Director, Sales Operations

Title: Director, Sales Operations

Summary of Role

As the Director of Sales Operations, you will be responsible for driving quota modeling, territory analysis, and commission planning to align the sales organization with company growth objectives. This role requires deep proficiency in Salesforce, forecasting tools such as Gong and Clari, and a strong working knowledge of AI tooling to surface insights and improve forecast accuracy. This position reports to the VP, Sales Operations and Business Development.

How You’ll Succeed

• Design, build, and maintain data-driven quota models that are equitable and aligned to annual revenue targets, go-to-market strategy, and headcount plans. Be able to run scenario planning that models the impact of market shifts, rep changes, or strategic pivots on quota attainment and revenue outcomes.


• Help conduct in-depth territory analysis to evaluate coverage gaps, identify growth opportunities, and optimize rep alignment across segments and geographies. Deliver quarterly reviews of quota and territory performance with actionable recommendations to improve fairness and productivity.


• Work with Sales Leadership and Finance with end-to-end design and administration of sales commission and incentive compensation plans, ensuring accuracy, timeliness, and tight alignment to business goals. Collaborate with Sales, Finance, and HR to model plan changes, assess cost of sales, and evaluate motivational impact.


• Serve as a Salesforce power user and operational steward to help ensure data integrity, used by Sales leadership. Help build and maintain dashboards, reports, and alerts that give leadership real-time visibility into pipeline health, forecast accuracy, and sales velocity.


• Leverage Gong and other forecasting platforms to drive predictive accuracy, identify deal risk, and improve call-to-close conversion rates.


• Work within Sales Operations to help apply AI-powered tools to automate repetitive analytical workflows, generate insights from large datasets, and accelerate time-to-insight for sales leadership. Help champion the adoption of AI tooling across the Sales Operations function and stay current on emerging capabilities that create competitive advantage.


• Prepare and present accurate, timely analysis on sales performance, pipeline trends, and KPIs for VP-level and executive audiences. Collaborate cross-functionally with Finance, Marketing, and Product to ensure Sales Operations data and planning assumptions are consistent and well-integrated.


• Drive continuous improvement in reporting, process efficiency, and data governance—identifying opportunities to reduce manual work and increase analytical leverage across the sales organization.

What You Bring

• 8-10 years of experience in Sales Operations, Revenue Operations, or a closely related analytical role within a B2B or SaaS environment.


• Proven expertise in quota modeling, territory design, and incentive compensation planning.


• Deep, hands-on proficiency with Salesforce (SFDC) including reports, dashboards, and data management.


• Extensive experience with forecasting and conversation intelligence platforms such as Gong, Clari, or equivalent tools.


• Strong working knowledge of AI tooling and a demonstrated track record of applying AI-powered solutions to operational or analytical challenges.


• Advanced skills in Excel and/or Google Sheets; experience with BI tools preferred.


• Exceptional analytical and financial modeling skills with meticulous attention to detail and a high regard for data accuracy.


• Strong communicator capable of distilling complex analyses into clear, executive-ready insights and recommendations.


• Self-starter with the ability to manage multiple priorities independently in a fast-paced, high-growth environment.


• Bachelor’s degree in Business, Finance, Economics, or a related field; advanced degree a plus.

Who You Are:

Decision Making – You make sound, timely decisions that keep sales initiatives moving forward—even when data is ambiguous or stakeholders are misaligned.

Drives Results – You consistently deliver high-quality analytical work and operational outcomes, even under tight deadlines or shifting priorities.

Ensures Accountability – You hold yourself to a high standard of accuracy and follow-through, and you help others do the same.

Plans & Aligns – You plan and prioritize your work to meet commitments, coordinating effectively across Sales, Finance, and Operations teams.

Communicates Effectively – You translate complex models and data into clear narratives for diverse audiences—from front-line reps to the VP of Sales Operations and others.

Tech-Forward Mindset – You embrace emerging tools—including AI—as force multipliers, and you actively seek out better ways to solve problems and scale operational impact.

Financial Acumen – You interpret and apply understanding of key performance indicators and sales metrics to make better business decisions.

All Company Core Competencies:

Customer Focus: – You build strong relationships with internal stakeholders—sales reps, managers, and leadership—and deliver solutions centered on their needs.

Cultivates Innovation: – You create new and better ways for the Sales Operations function to be successful, embracing technology and continuous improvement.

Collaborates: – You build partnerships and work collaboratively with cross-functional teams to meet shared revenue and operational objectives.

Instills Trust: – You earn the confidence of sales leadership and peers through accuracy, transparency, and integrity in everything you deliver.

Self-Development: – You actively pursue new skills—from AI tooling to Salesforce expertise—to grow as both an analyst and a strategic partner.