Senior Director, Sales & CS Operations

Role Overview

• Be the CRO's operating partner. Run the sales operating cadence (forecast calls, MBRs, QBRs), translating insights from Salesforce, Clari, and Snowflake into concrete field actions and accountability.
• Drive pricing & deal governance. Lead the global deal desk and pricing committee; set approval matrices and commercial policies that balance competitiveness, margin, and revenue recognition; reduce cycle time and discount variance.
• Modernize quote-to-cash. Own Salesforce CRM and Salesforce CPQ; build processes which put customers first and empower sales to deliver value. Drive QTC accuracy, order validation, and smooth customer onboarding in partnership with Finance and Legal.
• Lead territory & capacity planning. Translate ICP/segmentation into annual territory design and capacity plans for a global enterprise-first motion; own quota setting and crediting rules.
• Operationalize AI in the field. Ship AI use cases that deliver practical value to AEs, giving them more time to focus on customers and enabling high value engagements.
• Advance pricing & packaging for AI. Partner with Product, Finance, and Sales to evolve packaging, price books, and approvals for AI-native offerings and value-based selling tied to product usage and outcomes.
• Nurture partner co-sell. Improve deal registration, attribution, and joint approvals in the SFDC community partner portal to support the channel and alliances motions.
• Align cross-functionally. Interface tightly with CRO, CFO, Legal, and Product to prioritize features, de-risk terms, and ensure financial controls and commercial compliance.

Requirements

• 8–12+ years in Sales Ops within SaaS (cybersecurity preferred), operating at global enterprise scale.
• Proven ownership of deal desk & pricing governance, territory/capacity, forecast/QBR cadences, and CPQ programs.
• Hands-on expertise with Salesforce, Salesforce CPQ, DocuSign, Clari, ERP integrations; comfortable partnering on models in Snowflake and consuming governed BI (vs. ad-hoc extracts).
• Strong commercial and accounting fluency (discount mechanics, margin analysis; familiarity with ASC 606/IFRS 15 scenarios in partnership with Finance).
• Executive communication skills and crisp, data-first storytelling; trusted partner to CRO/CFO; player-coach leadership style.

Tech Stack

• Cyber Security
• ERP
• SFDC

Benefits

• Extra days off to prioritize your well-being
• 401(k) Retirement Savings Plan with a 3% company match
• Maternity and Parental Leave
• Mental health support for you and your family through the Modern Health app
• Full health benefits package for you and your family