Director, Head Of Sales Operations - Capital One Software (remote)

Director, Head Of Sales Operations

As the Director, Head of Sales Operations, you will play a pivotal role in shaping the operational strategy and driving the growth of our rapidly expanding B2B Software business. You will be responsible for leading the global Sales Operations function, optimizing sales processes, tools, and policies to increase productivity and ensure scalable global go-to-market (GTM) success. You will be a trusted advisor to sales leadership and a key partner across GTM teams, overseeing sales systems, processes, and reporting, all while scaling a high-performing team.

Key Responsibilities

• Strategic Leadership: Develop and execute the Sales Operations strategy, lead annual roadmap planning, and drive the operational strategy for enterprise sales to support global go-to-market success and scale operations.
• Tactical Problem Solving: Act as a first-responder to immediate sales operations issues, ensuring swift problem resolution and minimizing disruption to sales activities.
• Sales Process Optimization: Design, develop, and optimize scalable sales processes and systems that support evolving go-to-market strategies and rapid expansion.
• Data and Analytics: Manage and evolve reporting, forecasting, and analytics, improve pipeline visibility and accuracy, and implement KPIs and performance measurement frameworks.
• Territory & Compensation Design: Design and implement effective territory structures and sales compensation plans to support expansion into new markets and product launches. Develop strategies to optimize quota setting and minimize the gap between team quotas and revenue targets.
• Technology Management: Partner with RevTech leader to champion selection, implementation and optimization of sales technology, ensure CRM data integrity and adoption, and streamline the existing sales tech stack.
• Cross-Functional Collaboration: Partner across various departments like Sales, Marketing, Enablement, Customer Success, and Finance to ensure operational alignment and foster knowledge sharing and enablement for Go-to-Market teams.
• Team Leadership & Development: Lead, mentor, and scale a high-performing global SalesOps team, provide guidance, and recruit and develop talent.

Desired Skills

Proficiency in Salesforce and experience with other sales analytics and enablement tools, including knowledge of modern sales tech stacks and the ability to optimize their usage. Exceptional analytical skills, technical acumen, and business insight, with a strong understanding of the entire revenue lifecycle. Experience performing cohort analyses, win-rate assessments, and scenario modeling with the ability to translate data into actionable strategies and influence stakeholders. Highly collaborative and able to build trust across organizations. Operates with urgency and flexibility, applying structured thinking. Possesses empathy, a customer-centric approach, curiosity, and the ability to drive innovative solutions. Ability to manage multiple projects simultaneously and drive them to completion. Proven expertise designing sales territories, quotas, and compensation models in rapidly evolving or expanding product portfolios.

Basic Qualifications

At least 5 years of experience leading Sales Operations or Revenue Operations teams within B2B SaaS environments. At least 2 years of experience with Salesforce. At least 5 years of experience in Sales, Customer Success or Sales Operations.

Preferred Qualifications

10+ years of experience in Sales or Revenue Operations with a proven track record of building scalable infrastructure and leading teams. Experience supporting global SalesOps functions through significant company events such as IPO readiness. Experience working within regulated industries (fintech, healthcare tech, gov-tech) Familiarity with consumption-based or usage-based billing models. 4+ years experience using sales tools (for example: Gong, Groove, Clari) and sales productivity platforms. Business Process Improvement certification such as CBPP, Lean, or Six Sigma. Masters Degree in Business Administration (MBA)