Vice President, Sales Operations

Accountabilities

As Vice President, Sales Operations, you will oversee the global sales operating model, provide strategic guidance to executive leadership, and ensure the organization has the processes, insights, and resources needed to achieve its commercial objectives. Your responsibilities will include:

• Lead and develop the global Sales Operations function, acting as a trusted strategic partner to the CRO and senior sales leadership.

• Establish and manage the sales operating rhythm, including forecasting sessions, pipeline reviews, quarterly business reviews (QBRs), performance reviews, and executive reporting.

• Drive consistent forecasting methodologies, pipeline quality, opportunity management, and sales process adoption across regions and teams.

• Lead annual and in-year sales planning activities, including territory design, quota allocation, sales coverage models, capacity planning, and productivity assumptions.

• Partner with Finance and HR to support sales compensation planning, headcount forecasting, performance measurement, and resource allocation.

• Develop and enhance sales analytics, dashboards, and reporting frameworks to provide visibility into bookings, pipeline coverage, conversion rates, sales velocity, productivity, and commercial risks.

• Strengthen CRM governance, particularly Salesforce adoption, ensuring high-quality data, effective workflows, and consistent sales processes.

• Identify operational inefficiencies and implement improvements that reduce administrative friction and enable sales teams to focus on revenue generation.

• Leverage AI, automation, and advanced analytics to improve forecasting accuracy, pipeline management, sales productivity, and go-to-market decision-making.

• Identify sales performance gaps and collaborate with Sales Enablement, Marketing, PreSales, Partner Alliances, and Customer Success to improve execution.

• Ensure alignment across the broader go-to-market organization by developing scalable processes and effective cross-functional collaboration.

• Lead, mentor, and expand a high-performing Sales Operations team, fostering accountability, service excellence, and continuous improvement.

• Translate complex commercial data into actionable insights and strategic recommendations for executive stakeholders.

Requirements

The ideal candidate is a commercially minded and data-driven leader with extensive experience scaling enterprise sales operations and improving go-to-market performance. You should bring:

• At least 12 years of experience in Sales Operations, Revenue Operations, Commercial Operations, Go-to-Market Strategy, or a related function.

• Significant experience within enterprise B2B SaaS, software, or technology sales environments.

• Proven experience partnering with senior executives, including CROs, CEOs, CFOs, and regional sales leaders.

• Strong expertise in sales forecasting, pipeline management, territory and quota planning, sales productivity, and performance analytics.

• Extensive knowledge of Salesforce or other CRM platforms, including governance, data quality, workflow optimization, and sales process adoption.

• Experience leading global or multi-regional teams within complex, matrixed organizations.

• Demonstrated ability to leverage AI, automation, and advanced analytics to improve sales productivity, forecasting, pipeline visibility, and commercial decision-making.

• Strong analytical capabilities, with the ability to translate complex datasets into clear business insights and actionable recommendations.

• Experience developing scalable sales operating frameworks and implementing processes that support organizational growth.

• Excellent communication, stakeholder management, and change leadership skills.

• Strong executive presence and the ability to influence senior decision-makers across multiple business functions.

• Strategic thinking combined with a hands-on approach to operational execution and problem-solving.

• Proven leadership skills, with the ability to develop high-performing teams and foster a culture of accountability and continuous improvement.

• A customer-focused, entrepreneurial mindset, with a strong commitment to transparency, ownership, and measurable business outcomes.

Benefits

The position offers a comprehensive benefits package designed to support employees and their families, including:

• Exceptional medical, dental, and vision insurance plans.

• Adoption assistance programs.

• Wellness reimbursements.

• Generous paid parental leave.

• 401(k) retirement plan with employer matching.

• Flexible work arrangements.

• Unlimited vacation for exempt employees.

• Additional programs and resources supporting employee and family well-being.