Catalant Technologies

Director, Sales Operations

Catalant Technologies

full-time

Posted on:

Location Type: Hybrid

Location: Boston • Massachusetts • United States

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Job Level

Lead

About the role

  • Design and maintain territory and account segmentation models aligned to growth strategy
  • Own coverage and capacity models, including headcount planning, ramp assumptions, and productivity targets
  • Lead annual and quarterly sales planning in partnership with Sales and Finance
  • Develop quota-setting and allocation methodologies that balance fairness, stretch, and attainability
  • Build scenario and sensitivity models (base / bear / bull) to inform leadership decision-making
  • Define and govern the sales KPI framework across pipeline, bookings, ASP, take rate, and productivity
  • Own forecasting processes, accuracy targets, and governance cadence
  • Deliver performance dashboards and executive-ready reporting for Monthly and Board reviews
  • Track actual vs. plan and proactively surface risks and opportunities
  • Lead root-cause analysis for underperformance and overperformance to drive corrective action
  • Optimize and govern the full sales cycle
  • Own CRM architecture and optimization (e.g., Salesforce), including data model, workflows, and reporting
  • Implement automation, guardrails, and controls that improve seller efficiency and data quality
  • Standardize sales stages, fields, and definitions across the organization
  • Partner with Enablement to ensure playbooks and SOPs align with system design and process standards
  • Define and enforce pricing strategy, discount guardrails, and approval policies
  • Operate deal desk workflows to balance speed, flexibility, and margin protection
  • Govern contracting workflows and policy adherence
  • Manage exception handling and escalation paths
  • Analyze deal economics, margin performance, and deal quality trends
  • Design and model sales compensation plans aligned to company objectives
  • Own quota-to-pay processes, ensuring accuracy, transparency, and timeliness
  • Define attribution logic (seller of record, coverage pools, overlays)
  • Analyze performance and payout effectiveness to identify unintended behaviors
  • Lead GTM interlock cadences across Sales, Finance, Marketing, Product, and Delivery
  • Ensure clean handoffs from Sales to Delivery / Customer Success
  • Establish structured feedback loops to Product and Marketing based on market signals
  • Integrate sales execution into the broader Order-to-Cash (O2C) process
  • Drive change management and adoption of new processes, tools, and operating rhythms

Requirements

  • 10–20+ years of experience in Sales Operations, Revenue Operations, or Commercial Operations, supporting complex B2B sales motions or consulting.
  • Proven experience owning sales planning, capacity modeling, quota design, and forecasting in a scaling organization
  • Strong analytical background with hands-on experience building productivity, capacity, and scenario models
  • Deep working knowledge of CRM platforms (Salesforce or equivalent), including data models, workflows, reporting, and governance
  • Demonstrated experience designing and operating sales performance dashboards and executive reporting
  • Experience partnering closely with Sales, Finance, Enablement, Marketing, Product, and Delivery teams
  • Track record of improving forecast accuracy, sales predictability, and operational rigor
  • Comfortable presenting insights, tradeoffs, and recommendations to senior executives and Boards.
Benefits
  • Flexible paid time off
  • 13 company holidays + a week off from Christmas through New Years
  • Twelve weeks of paid parental leave regardless of how you choose to grow your family
  • Generous health insurance coverage as well as optional vision and dental
  • 401k to save for retirement
  • Pre-tax commuter and flexible spending accounts
  • A lifestyle spending account to be used towards cell phone, internet, commuting, and learning & development
  • Wellness stipend for your mental, emotional, or physical wellbeing needs and support
  • Work from Home stipend
Applicant Tracking System Keywords

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

Hard Skills & Tools
sales planningcapacity modelingquota designforecastingscenario modelingsales performance dashboardsdata analysissales compensation designroot-cause analysisperformance tracking
Soft Skills
analytical skillscommunication skillsleadershipcollaborationchange managementproblem-solvingpresentation skillsstrategic thinkingorganizational skillsfeedback integration