Director, Sales Operations

Role Overview

• Design, model, and operationalize global sales compensation plans aligned to company GTM strategy, including base comp plans, accelerators, kickers, and SPIFs.
• Own quota and target setting processes, incorporating ramp structures, cohort-based productivity assumptions, and attainment planning.
• Develop commission cost models (pre-plan scenario analysis and ongoing actuals vs. plan) and present findings to Finance and Sales Leadership.
• Own and maintain the sales capacity model, including detailed AE headcount tracking, forecasting of start dates and terminations, and attrition analysis.
• Build and maintain productivity models segmented by GEO, role type, and tenure cohort.
• Lead segmentation methodology design — defining how the market is sliced into addressable segments by geography, tier, and vertical.
• Develop and refine account scoring models and territory balancing frameworks to support field leadership in territory assignment.
• Prepare executive and Board-level summaries, reports, and presentations that provide concise analysis of sales performance, productivity, bookings, pipeline, and coverage.
• Partner with key departments such as Finance, HR, Business Applications, and Marketing to ensure cross-functional alignment on compensation, headcount, and coverage model decisions.
• Manage the compensation exception and dispute resolution process in partnership with HR and Sales Leadership.
• Support ad hoc analysis for the CRO, VP of Sales, and Finance as needed.
• Leverage AI, automation, and advanced analytics to drive continuous improvement in sales operations processes, reporting, and decision-making.
• Responsible for leading a team by hiring, developing talent to cultivate a high-performance culture.

Requirements

• 10+ years of expertise in Sales Operations, Revenue Operations, or Finance Operations, operating at a senior level within enterprise B2B SaaS or software companies. Experience in PE-backed or post-merger environments is a strong plus.
• Deep hands-on experience with sales compensation plan design, quota modeling, and capacity planning in a subscription/ARR-based revenue model. Demonstrated ability to build and maintain capacity models, headcount forecasts, and productivity benchmarks across multiple geographies and segments.
• Proficiency with Salesforce.com, planning tools (e.g., Anaplan), commission platforms (e.g., Xactly), BI tools (e.g., Tableau), and advanced Google Workspace or Microsoft Office for modeling, analysis, and executive reporting.
• Strong analytical skills with the ability to analyze complex data sets and translate findings into actionable insights, territory and coverage model designs, and executive-ready presentations for leadership and Board-level stakeholders.
• Comfortable engaging cross-functionally with Finance, HR, Marketing, and executive management. Able to present data-backed recommendations with clear tradeoffs and scenario analysis.
• A self-directed team player who thrives in a fast-paced environment with competing priorities. Able to manage and develop direct reports while coordinating inputs from multiple stakeholders and driving projects to on-time delivery.
• Creativity and sound judgment, with a bias toward action and continuous improvement. Brings initiative and adaptability while operating with the efficiency and margin discipline expected in a PE-backed company.

Tech Stack

• SFDC
• Tableau

Benefits

• Generous PTO & Holiday Schedule
• Parental Leave
• Progressive Healthcare Options
• Retirement Programs
• Opportunity for Education Reimbursement
• Commuter Offset (Specific locations)