Director, Sales Operations (Remote in U.S.)
Washington, DC, United States2h ago
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Key details
- Location
- Washington, DC, United States
- Work style
- Remote
- Level
- Lead / Staff+
- Job type
- Full-time
- Experience
- 10–13 yrs
- Function
- Sales & Solutions
- Focus area
- other
- Posted
- 2h ago
Skills
About the role
HOW YOU’LL MAKE AN IMPACT
The Director of Sales Operations is a hands-on functional leader and people manager who will build and lead the commercial operating foundation for USGBC/GBCI and provide global oversight of sales operations, commercial processes, systems, analytics, and sales enablement.
The Director will establish effective processes, usable commercial data, forecasting discipline, Salesforce business requirements, and enablement.
They will lead the Sales Operations function, including the Sales Operations Analyst and Sales Enablement Lead, and support consistent commercial execution across all global regions.
The role is responsible for establishing and maintaining scalable sales processes, data governance, forecasting frameworks, performance reporting, and enablement resources that support market development and account management teams worldwide.
The Director of Sales Operations reports to the Global Head of Market Development and works in close partnership with the Regional Directors and Market Leads, the director of account management, customer account management and channel partner account management teams, the Client Solutions team, and the Product, Marketing, Finance, and Technology teams to support sales success across regions.
Key Responsibilities
- Build the sales operations function and lead people: Establish charters, role expectations, operating priorities, methods, and service commitments. Recruit or develop approved capacity, coach and assess staff, manage workload, and prioritize resources and operational initiatives to support the development and effectiveness of the global sales operations function. Provide direct leadership, coaching, performance management, and professional development for the sales operations analyst and sales enablement leads.
- Global commercial operations support: partner with the director of account management, regional directors, and market leads to establish consistent commercial processes, reporting frameworks, and operational standards that support customer acquisition, account management, and channel partner activities across all regions. Provide operational guidance and systems support without assuming direct responsibility for account management strategy, customer retention, revenue expansion, partner development, or account management team performance. Collaborate with the director of account management to ensure account management teams have the systems, reporting, process guidance, and enablement resources necessary to support their commercial responsibilities.
- Establish coverage and engagement rules: Design sales territories, account hierarchies, segmentation, assignment frameworks, lead routing, regional handoffs, partner attribution, and joint-pursuit rules. Recommend equitable quota and KPI distribution across Market Leads for approval by the Regional Directors and the Global Head of Market Development. Administer approved allocations and resolve routine issues within delegated authority; and escalate strategic coverage decisions. Partner with the director of account management on account and partner coverage frameworks, handoff processes, and attribution standards.
- Sales processes, pipeline management, and forecasting: establish and maintain opportunity stages, required evidence, pipeline reviews, commercial handoffs, and forecasting procedures to improve sales efficiency and effectiveness. Challenge unsupported assumptions, consolidate forecasts, and coordinate commercial plans with market development leadership and finance. Maintain visibility into commercial risks, resource capacity, and performance trends. Standardize forecasting methodologies, reporting expectations, and pipeline governance across global regions to improve data consistency and decision-making. Collaborate with the Director of Account Management to incorporate account retention, renewal, expansion, and partner revenue forecasts into consolidated commercial reporting, while account management leadership retains accountability for the underlying revenue results.
- Salesforce governance, data quality, and business systems: own commercial data definitions, data quality standards, reporting priorities, and the salesforce business-improvement backlog. Oversee the sales operations analyst's business requirements, testing, and adoption activities while coordinating technical delivery and system controls with technology. Support Market Leads and Account Managers in maintaining accurate pipeline and forecasting data. Establish global CRM governance standards, data integrity practices, and user adoption expectations while ensuring system improvements support regional commercial requirements.
- Sales enablement and commercial readiness: lead sales enablement priorities, including onboarding, playbooks, learning resources, tools, and process adoption for market leads, account teams, and relevant partners. Partner with product, marketing, client solutions, and service teams to ensure approved content, product-launch readiness, defined handoffs, and consistent working standards. Oversee the development and implementation of scalable global sales enablement programs that support consistent commercial capabilities across regions. Collaborate with regional directors and the director of account management to identify sales enablement needs, prioritize training and development resources, and support consistent commercial readiness across global teams.
