Director, Brisnet Sales Operations

Director, Brisnet Sales Operations

TwinSpires is the premier online horse racing wagering platform in the United States. TwinSpires is owned and operated by Churchill Downs, Inc., and is the official online betting partner of the Kentucky Derby, bringing you more than 148 years of wagering experience. Players can wager through the TwinSpires desktop, mobile, and app-based advance-deposit wagering platforms as well as at retail locations and race tracks across the country.

The Sales Operations Director is responsible for driving the performance and growth of the company's eCommerce business, while overseeing lead generation, pipeline management, contract compliance, and the alignment of business processes across departments. This role blends strategic leadership with hands-on execution, ensuring that sales and eCommerce activities are optimized for growth, compliance, and efficiency.

In addition to operational oversight, this leader will manage and develop a team of direct reports who represent multiple business functions. The Director will coach and mentor team members, establish clear goals, and build standard operating practices (SOPs) to align workflows and ensure scalable success.

eCommerce & Revenue Growth

• Drive performance, optimization, and profitability of the company's eCommerce site, ensuring an excellent customer experience and strong sales conversion.
• Partner with marketing and product teams to enhance digital strategies that support customer acquisition and retention.
• Monitor key performance indicators (KPIs) for eCommerce sales, reporting results and implementing continuous improvement initiatives.

Lead Generation & Pipeline Management

• Develop and implement strategies to capture, qualify, and manage sales leads from multiple sources.
• Collaborate with marketing and sales teams to ensure alignment of lead generation and conversion strategies.
• Oversee the tracking and reporting of pipeline health and sales performance metrics.

Contract Compliance & Risk Management

• Ensure all contracts and sales agreements comply with legal, regulatory, and company standards.
• Work closely with legal and compliance teams to mitigate risks and safeguard company interests.
• Implement processes and checks to maintain consistency and reduce contractual errors.

Team Leadership & Development

• Supervise and mentor a diverse team of direct reports who oversee different areas of the business process.
• Provide coaching, guidance, and career development support to build a strong, capable, and motivated team.
• Foster a culture of accountability, collaboration, and continuous improvement across functions.
• Ensure alignment and coordination between business areas represented by direct reports.

Operational Excellence

• Establish and refine standard operating practices (SOPs) to drive efficiency, consistency, and scalability in sales and eCommerce operations.
• Implement tools, reporting frameworks, and dashboards to support data-driven decision-making.
• Partner with executive leadership to forecast sales performance, identify growth opportunities, and align business objectives across departments.
• Continuously evaluate systems, processes, and technologies to improve efficiency and support growth.

Bachelor's degree in Business, Marketing, Sales, or related field; MBA preferred.

8+ years of experience in sales operations, eCommerce management, or related leadership roles.

Proven success driving eCommerce performance and revenue growth.

Experience overseeing lead generation, pipeline management, and contract compliance.

Demonstrated ability to coach and develop cross-functional teams and establish SOPs.

Strong analytical and problem-solving skills, with expertise in data-driven decision-making.

Excellent communication, leadership, and collaboration skills, with the ability to influence across functions.

High level of business acumen with a balance of strategic vision and operational execution.

Experience with horse racing industry products and services a plus.

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is frequently required to:

• Sit, sometimes for prolonged periods while working at a desk, on the phone, and/or on the computer

• Type on a computer keyboard

• Use hands to finger, handle or feel

• Talk or hear

• Reach with hands or arms

• Walk or stand

• Perform some repetitive motion activities

**Work Environment:** The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job in a typical office environment. The noise level in this work environment is usually moderate.

The expectation is the employee would work in the Lexington office, Monday through Friday, 9am – 5pm with some periodic travel to our Louisville office. In addition, there may be limited travel required throughout the year as needed.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or disability.