Sales Operations Director

The Role

As the Sales Operations Director, you will lead the strategy, systems, and processes that drive sales productivity and performance. You’ll be responsible for optimizing the end-to-end sales lifecycle, from pipeline management and forecasting to territory planning and performance analytics. This is a high-impact leadership role that will work closely with the Sales, Marketing, Finance, and Product teams to support scalable growth.

Responsibilities

• Sales Performance Optimization
  • Develop and maintain a comprehensive set of sales reporting which includes forecasting, pipeline analysis, and performance metrics to drive data-informed decisions.
  • Develop and maintain dashboards and KPIs to track sales effectiveness and identify areas for improvement.
  • Partner with Finance, the People Office and Commercial Leadership to develop and manage compensation plans, quotas, and territory assignments.
  • Lead CRM optimization and ensure data integrity and accuracy across sales platforms (e.g., Salesforce, HubSpot).  Liaise with upstream and downstream stakeholders for data quality improvement.
  • Drive continuous improvement initiatives to enhance sales velocity and client acquisition.

• Sales Enablement
  • Maintain standard pricing and associated toolsets and templates for efficient commercial proposal generation.
  • Collaborate with Marketing and Product teams to align GTM strategies and lead management processes.

• Deal Governance
  • Provide specialized opportunity assistance where custom commercial proposals might be required.
  • Maintain and enforce the opportunity governance framework.
  • Assist with re-contracting existing clients on standardized commercial models.

• Sales Process Optimization & Sales Effectiveness
  • Design and implement scalable sales framework, processes, tools, artifacts, and systems to support a high-performing sales organization.

• Sales Collateral Management
  • Ensure alignment between Sales, Marketing, and Product teams to create effective sales content.
  • Custodian of all Sales Assets.

• Sales Training & Onboarding
  • Support onboarding and ongoing training programs for commercial team members.

Skills and Experience

Successful candidates for this role will generally possess the following qualifications and skills:

• 7+ years of experience in Sales Operations, Revenue Operations, or related roles in SaaS or Fintech.
• Strong understanding of B2B sales processes, pipeline management, and forecasting methodologies.
• Bachelor’s degree in Business, Finance, or related field; MBA is a plus.
• Excellent communication and presentation skills, with the ability to influence sales teams and leadership. 
• Data-driven mindset, with the ability to measure the impact of enablement initiatives.
• Strong analytical and problem solving skills.
• Experience with data analysis and modelling.
• Expert level Microsoft Excel skills.
• Experience working with Salesforce, Microsoft PowerBI, Gong or similar sales and reporting tools would be an advantage.

Personality Attributes

• Strategic Thinker – Able to see the big picture and align sales operations with broader business goals.
• Analytical and Data-Driven – Passionate about sales metrics, KPIs, and process optimization.
• Detail-Oriented – Ensures accuracy in content and processes while keeping the big picture in mind. 
• Resilient and Adaptable – Thrives in a high-growth, constantly evolving environment.  Maintains composure under pressure and adapts quickly to change.
• Collaborative – Works well with cross-functional teams and builds strong relationships. 
• Excellent Communicator – Can convey complex ideas in a simple, compelling way.