Director Sales Operations

The Director Sales Operations, is responsible for providing enterprise‑level leadership for the Sales Operations function, overseeing multiple disciplines that support revenue execution, sales effectiveness, analytics, systems, enablement, and operational rigor. This role serves as a business partner to Sales, Marketing, Pricing, Finance, IT, and Executive Leadership, driving scalable processes, data integrity, and continuous improvement across the global sales organization.

The role leads a multi‑disciplinary organization of approximately 32 employees across six core Sales Operations functions, with accountability for governance, prioritization, and operational excellence.
 

Sales Administration Leadership:

• Provide overall leadership and direction for global Sales Administration functions
• Build a high-performing, customer-focused organization through talent development, coaching, and succession planning
• Partner closely with Sales Leadership, Finance, Legal, IT, and Marketing to ensure alignment and execution

CRM, CPQ & Sales Technology:

• Provide leadership oversight for global CRM (Salesforce) and CPQ strategy, adoption, and continuous improvement.
• Champion platform hygiene, customer and account data integrity, and operational rigor.
• Lead AI initiatives across the Sales Ops technology stack, acting as the AI Champion for Sales Operations.
• Partner with IT and business stakeholders on solution design, rollout, and governance (e.g., Agentforce, Tableau-SFDC integration, Pros.ai, Copilot for Sales).

Sales Compensation & Incentives:

• Provide leadership and governance for global sales compensation administration and design.
• Drive modernization efforts, including reducing manual processes and improving real‑time reporting and insights.
• Oversee compensation curve management, quota design inputs, and long‑term incentive system roadmap development.

Sales Enablement & Methodology:

• Oversee sales enablement platforms and processes, including training, tool adoption, and content management.
• Drive adoption of standardized sales methodologies and CRM rigor (e.g., capstone programs).
• Partner closely with Marketing and regional Sales leadership to improve effectiveness and consistency.

Customer Programs, Rebates & Trade Support:

• Oversee customer programs, rebates, trade programs, and special pricing administration.
• Lead change management efforts tied to technology transformation and sunset of legacy processes.
• Ensure effective operating models between Sales Ops, Pricing, and Finance.
• Drive ownership mindset and accountability within the function.

Channel & Sales Data & Analytics:

• Lead global sales and channel data strategy, including POS, inventory, insights, and analytics.
• Oversee Snowflake migration, Tableau integrations, and advanced reporting capabilities.
• Develop Distributor POS and Inventory data insights and reporting that lead to actionable activities to increase Sales.
• Elevate data maturity and create “full‑circle” performance visibility for leadership.

Sales Support

• Provide managerial oversight for Sales Support team located in Mexico to:
  • Manage Special pricing, Quotes & Agreements 
  • Claims, Credits & Post-Sale Pricing Resolution
  • Marketing related support in Pro+ for promotions and Marketing Development Funds request processing.

Executive Programs & Governance

• Own Sales Operations deliverables for:
  • Monthly Management Operating Reviews (MORs)
  • Support President’s Club (business ownership, budgeting, content)
  • Support Sales Kickoff (SKO) planning and execution
  • Weekly Top‑3 reporting and executive communications

Leadership & Collaboration

• Act as a trusted advisor to senior leadership, delivering concise, data‑driven insights.
• Build, develop, and retain a high‑performing global Sales Operations leadership team.
• Strengthen cross‑functional partnerships with Sales, Marketing, Pricing, Finance, HR, Legal, and IT.
• Drive consistent operating models while remaining responsive to regional business needs.

• 10+ years of progressive experience in Sales Operations, Commercial Excellence, or related functions
• 5+ years of people leadership experience managing multi‑disciplinary teams
• Deep experience with CRM (Salesforce), sales analytics, and compensation operations
• Proven ability to lead large, complex, cross‑functional initiatives 
• Strong executive communication and stakeholder management skills

WE VALUE:

• Experience leading global or matrixed organizations
• Exposure to AI‑enabled sales tools and advanced analytics platforms
• Change management experience in transforming sales processes and technology
• Strategic thinking and execution
• Strong presence and influence
• Data‑driven decision-maker with strong analytical skills
• Ability to operate effectively in a fast-paced, global matrix organization 
• Change leadership and operational discipline
• Strong “say‑do” accountability mindset

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