Senior Director, Sales Operations

Fast growing, SaaS company looking for a Senior Director, Sales Operations to join their team. This role will report to the CFO and manage a team of 2 Sales Operations Analysts.

Location: Needham, MA

Hybrid schedule, 2-3 days/week in office

Job Description:

The Senior Director - Sales Operations is responsible for driving, optimizing and scaling the sales operations function. This role partners with executive and senior leadership and cross-functional teams to drive operational excellence, enable revenue growth, and ensure the sales organization runs efficiently and effectively. Leveraging data-driven insights, advanced technology platforms, and process innovation, the Senior Director supports go-to-market strategies and maximizes sales productivity.

Job Responsibilities

• Sales Strategy & Planning: Collaborate with executive leadership to develop and execute sales strategies, oversee annual planning, manage territories, and allocate resources to achieve revenue targets.
• Executive Reporting: Collaborate with executive team to ensure sales initiatives are aligned to short and long-term business strategies using key performance indicators (KPIs) to measure the impact of sales performance and initiatives and ensure measurable return on investment and bottom-line EBITDA impact.
• Sales Compensation Design & Execution: Lead the development of sales compensation plans, quotas, and territories in coordination with the Sales, People and Finance teams to ensure accurate alignment of sales strategy and compensation
• Process Optimization: Identify key areas for improvement across the sales organization, focusing on operational efficiencies, top line growth, bottom line impact, and process optimization.
• Sales Forecasting & Analytics: Collaborate closely with sales leadership & finance on forecasting, pipeline management, sales performance against targets and provide regular forecasting updates to the executive team, including resolving issues and adapting strategies, as needed to respond to evolving needs and challenges.
• Sales Compensation & Incentives: Design, administer, and evaluate sales compensation plans, quotas, and incentive programs to motivate performance and ensure fairness.
• Cross-functional Collaboration: Foster strong partnerships with Sales, Marketing, Product, Customer, Finance, and IT teams to align goals, streamline processes, and drive collaboration across departments.
• Technology Management: Ensure Salesforce platform, including the tools and systems associated, enable the Sales team to get the most out of the system, work on continuous improvement and how the system can help the Sales team in their day-to-day work.
• Team Leadership: Lead and inspire a high-performing sales operations team, providing guidance, mentorship, and support to achieve individual and collective success. Recruit, train, and develop talent to build a capable and motivated operations organization.
• Change Management: Lead change initiatives including mergers/acquisitions, product launches, and market expansions.
• Compliance & Risk Management: Ensure sales operations adhere to legal, regulatory, and company standards, mitigating risks and safeguarding data integrity.
• Strong Culture: Foster a positive and inclusive work environment, promoting employee engagement, professional growth, and retention.

Education and Experience

• 10 years of progressive experience in sales operations, preferably within SaaS or a technology-driven environment.
• Expertise in CRM and sales technology platforms (e.g., Salesforce, HubSpot), analytics tools, and process automation.?Familiarity with emerging technologies such as AI, data analytics, cloud computing, and automation.
• Experience in managing large-scale, complex projects involving cross-functional teams.
• Previous leadership experience in working closely with senior management.