- Cross-functional commercial execution: serve as a liaison between market development teams and marketing and communications on campaign setup, audience segmentation, lead routing, and return-on-investment reporting. Collaborate with product, client solutions, finance, legal, hr, and technology to align commercial processes, customer handoffs, approval requirements, and operational priorities. Facilitate cross-regional collaboration and ensure global commercial processes are coordinated with organizational strategies and local market needs.
- Commercial performance, reporting, and analytics: Monitor process adoption, customer and partner performance data, commercial performance, and cost and capacity considerations. Reconcile reporting with Finance, maintain auditable attribution, and prevent double counting or unauthorized commitments. Recommend resource and organizational adjustments based on performance evidence. Establish consistent global sales operations reporting and performance indicators to support leadership visibility into pipeline health, forecast accuracy, customer retention, expansion, and partner performance. Provide accurate and timely reporting to the director of account management and other commercial leaders, who retain accountability for customer retention, renewals, account expansion, and channel partner performance.
- Operational improvement and change management: identify opportunities to improve commercial processes, system adoption, reporting accuracy, and team effectiveness. Lead operational improvements in collaboration with sales operations, technology, and regional leadership. Develop and implement scalable process improvements, documented standard operating procedures, and change-management practices that support consistent execution across global teams.
- Operational governance, decision-making, and risk management: Manage sales operations team performance, operational priorities, review cadence, data standards, and enablement requirements within approved authority. Allocate work and administer approved commercial coverage frameworks and operational processes. Recommend territory planning frameworks, quota and KPI allocation methodologies, sales operations staffing, system investments, incentive reporting processes, and operational improvements. Escalate unresolved commercial process issues, sales operations capacity conflicts, disputed attribution, systems risks, and proposed operational changes to the appropriate functional leaders. Maintain clear decision-making authority, approval processes, and escalation procedures across global commercial operations, in alignment with the Global Head of Market Development.
Assessment Notice
Candidates who advance in the interview process will be required to complete an assessment, more details will be provided as the time approaches.
REQUIRED QUALIFICATIONS
Experience
- A minimum of ten years of progressively responsible experience in sales operations, revenue operations, commercial operations, or related business-to-business commercial functions, including at least five years with substantive responsibility for sales processes, forecasting, commercial analytics, or business systems, and at least three years of direct people-management experience.
- Demonstrated success building, scaling, or materially transforming a sales operations or revenue operations function, including leading operational teams and implementing improvements in commercial processes, forecasting, systems, and performance reporting.
- Practical expertise in pipeline governance, forecasting processes, account coverage, partner attribution, and commercial performance analysis in a complex business-to-business environment.
- Experience translating commercial needs into Salesforce business requirements and governing improvements with technical teams without assuming technical control responsibilities.
- Experience developing employees, managing approved resources, resolving commercial conflicts, and maintaining clear decision rights and auditable reporting.
- Demonstrated experience leading or supporting sales operations across multiple geographic regions or international markets.
- Experience establishing standardized commercial processes, forecasting practices, and performance reporting for geographically distributed teams.
- Experience leading cross-functional initiatives and managing operational change in a complex, matrixed organization.
- Experience leading global sales operations or revenue operations functions that support multiple business units, regions, or commercial models.
- Experience developing sales operations frameworks, reporting dashboards, or CRM governance practices from the ground up.
- Experience supporting commercial operations within a nonprofit, membership-based, certification, or professional services organization (preferred).
Education
- Bachelor's degree in business administration, finance, economics, marketing, business analytics, operations management, or a related field required.
- Master's degree in business administration (MBA), finance, business analytics, or a related discipline preferred.
Technology/System(s)
- Advanced proficiency with salesforce or a comparable customer relationship management (CRM) platform, including pipeline management, forecasting, account hierarchies, reporting, and data governance.
- Advanced proficiency with Microsoft Excel, including data analysis, pivot tables, forecasting models, and performance reporting.
- Experience with business intelligence and data visualization tools, such as Microsoft Power BI, Tableau, or comparable analytics platforms.
- Proficiency with Microsoft 365 applications, including PowerPoint, Word, Outlook, Teams, and SharePoint, or comparable business productivity and collaboration tools.
- Experience using sales reporting, forecasting, and performance management systems to support commercial decision-making.
