Director of Sales, Operations and Revenue

Director, Sales Operations & Revenue Excellence

Position Summary :

The Director, Sales Operations & Revenue Excellence is responsible for leading the strategy, processes, systems, and analytics that enable sustainable revenue growth and operational scalability across a national sales organization. Acting as a strategic partner to executive leadership, this role drives forecasting accuracy, sales productivity, process optimization, and cross-functional alignment between Sales, Finance, Operations, and Corporate Leadership.

The position oversees all aspects of sales operations, including pipeline management, reporting, CRM governance, sales compensation, performance analytics, and the development of scalable operating models that support business growth.

Key Responsibilities

Strategic Leadership

• Develop and execute the sales operations strategy to support company growth objectives.
• Partner with executive leadership to provide insights, recommendations, and performance analysis that drive business decisions.
• Lead cross-functional initiatives that improve organizational effectiveness, sales execution, and revenue performance.
• Facilitate business reviews, sales leadership meetings, and strategic planning sessions.

Forecasting, Reporting & Analytics

• Own the organization’s sales forecasting and pipeline management processes.
• Deliver accurate revenue projections, performance reporting, and executive dashboards.
• Monitor key sales metrics and identify opportunities to improve productivity, conversion rates, and business outcomes.
• Translate complex data into actionable insights for sales leadership and executive stakeholders.

CRM & Sales Technology

• Lead the administration, governance, and optimization of CRM platforms, including Microsoft Dynamics 365.
• Drive system adoption, data quality, process compliance, and continuous platform enhancement.
• Evaluate and implement sales technologies that improve visibility, efficiency, and reporting capabilities.
• Develop training and enablement programs that increase user adoption and operational effectiveness.

Sales Performance & Compensation

• Oversee sales incentive and compensation administration, reporting, and performance measurement.
• Ensure compensation programs align with business objectives and support desired sales behaviors.
• Provide leadership with performance tracking, goal attainment analysis, and productivity metrics.

Process Improvement & Operational Excellence

• Design and implement scalable sales processes and operating procedures.
• Identify opportunities to automate workflows, standardize practices, and increase efficiency.
• Establish best practices across regions and teams to improve consistency and performance.
• Lead continuous improvement initiatives that enhance customer experience and operational effectiveness.

Team Leadership

• Lead, coach, and develop a high-performing Sales Operations team.
• Foster a culture of accountability, collaboration, innovation, and continuous improvement.
• Build organizational capability through training, mentorship, and succession planning.
• Manage team performance and resource allocation to support evolving business needs.

Qualifications

• Bachelor’s degree in Business, Finance, Marketing, or related field.
• 8+ years of progressive experience in Sales Operations, Revenue Operations, Commercial Excellence, or related disciplines.
• Proven experience supporting large-scale or multi-regional sales organizations.
• Strong expertise in sales forecasting, pipeline management, CRM administration, compensation management, and performance analytics.
• Experience leading distributed teams and managing cross-functional initiatives.
• Advanced proficiency in Microsoft Dynamics 365, business intelligence tools, and sales reporting platforms.
• Exceptional analytical, communication, stakeholder management, and leadership skills.

Additional Information: