Director, Sales Operations - Saas

Job Description

A Director, Sales Operations in a high-growth SaaS setting is responsible for driving operational excellence, enabling data-driven decisions, and building the processes and infrastructure that allow the sales organization to scale effectively. This role sits at the intersection of sales strategy, analytics, technology, and process optimization, ensuring the company hits ambitious revenue goals while maintaining efficiency, alignment, and employee satisfaction across the commercial organization.

• Key Responsibilities
  
  

Salesforce, Reporting & Analytics

• Own Salesforce as the single source of truth for sales reporting, forecasting, pipeline management, and performance analytics.
• Lead the migration from Excel and legacy tools to standardized, automated Salesforce dashboards and reporting.
• Design and continuously enhance dashboards for pipeline health, forecast accuracy, quota attainment, and sales performance.
• Ensure data accuracy, consistency, and high adoption across Sales, Finance, Product, and Professional Services.
  
  

Sales Process Optimization & Enablement

• Analyze and optimize end-to-end sales processes to improve efficiency, scalability, and seller productivity.
• Partner with Sales leadership to drive adoption through clear documentation, training, and ongoing enablement.
• Implement best practices and automation within Salesforce to reduce friction and manual work.
  
  

Forecasting, Planning & Performance Management

• Lead weekly forecasting cadence with rigor, transparency, and accountability.
• Track pipeline coverage, risks, and gaps; proactively surface insights and drive corrective actions.
• Partner with Finance on Annual Operating Plan (AOP) development, revenue planning, and goal setting.
  
  

Quota & Sales Compensation

• Design, implement, and manage sales compensation plans aligned to business objectives and growth strategy.
• Own quota setting, allocation, attainment tracking, and compensation governance.
• Ensure plans are motivating, transparent, and operationally sound.
  
  

Cross-Functional Leadership

• Act as a trusted partner to Sales, Finance, Product Management, and Professional Services.
• Align sales operations with product strategy, services delivery, and revenue recognition needs.
• Communicate insights and recommendations clearly to executive leadership.
  
  

Team Leadership

• Build, mentor, and develop a high-performing Sales Operations team.
• Foster a culture of continuous improvement, accountability, and operational excellence.
  
  

What Success Looks Like (First 12 Months)

• Salesforce fully adopted as the primary platform for reporting, forecasting, and performance management.
• Significant reduction in manual reporting and Excel-based processes.
• Improved forecast accuracy and pipeline visibility.
• Scalable, well-understood sales processes supporting growth.
• Clear, trusted reporting used consistently by leadership to drive decisions.
• Strong partnership across Sales, Finance, Product, and Services.
  
  

Qualifications

• 8-12+ years of experience in Sales Operations, Revenue Operations, or related roles, including leadership experience.
• Deep expertise with Salesforce reporting, dashboards, forecasting, and data governance.
• Proven experience designing sales compensation and quota models.
• Strong analytical mindset with the ability to translate data into actionable insights.
• Experience partnering with senior sales leadership and executive teams.
• Background in SaaS, retail technology, or data/analytics-driven organizations preferred.