About this role
The Sales Operations Director owns the sales and revenue operations strategy and execution to drive predictable, scalable revenue growth. The leader builds forecasting and KPI reporting systems, improves pipeline and revenue efficiency, and partners closely with Sales, Finance, Marketing, and Customer Success.
Key Responsibilities
- Lead sales forecasting, pipeline reviews, and revenue performance analysis
- Build and maintain dashboards and reports for sales KPIs (pipeline coverage, win rates, deal velocity, quota attainment, ARR/MRR)
- Own, optimize, and govern CRM and sales tools (e.g., Salesforce, HubSpot, forecasting tools) with data accuracy and adoption
- Partner with Finance on revenue reporting, forecasting, and deal approvals
- Collaborate with Marketing and Customer Success on lead flow, attribution, renewals, upsell, and churn insights
Technical Overview
The role focuses on operational analytics and systems governance using CRM platforms like Salesforce and reporting/forecasting tools. The director uses pipeline and revenue metrics (ARR/MRR, win rates, deal velocity, quota attainment) to deliver data-driven insights and improve go-to-market execution.
Ideal Candidate
The ideal candidate is an executive-level Sales Operations/Revenue Operations leader with 8+ years of hands-on experience driving forecasting, pipeline management, and KPI reporting. They have deep revenue analytics expertise, strong CRM governance (Salesforce strongly preferred), and the ability to partner with senior Sales, Finance, Marketing, and Customer Success leaders to improve go-to-market performance.
Must-Have Skills
8+ years of experience in Sales OperationsRevenue Operationsor related functionsStrong analytical skills with hands-on experience in forecastingpipeline managementand KPI reportingDeep expertise in sales forecastingpipeline managementand revenue analyticsProven ability to partner with senior sales leadership and influence strategic decision-makingCRM platforms (Salesforce strongly preferred)
Nice-to-Have Skills
Experience in high-growthPE-backedor transformational environmentsBackground supporting B2BSaaShealthcareor recurring revenue business modelsExperience with compensation designterritory strategyand CPQ toolsStrong financial acumen and demonstrated partnership with Finance
Tools & Platforms
SalesforceHubSpot
Required Skills
sales forecastingpipeline reviewsrevenue performance analysisdashboards and reportsKPIspipeline coveragewin ratesdeal velocityquota attainmentARR/MRRCRM platformsSalesforceterritory planningquota modelingcompensation plan administrationrevenue reportinglead flow analysisconversion metricsattribution modelingrenewalsupsell opportunitieschurn insightsdata accuracydata integrityadoption
Hard Skills
sales forecastingpipeline managementrevenue analyticsKPI reportingdashboard buildingdata-driven insightsCRM platformsSalesforceHubSpotterritory planningquota modelingcompensation plan administrationrevOps strategy executionforecasting accuracylead flow analysisconversion metricsattribution modelingrenewals analysisupsell opportunities analysischurn insightsrevenue reportingdeal approvalsARR/MRR trackingwin ratesdeal velocityquota attainmentpipeline coverage
Soft Skills
partner with executive leadershipinfluence strategic decision-makingcross-functional collaborationdata-driven recommendationsoperational excellence leadershipgo-to-market strategy alignment
Keywords for Your Resume
Sales Operations DirectorSales OperationsRevenue OperationsRevenue Operations strategysales forecastingpipeline reviewsrevenue performance analysisdashboards and reportsKPIspipeline coveragewin ratesdeal velocityquota attainmentARR/MRRSalesforceCRMCRM platformsterritory planningquota modelingcompensation plan administrationrevenue efficiencypipeline healthsales productivitydata accuracydata integrityadoption across sales systemsforecasting toolsFinance partnershipMarketing lead flow analysisconversion metricsattribution modelingCustomer Success renewalsupsell opportunitieschurn insightsgo-to-market strategypipeline managementrevenue analyticsdashboard reporting
Deal Breakers
8+ years of experience in Sales Operations, Revenue Operations, or related functions, Demonstrated deep expertise in sales forecasting, pipeline management, and revenue analytics, Strong CRM experience (Salesforce strongly preferred)
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