Act as a senior partner to the Senior Director of Sales Operations, translating Sales Ops strategy into systems-driven execution.
Lead optimization of end-to-end sales processes, including:
Prospecting and outbound execution
Lead and top-of-funnel management
Opportunity stages, pipeline progression, and forecasting
Quoting and deal execution
Visibility into post-sale handoffs, renewals, and expansions
Identify systemic friction in the sales funnel and drive durable, scalable improvements that increase rep productivity, conversion, and forecast reliability.
Lead the day-to-day optimization and management of GTM systems owned by Sales Operations.
Serve as the senior operational owner for ZoomInfo, LeanData, Outreach, Gong, and other Sales Tech Stack systems.
Serve as a primary stakeholder for Salesforce.com, partnering with IT.
Partner with Sales & Rev Ops, Marketing, Sales, Customer Success & Support, and Enablement to ensure systems support consistent execution and clean handoffs across teams.
Drive continuous improvement of prospecting, pipeline generation, and deal & Customer management workflows.
Evaluate, pilot, and operationalize AI enhancements to the tech stack.
Own change management execution for GTM systems and sales process initiatives.
Design and run structured rollouts, including stakeholder alignment, phased launches, success metrics, and post-launch optimization.
Partner with Enablement to develop role-based training, SOPs, and playbooks.
Deliver systems and process enablement tied to sales motions.
Lead clear, consistent communications that articulate the “why,” “what,” and “how” of changes to drive adoption and accountability.
Measure adoption and effectiveness, using data and feedback to iterate.
Develop Sales Analytics including reporting and dashboards, as well as Tableau models through partnership with BI, that provide leadership visibility into:
Funnel health and conversion
Pipeline generation and coverage
Rep productivity and activity effectiveness.
Support core Sales Operations forecasting processes, including pipeline inspection, deal health reviews, and forecast accuracy.
Support Sales Operations partnership with Finance and RevOps on capacity planning, territory performance, and revenue modeling.
Establish and enforce standards for data quality, system usage, and process adherence across Salesforce and integrated GTM tools.
Lead governance around routing, stage definitions, forecasting inputs, and system changes.
Ensure documentation, automation, and validation rules support scalable, repeatable execution.

Requirements

8–10+ years of experience in Sales Operations or Revenue Operations within a SaaS or recurring-revenue environment.
Strong background in traditional Sales Operations, including pipeline management, forecasting, sales process design, and reporting.
Deep hands-on expertise with Salesforce.com (required).
Proven production experience with Outreach and Gong (required).
Experience supporting or integrating with Customer Success platforms (highly valued).
Exposure to AI-enabled sales tools such as Clay and Qualified is a plus.
Demonstrated success leading systems-driven change management and enablement initiatives.

Benefits

Healthcare for family, including dental and vision
Competitive compensation and 401K
RSU grants for full-time employees
ESPP program
Flexible vacation policy
Maternity & paternity leave
MacBook Pro to use for work, plus a generous stipend to personalize your workstation
Childcare bonus (human children only)
Fertility treatment and support
Learning & development program
Commuter benefits
Culture that supports a healthy work-life balance

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

sales process designpipeline managementforecastingreportingdata quality standardschange managementsales analyticsautomationvalidation rulescustomer management workflows

Soft Skills

leadershipcommunicationcollaborationstakeholder alignmentcontinuous improvementtraining developmentadoption measurementfeedback iterationprocess adherencegovernance