Job Title: Director of Sales and Revenue Operations

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Position Overview

The Director of Sales and Revenue Operations is a strategic leader responsible for aligning and optimizing the company’s marketing, sales, and customer success functions to maximize revenue growth. This role serves as the connective tissue between departments—streamlining processes, enhancing data visibility, and ensuring operational excellence across the entire customer lifecycle. The ideal candidate is both analytical and execution-oriented, with a passion for driving measurable results through process improvement, technology, and team development.

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Key Responsibilities

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Inside Sales Leadership

• Lead, mentor, and develop the Inside Sales team to drive performance, productivity, and conversion rates.
• Establish and track key performance metrics to ensure consistent achievement of revenue goals.
• Implement coaching and performance improvement plans to elevate team capabilities.

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Sales Operations Management

• Own end-to-end sales forecasting, pipeline management, territory planning, and quota design.
• Ensure the integrity, accuracy, and usability of CRM data (Salesforce preferred) for decision-making.
• Partner with Finance and Marketing to align forecasts, goals, and performance reporting.
• Continuously refine sales processes to minimize friction, accelerate deal cycles, and improve predictability.

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Enablement & Execution

• Equip the sales team with effective tools, training, and resources to enhance prospect engagement and conversion.
• Develop and implement onboarding and ongoing enablement programs to accelerate ramp time and increase retention.
• Collaborate cross-functionally with Marketing and Customer Success to ensure consistent messaging and customer experience.

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Analytics & Strategy

• Deliver actionable insights through dashboards, KPIs, and reports that support data-driven decisions.
• Analyze pipeline trends, conversion metrics, and campaign effectiveness to identify growth opportunities.
• Support strategic planning and revenue modeling initiatives led by the CRO and executive team.

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Qualifications

• Education: Bachelor’s degree in Business, Marketing, or related field; MBA preferred.
• Experience: 8+ years in Sales Operations, Revenue Operations, or related leadership roles.
• Proven experience leading Inside Sales or Sales Development teams.
• Demonstrated success implementing and managing CRM platforms (Salesforce preferred).
• Strong analytical, organizational, and communication skills with a data-first mindset.
• Ability to collaborate effectively across departments and influence at all levels of the organization.
• Deep understanding of modern sales methodologies, enablement practices, and revenue optimization strategies.

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Core Competencies

• Strategic Thinker with Strong Execution Skills
• Data-Driven Decision-Maker
• Process Improvement and Operational Excellence
• Cross-Functional Leadership
• Change Management and Continuous Improvement