Director, Sales Operations

About This Role

Description

Job Summary

We are seeking a dynamic and strategic Director, Sales Operations to establish and optimize our sales operations and enablement function. This leadership role will oversee all administrative, operational, and enablement processes that drive sales process efficiency and revenue growth. The Director will partner closely with senior leadership to establish and support scalable processes and systems, manage cross\-functional alignment, and lead a high\-performing function responsible for sales process support, analytics, customer feedback enablement, and continuous improvement.

Role and Responsibilities

Functional Leadership

• Define and execute the Sales Operations and Sales Administration strategy aligned with Repario’s growth objectives.
• Maintain dotted\-line alignment with the CMO and CCO (IaaS), and partner closely with executive leadership to drive cross\-functional initiatives tied to corporate goals.
• Lead and develop a high\-performing Sales Operations and Administration team with clear priorities and accountability.
• Establish consistent operating processes, documentation, and service expectations across sales operations activities.

Sales Operations \& Administration

Lead core sales operations and administrative functions, including:

• Own and optimize the end\-to\-end sales process, identifying bottlenecks and partnering cross\-functionally to develop SOPs that reduce friction and improve execution.
• Manage billing and service issue escalations, including internal coordination, external communications, and issue resolution.
• Oversee sales documentation and contract workflows in partnership with Legal, ensuring a process for unique delivery, pricing, and billing terms to be fully captured downstream.
• Deal support, in partnership with Solutions and Pricing, including identifying and deploying appropriate resources from other relevant teams as required.
• Support pricing policy adherence and facilitate process for approval of non\-standard deal terms.
• Partner with Marketing to develop and promulgate relevant content and playbooks, with a focus on high priority and emerging service areas.
• Support the RFP process coordinating timely, high\-quality responses and tracking proposal performance and outcomes over time.
• Drive sales enablement, including onboarding, product training, and resource development.
• Manage regular and ad hoc sales meetings and events, including annual sales kickoff and quarterly business reviews.
• Manage the Channel Partnership Program, including structure, success reporting, and KPI performance.
• Support opportunity identification and deal tracking, including Salesforce activity, partner research, and wallet\-share expansion for IaaS clients.
• Assist with proposal development, contract preparation, review, and close activities.
• Provide negotiation support and validate deals against cost and margin targets.

Analytics \& Forecasting

• Provide actionable insights on sales process performance, deal progression, and market activity.
• Develop dashboards and KPIs to monitor sales effectiveness, operational efficiency, and enablement impact.
• Support leadership decision\-making by supplying ad hoc metrics and operational reporting

Customer Feedback

• Work with Marketing on the Voice of Customer (VOC) program, including account\-level and market\-level insights
• Enable data collection, analysis, and internal follow\-through for VOC action items in partnership with Sales, Marketing, and Operations.
• Assist with account\-level and market\-level customer insights, including cNPS tracking and reporting.
• Serve as a key escalation point for client risks, issues, disputes, and relationship concerns, coordinating response across internal teams as needed.
• Support proactive client engagement by helping internal teams anticipate needs, address challenges, and communicate solutions.

Requirements

• 8\+ years of experience in Sales Operations, Sales Administration, or related sales support function, with experience in a functional leadership role.
• Proven ability to lead teams and manage complex, multi\-region sales operations.
• Expertise in CRM systems (Salesforce, HubSpot) and sales enablement tools.
• Strong analytical skills with experience in performance tracking, reporting, and operational insights.
• Exceptional communication, collaboration, and stakeholder management skills.
• Ability to operate effectively in a fast\-paced, growing organization with evolving needs.

Preferred Requirements

• Experience in technology, SaaS, or professional services environments.
• Familiarity with ERP systems and advanced analytics platforms.
• Demonstrated success in scaling sales operations during periods of rapid growth.

Physical Requirements

• Prolonged periods of sitting at a desk and working on a computer.
• Occasional Travel

Benefits \& Work Conditions

Repario offers an extensive array of benefits that help our employees improve their quality of life. The following benefits create added value to the work experience and make us a premier employer:

• 100% Telecommute positions with limited travel at times for company or client events
• Educational reimbursement \& Professional Training bonus program
• Paid Maternity \& Paternity leave
• Flex schedule, and Flex days

About the Business

Repario is an international, end\-to\-end eDiscovery service provider founded in 2023\. Established via the merger of five established eDiscovery companies, each bringing their own expertise and specialty areas to our consolidated practice, Repario offers a comprehensive suite of services unmatched elsewhere in the industry. We provide expert digital forensics, incident response, and eDiscovery solutions focused primarily on the legal sector. We are a growing, entrepreneurial company seeking top\-tier talent to help us provide exceptional value to our existing clients, while assisting in growing our market share and geographic footprint. We prioritize accuracy, security and timely delivery and are dedicated to providing our clients with the highest level of service and support.