Director, Sales Operations

AssetWatch is seeking a Director of Sales Operations to help our Sales and Business Development organizations perform at their highest level. This leader will combine strong analytical judgment with practical operating leadership: understanding what the business needs, translating data into clear recommendations, and driving the process changes that improve sales productivity, effectiveness, and predictability. 

The role will lead the Sales Operations team and serve as a trusted operating partner to Sales and BDR leadership. The successful candidate will build credibility through close partnership, thoughtful challenge, clear communication, and consistent follow-through. They will be comfortable moving between strategy and execution, from diagnosing funnel performance and designing territories to improving operating cadence, reporting, and adoption of sales processes. 

Sales And BDR Performance 

• Partner closely with Sales and BDR leaders to understand business priorities, diagnose performance, and translate insights into practical actions. 
• Develop and maintain a clear view of the funnel, including pipeline generation, Sales Accepted pipeline, stage movement, conversion, cycle time, push-outs, productivity, and attainment. 
• Identify trends, risks, whitespace opportunities, and performance gaps by segment, motion, tenure, team, and rep; distinguish signal from noise before recommending action. 
• Create recurring operating rhythms that help leaders inspect performance, make decisions, and hold teams accountable to commitments. 

Forecasting, Planning, And Capacity 

• Own defined elements of sales forecasting and forecast readiness in partnership with Sales leadership, Finance, and the VP of Revenue Operations. 
• Lead territory planning and account assignment processes, ensuring that coverage decisions reflect business priorities, capacity, segment strategy, and rep ramp. 
• Partner with the VP of Revenue Operations and Revenue Analyst on capacity, quota, productivity, and attainment modeling; turn model outputs into clear planning recommendations. 
• Support annual and in-year planning with analysis that connects headcount, coverage, pipeline creation, conversion, bookings, and revenue outcomes. 

Sales Process and Productivity 

• Lead cross-functional initiatives that improve sales and BDR productivity, effectiveness, and speed without adding unnecessary process burden. 
• Translate business problems into well-scoped process, reporting, enablement, or system improvements, with clear owners, timelines, adoption plans, and measures of success. 
• Work with Sales Enablement, Business Applications, Marketing, Customer Success, and Finance to improve handoffs and remove friction across the selling motion. 
• Use Salesforce and related systems as tools to enable the business, not as substitutes for business judgment; partner with Business Applications on system changes and data quality. 

Team Leadership 

• Lead, coach, and develop the Sales Operations team, setting clear expectations and connecting individual work to the needs of the Sales and BDR organizations. 
• Create a team culture that is responsive, commercially minded, analytical, and trusted by its internal partners. 
• Prioritize the team’s work transparently, balance near-term execution with longer-term capability building, and communicate tradeoffs when priorities change. 

You are a commercially minded Sales Operations or Revenue Operations leader who understands how sales teams actually operate. You are as comfortable asking the right questions and building alignment as you are analyzing data. You do not wait for perfect information or executive direction to move important work forward; you frame the problem, make a recommendation, communicate tradeoffs, and bring stakeholders with you. 

• Trusted partner: You build strong relationships with sales and BDR leaders and earn credibility through curiosity, sound judgment, responsiveness, and follow-through. 
• Business-oriented: You understand the connection between activity, pipeline, conversion, capacity, bookings, and revenue, and can explain that connection to different audiences. 
• Analytical and pragmatic: You can go deep into data while maintaining perspective on the business question, sample size, operational context, and decision required. 
• Change leader: You can move an initiative from diagnosis to adoption, including alignment, communication, enablement, measurement, and iteration. 
• Clear communicator: You create clarity and momentum in meetings, written updates, executive readouts, and recommendations. 
• Accountable leader: You set realistic commitments, surface risks early, and lead your team with high standards and appropriate autonomy. 

• 10+ years of experience in Sales Operations, Revenue Operations, Business Operations, or a closely related function within SaaS or another subscription-based business. 
• Experience leading Sales Operations for a B2B sales organization, including meaningful partnership with Business Development or SDR/BDR teams. 
• Demonstrated experience with sales forecasting, pipeline analytics, territory or account planning, annual planning, and sales productivity analysis. 
• Experience managing and developing a team of Sales Operations professionals. 
• Strong working knowledge of Salesforce and experience partnering with business systems or technology teams on process and data improvements. 
• Experience translating analysis into recommendations and driving cross-functional initiatives through adoption and measurable outcomes. 
• Ability to operate effectively in a fast-moving, high-growth environment with ambiguity, changing priorities, and distributed teams. 
• Bachelor’s degree in business, analytics, finance, or a related field, or equivalent professional experience. 

Preferred experience 

• Experience in a company scaling its go-to-market organization, integrating teams or systems, or evolving its sales model. 
• Experience with commissions, sales enablement, deal desk, ordering, or quote-to-contract processes, even if those areas are not initially part of the role’s direct scope. 
• Experience using automation, AI, or business intelligence tools to reduce manual work and improve decision-making. 
• Experience supporting both mid-market and enterprise motions, or multiple selling motions with different productivity and capacity dynamics. 

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