Director of Sales Operations

Department: Revenue Operations

Reports To: CRO

• Employment Type: Full-Time
• Work Location: Remote
• Travel Required: Minimal (<10%)
• Cross-Functional: Finance, Marketing, CS

Role Summary

• The Sales Operations Director is a strategic and analytical role responsible for the operational backbone of the sales organization. This individual ensures that the sales team has the data, processes, systems, and compensation frameworks needed to perform effectively. They serve as a key partner across Sales, Finance, and Leadership — translating data into insights that drive revenue growth and operational excellence.
• Position Details

Sales Metrics Reporting & Analytics

Own the design and delivery of sales performance dashboards and reports

Track key metrics such as pipeline health, win rates, deal size, sales cycle, and quota attainment

Analyze performance trends and provide insights to leadership

Standardize reporting definitions across teams

Improve reporting automation and data accessibility

Support ad hoc analysis requests from Sales and Finance leadership

BDR (Business Development Representative) Management

Manage, coach, and develop a team of BDRs

Define and track performance metrics across outreach and pipeline generation

Conduct regular performance reviews and team meetings

Develop BDR playbooks including outreach strategies and handoff processes

Partner with Marketing on targeting, campaign follow-up, and lead routing

Support onboarding and ramp programs for new hires

Monitor activity within CRM and sales engagement platforms

Sales Compensation & Finance Coordination

Support the design and administration of sales compensation plans

Coordinate commission calculations and payouts with Finance

Act as a point of contact for compensation-related questions

Maintain documentation of compensation structures

Analyze and model potential compensation plan changes

Support tools such as Spiff, CaptivateIQ, or similar platforms

Sales Reporting & Business Reviews

Prepare recurring sales reports and business reviews for leadership

Maintain CRM data quality through governance and process improvements

Develop performance scorecards and reporting frameworks

Support ongoing improvements to sales processes and systems

Revenue Forecasting

Support the sales forecasting process in partnership with Sales Leadership

Build and maintain forecasting models using historical and pipeline data

Identify potential risks and opportunities in revenue projections

Partner with Finance to align forecasts with company planning

Contribute to annual planning activities such as quota setting and territory design

Key Performance Indicators

Forecast accuracy and consistency

Pipeline generation and coverage health

Data quality and reporting reliability

Timeliness of reporting and analysis

Sales team performance against targets

Required Qualifications

3–6 years of experience in Sales Operations, Revenue Operations, or similar role

Experience supporting or managing BDR/SDR teams

Familiarity with sales compensation processes

Strong CRM experience, particularly HubSpot

Advanced Excel / Google Sheets skills

Experience with BI tools (Tableau, Looker, Power BI) preferred

Experience with sales engagement platforms such as Outreach, Salesloft, or Apollo

Strong analytical, organizational, and communication skills

Preferred Qualifications

Experience with compensation management tools (Spiff, CaptivateIQ, Xactly)

Background in SaaS or B2B technology environments

Familiarity with forecasting and pipeline analysis

Exposure to sales planning processes

Bachelor’s degree in Business, Finance, Economics, or related field

Core Competencies

Analytical rigor

Process ownership

Cross-functional collaboration

Financial acumen

Execution and reliability

Additional Requirements

U.S. Citizenship is required. Due to the nature of our work with the U.S. Department of Defense (DoD), Federal agencies, and other government customers, applicants must be U.S. citizens.

Cybersecurity industry experience is strongly preferred. Candidates with a background in cybersecurity—particularly cloud security, application security, DevSecOps, software supply chain security, or infrastructure security—will have a significant advantage.

Compensation: Base Salary $160K to $180K - OTE $220K Per Year.