- Ability to define business system requirements, support user acceptance testing, and partner with technology teams on CRM enhancements, system integrations, and process automation.
Skills
- Strong change leadership, cross-functional influence, prioritization, analytical judgment, and executive communication, with the ability to build standards while maintaining business operations.
- Demonstrated ability to lead, develop, and coach employees while managing performance and competing organizational priorities.
- Strong analytical and problem-solving skills, including the ability to evaluate commercial performance, identify operational risks, and translate data into actionable recommendations.
- Excellent communication, stakeholder management, and relationship-building skills, with the ability to collaborate effectively across cultures, geographic regions, and organizational levels.
- Strong strategic planning, project management, and organizational skills, with the ability to prioritize multiple initiatives and lead teams across global time zones.
- Ability to balance standardized global commercial processes with regional business needs, customer requirements, and market conditions.
- High level of business acumen, financial literacy, and attention to detail, with a commitment to data accuracy, accountability, and continuous improvement.
- Commitment to the missions of USGBC and GBCI and an interest in advancing sustainability in the built environment.
Credentials/ Certifications
- Professional certifications in salesforce, revenue operations, business analytics, project management, or change management are preferred.
- LEED Green Associate or LEED AP credential is preferred.
ABOUT OUR TOTAL REWARDS PACKAGE
Salary
Final compensation and benefits will be confirmed at the time of offer and may vary based on factors such as internal equity, relevant experience, qualifications, and employment status. Please note that salary negotiations will not extend beyond the top of the internal salary range.
Benefits
We offer you:
- Competitive compensation
- 401(k) with employer matching
- Professional development reimbursement
- We offer a healthcare plan through Cigna that includes medical, dental, vision, and prescription drugs. USGBC covers 100% of the premiums and an HRA that will assist you and your dependents in reaching the in-network medical deductible. You will only be responsible for the $300 individual / $600 family up front deductible for medical services before the employer funded HRA will process payments for your in-network claims
- Generous paid time off (12 paid holidays, 9 paid personal sick days and based on career level either 2 to 3 weeks PTO), including operations closed for a full week between Christmas and New Year’s
- 6 weeks paid renewal leave after 7 years of continuous service
LOGISTICS
Location: This position is remote in the U.S.
Work Schedule: Monday to Friday, 9:00 AM to 5:30 PM in candidate’s time zone. Flexibility to coordinate meetings and collaborate with teams across international time zones may be required.
Travel: May include domestic or international team meetings, strategic customer and partner engagements, and other organizational events as business needs require.
EEO STATEMENT
The U.S. Green Building Council is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, pregnancy, national origin, age, sexual orientation, gender identity or expression, disability status, protected veteran status, or any other characteristic protected by law.
ABOUT US
U.S. Green Building Council (USGBC) is a mission-driven nonprofit dedicated to accelerating and scaling the transformation of the built environment. Through LEED—the world’s most widely used green building rating system— and initiatives likes Greenbuild, the Center for Green Schools and advocacy, USGBC empowers professionals to drive market transformation that advances human and environmental health, climate resilience, and equity.
Green Business Certification Inc. (GBCI) is the world’s leading sustainability and health certification and credentialing body, independently recognizing excellence in performance. GBCI administers project certifications and professional credentials and certificates including LEED, PERFORM, SITES, and TRUE Zero Waste.
We are proud to be globally recognized for our leadership in green building, environmental performance, and sustainable development.
Our Global Impact
- Over 120,000 LEED-certified commercial projects worldwide
- Millions of square feet of certified healthy, efficient, low-carbon space
- Recognition in 180+ countries for innovation in green building and business practices
Why Join Us?
At USGBC and GBCI, you’ll work alongside passionate, mission-aligned professionals who care deeply about people, the planet, and progress. We offer:
- A purpose-driven, inclusive culture
- Opportunities to grow your career and take ownership of meaningful work
- A chance to make a measurable impact on global sustainability efforts
- We’re seeking team members who thrive in collaborative environments, are committed to excellence, and want to build lasting partnerships that drive change in the built environment.
Meet Our Leaders and Learn More about our Mission:
Culture and Values Statement
Working together, each of us advances our mission by respecting all voices, trusting and supporting one another, excelling through collaboration and accountability, and continuously improving ourselves and our organization.