Director of Sales Operations

About This Role

Director of Sales Operations, MDU

At Pavlov Media, we’re on a mission to create something extraordinary. We’re passionate about delivering a far superior internet experience to the communities we serve, powered by cutting edge fiber technology. But it’s not just about speed and reliability—at Pavlov, we see our role as an opportunity to bring people closer together. Through the services we provide, we connect more than just devices; we help foster connections that strengthen communities, businesses, and enrich lives. If you’re looking to be part of a team that’s making a real impact, Pavlov Media is the place for you.

Role Summary ================

The Director, Sales Operations, MDU (multi\-dwelling unit) owns the operational backbone of the MDU sales organization. This role is responsible for HubSpot CRM administration, pipeline and revenue analytics, forecasting, sales process design, and cross functional execution from prospecting through property go live and renewal.

This leader partners closely with Sales, Finance, Marketing, Network Operations, and Executive Leadership to drive scalable growth, accurate forecasting, and disciplined execution across long cycle, complex MDU sales motions.

• This is a remote position with expectation of periodic travel to headquarters in Champaign, Illinois.*

Key Responsibilities

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Strategic Leadership \& Revenue Operations

• Own and administer HubSpot CRM for the MDU sales team, including deal pipelines, workflows, custom properties, automation, user administration, and data integrity.
• Build and maintain dashboards and custom reports to track MDU pipeline health, contract status, deal velocity, revenue performance, and renewal outlook.
• Lead forecasting processes, delivering accurate, actionable reporting to MDU sales and executive leadership.
• Track and report on core MDU metrics, including properties under contract, beds connected, penetration rates, revenue attainment, and renewal pipeline.
• Partner with executive leadership to define and operationalize go to market strategy, translating strategy into measurable KPIs and operating cadence.
• Identify risks and opportunities in pipeline health, revenue attainment, and execution efficiency.

Sales Cycle \& Process Ownership

• Support the full MDU sales lifecycle—from prospecting property owners and developers through contract execution, onboarding, and renewal.
• Design, implement, and continuously improve end\-to\-end sales processes (lead to close), ensuring scalability and consistency.
• Drive standardization across sales stages, deal qualification, contracting, and handoffs to internal teams.
• Identify and eliminate friction points in the sales process to improve sales velocity and conversion.
• Maintain accurate property, owner, and contract data in HubSpot, ensuring records reflect current agreements, service terms, and renewal dates.

Cross Functional Execution

• Serve as a key liaison between Sales, Marketing, Finance, Network Infrastructure, Installation, and Resident Support teams.
• Ensure smooth handoffs from signed contracts to property go live by coordinating timelines, expectations, and accountability.
• Align lead generation, pipeline development, forecasting, and revenue recognition processes.
• Support pricing, packaging, and commercial strategy decisions through data and analysis.

Enablement \& Tooling

• Onboard and train MDU sales representatives on HubSpot workflows, reporting, and internal sales processes.
• Evaluate, implement, and manage sales tools that integrate with HubSpot to support outreach, productivity, and analytics.
• Establish reporting cadence and dashboards that drive accountability and performance management.

Key Competencies ====================

• Revenue operations leadership in complex, long cycle sales environments
• Advanced CRM ownership (HubSpot) and sales analytics
• Revenue forecasting and pipeline management
• Executive communication and presence
• Cross functional influence and stakeholder alignment
• Process design, optimization, and documentation
• Customer advocacy, negotiation support, and renewal strategy
• Strong problem solving and attention to detail
• Adaptability in a fast changing, growth\-oriented environment

Education \& Experience Requirements

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• 8\+ years of experience in Sales Operations, Revenue Operations, Account Management, Customer Success, or Revenue Leadership.
• 5\+ years in a senior or director level role leading multiteam or regional revenue operations.
• Full proficiency in HubSpot CRM, including pipelines, workflows, sequences, custom properties, reporting, and user administration.
• HubSpot certifications are strongly preferred.
• Experience supporting MDU, telecom, broadband, proptech, or real estate sales cycles, including working with property owners, developers, managers, and HOAs.
• Strong analytical skills with the ability to translate pipeline and property data into actionable insights.
• Proficiency in Excel; experience with BI and revenue analytics tools is a plus.
• Proven experience partnering with Sales, Operations, and Finance at the executive level.
• Experience driving customer retention, renewals, and revenue expansion in complex account environments.
• Bachelor’s degree in business administration, management, engineering, or related field preferred.
• Self\-starter, comfortable operating independently in a remote or distributed team environment.

Compensation \& Benefits \| The base salary range for this position is: $165,000—$195,000

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• Actual base pay for this job will depend on the candidate's primary work location and other factors, such as relevant skills and experience. Pavlov Media is committed to complying with the Equal Pay Act and places a strong emphasis on internal equity when determining compensation. Final pay will be determined based on the candidate’s skills, experience, and alignment with our internal equity standards, ensuring fairness and consistency across the organization. The salary banding for this role also allows room for growth, with opportunities for pay increases within the band based on performance and contributions.*

Compensation is one part of the total rewards package at Pavlov Media. We also offer the following benefits to support the well\-being of our employees

• 15 company paid holidays
• 3 weeks PTO
• Medical, Dental, Vision starting day one
• 401K with company match
• Health and Flexible Savings Account
• Life and AD\&D, Spousal Life, Child Life Insurance Plans
• Educational and professional reimbursement
• Short\- and long\-term disability benefits
• Pavlov Media is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or reasonable accommodation due to a disability during the application process, read more about requesting accommodation.*