, execution-oriented leader with the ability to manage multiple priorities in a fast-paced environment.
- Experience in PE-backed or high-growth SaaS environments is a strong advantage.
Responsibilities
- Design, implement, and optimize global sales compensation plans aligned with go-to-market strategy, including quotas, accelerators, SPIFs, and incentive structures.
- Own quota setting and target allocation processes, incorporating ramp models, cohort-based productivity assumptions, and attainment forecasting.
- Build and maintain sales capacity and headcount models, including hiring forecasts, attrition analysis, and productivity tracking across regions and segments.
- Develop commission cost modeling and scenario planning, providing insights on compensation efficiency and financial impact to executive leadership.
- Define and optimize sales coverage models, including segmentation strategy, territory design, and account prioritization frameworks.
- Create and refine account scoring and territory balancing models to improve fairness, efficiency, and revenue coverage.
- Deliver executive and board-level reporting on sales performance, productivity, pipeline health, and operational metrics.
- Partner cross-functionally with Finance, HR, Marketing, and Business Applications to ensure alignment on compensation, capacity, and coverage decisions.
- Lead a team responsible for compensation operations, analytics, and strategic sales planning initiatives.
- Leverage AI, automation, and advanced analytics to continuously improve sales operations processes and decision-making capabilities.
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