Senior Director, Sales Operations

Senior Director Of Sales Operations

The Senior Director of Sales Operations is a strategic and operational leader responsible for driving revenue performance, process efficiency, and commercial effectiveness across the sales organization. This role will lead four core functions: Sales Process, Reporting, Salesforce Business Partnership, and Account Management Leadership. Based in our Atlanta office with a hybrid schedule, this leader will work cross-functionally to scale high-performance systems, elevate customer success, and optimize sales operations. Travel up to 30% is expected to support field engagement, team leadership, and client alignment.

Key Responsibilities

Strategic Sales Leadership

• Design and implement a forward-looking Sales Operations strategy aligned with business goals and growth objectives.
• Partner with Sales, Marketing, Finance, and Operations executives to ensure integration and alignment across the customer lifecycle.
• Serve as a senior leader driving execution discipline, seller productivity, and commercial consistency.

Sales Process

• Lead the design, implementation, and continuous improvement of standardized sales processes across all business units.
• Ensure process alignment with go-to-market strategy, sales methodologies, and organizational objectives.
• Identify and remove operational bottlenecks to improve seller efficiency and shorten sales cycles.
• Partner with cross-functional teams to streamline opportunity management, forecasting, and customer handoffs.

Reporting

• Oversee the development and delivery of accurate, actionable sales reports and performance dashboards.
• Ensure Salesforce data integrity, governance, and consistency to support reliable reporting and analytics.
• Build and maintain executive-level reporting to track key metrics such as pipeline health, forecast accuracy, and sales productivity.
• Partner with Sales and Finance leadership to align reporting outputs with strategic decision-making and performance management processes.

Salesforce Business Partnership

• Serve as the primary business lead for Salesforce strategy, architecture, and optimization.
• Partner with IT and CRM development teams to align business requirements with system capabilities.
• Define priorities for enhancements, integrations, and automation to support scalable, efficient sales processes.
• Drive user adoption, training, and governance to ensure Salesforce remains a strategic enabler of business success.

Account Management Leadership

• Provide leadership and strategic oversight of the Account Management function, focused on customer retention, expansion, and satisfaction.
• Drive consistency in account planning, client engagement models, and performance expectations.
• Support vertical-specific and enterprise account strategies across diverse markets.

Travel

• Willingness and availability to travel up to 30% for field leadership, executive meetings, customer engagement, and team development activities.

Qualifications & Experience

10+ years in Sales Operations, Revenue Operations, or Commercial Leadership roles. Experience managing cross-functional teams and sales support functions at scale. Strong background in enterprise B2B environments, including sales process design, CRM strategy, and operational reporting. Deep experience managing Salesforce CRM, including architecture, governance, and optimization. Familiarity with BI tools (e.g., Tableau, Power BI) and sales planning models. Proven track record of leading transformation initiatives and delivering measurable sales impact. Strong executive communication and team leadership skills.

Leadership Competences

Strategic Thinking & Execution – Converts strategy into impactful operational plans and measurable execution.

Sales-Centric Mindset – Champions tools, processes, and structures that drive seller effectiveness.

Cross-Functional Influence – Navigates complex organizational structures to drive alignment and adoption.

Change Leadership – Effectively leads through transformation and drives buy-in across diverse stakeholders.

Team Building – Attracts, develops, and retains top talent across sales support and customer-facing functions.