Director, Sales Operations

Merative

Director of Sales Operations at Merative focusing on data analytics and team development to optimize sales strategies. Leading a high-performing team to improve revenue outcomes through AI and automation.

Posted 5/20/2026full-timeRemote • 🇺🇸 United StatesLead💰 $167,145 - $250,718 per yearWebsite

Tech Stack

Tools & technologies

Tableau

About the role

Key responsibilities & impact

Build, lead, and motivate a high-performing Sales Operations team, establishing a clear vision, measurable goals, and a culture of accountability and continuous improvement.
Own and drive a comprehensive Sales Operations strategy that aligns with company revenue objectives and evolves as the business scales.
Serve as a trusted advisor to the CEO, CFO/COO, Sales Leaders, and executive leadership, translating complex operational data into clear, actionable recommendations.
Champion cross-functional collaboration across Finance, HR, Marketing, and Product to ensure sales operations is a true enterprise enabler.
Oversee end-to-end sales operations including territory design, quota setting, headcount planning, and operational cadence management.
Ensure on-time, accurate incentive compensation payments with full auditability, governance, and compliance with Finance and HR policies.
Design and manage Incentive Plan Letters (IPLs), attainment calculations, and payout mechanisms that create clear line-of-sight for sellers.
Lead the Proposal Management function, standardizing RFx intake, qualification, and execution processes to improve win rates and submission quality.
Build and operate a single, trusted performance data infrastructure providing real-time visibility into leads, bookings, pipeline, forecast, quota, and attainment.
Deploy AI and intelligent agents to automate pipeline risk detection, deal coaching signals, and forecast gap analysis — shifting the organization from lagging to leading indicators.
Develop enterprise sales scorecards and self-serve dashboards that enable Sales Leaders and managers to operate independently with data confidence.
Drive forecast accuracy improvements, reduce end-of-quarter fire drills, and establish predictive risk-flagging as a standard operating rhythm.
Translate raw data into operational recommendations — not just metrics — ensuring analytics drive action at every level of the sales organization.
Ensure enablement investments are directed by performance analytics, targeting execution gaps across business units with measurable impact on win rates and deal velocity.
Embed sales methodology reinforcement into live deal execution, manager coaching, and operational reviews rather than one-time training events.
Establish a continuous feedback loop from deal outcomes to enablement content, creating a self-optimizing system over time.

Requirements

What you’ll need

8+ years of progressive experience in Sales Operations, Revenue Operations, or a closely related function, with demonstrated ownership of outcomes.
4+ years of people management experience, including leading and developing multi-person teams in complex organizational environments.
Experience in enterprise software, SaaS, or health technology industries.
Proven experience operating in fast-paced, high-growth, or matrixed organizations where priorities shift rapidly and execution rigor is non-negotiable.
Advanced data analytics capability — fluency in defining KPIs, building dashboards, and driving insights from CRM, BI, and reporting tools (e.g., Salesforce, Tableau, Power BI, or equivalent).
Track record of presenting to and influencing C-suite and senior executive stakeholders, including translating complex operational findings into strategic narratives.
Experience designing and executing a comprehensive sales operations strategy, including incentive compensation, forecasting, territory management, and enablement alignment.
Demonstrated ability to build team cohesion around a shared vision, motivate through change, and develop talent to execute at a high level .

Benefits

Comp & perks

Remote first / work from home culture
Flexible vacation to help you rest, recharge, and connect with loved ones
Paid leave benefits
Health, dental, and vision insurance
401k retirement savings plan
Infertility benefits
Tuition reimbursement, life insurance, EAP – and more!

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

Sales OperationsRevenue Operationsdata analyticsKPI definitiondashboard buildingincentive compensation designforecastingterritory managementperformance analyticspipeline risk detection

Soft Skills

leadershipteam motivationcross-functional collaborationstrategic thinkingcommunicationinfluencing stakeholderschange managementcohesion buildingcontinuous improvementoperational excellence