Director of Sales Operations

About This Role

The Director of Sales Operations is primarily responsible for enabling and optimizing the effectiveness of a relationship\-based superyacht sales organization through strong administration, operational discipline, structured execution, and high proficiency in CRM systems. This individual serves as the operational backbone of the sales team, ensuring structure, consistency, financial discipline, data integrity, and administrative excellence while supporting a high\-touch, consultative sales environment.

This is an administration\-led, operations\-driven role that requires exceptional organizational, process, documentation, reporting, and CRM management skills. A foundational understanding of sales is important; however, deep sales expertise is not required at the outset and can be developed over time. The role exists to remove administrative burden and operational friction, allowing senior sales professionals to focus on client relationships, deal execution, and revenue growth. This role reports to the SVP of Superyacht.

Essential Duties and Responsibilities

Sales Operations \& Enablement

• Design, implement, and continuously improve administrative and operational sales processes that support long\-cycle, relationship\-driven superyacht sales.
• Partner with sales leadership to translate commercial strategy into clear, executable workflows, tools, and reporting.
• Manage consistent sales operating rhythms, including pipeline reviews, forecasting cadence, and performance reporting.
• Ensure sales processes align with the goals, priorities, and performance objectives of the sales organization.

Sales Playbook \& SOP Ownership

• Design, own, and administer the Sales Playbook, ensuring sales operating principles, expectations, and best practices are clearly documented and consistently applied.
• Develop, document, and maintain Standard Operating Procedures (SOPs) covering key sales administration and operations, including:
• Pipeline management and opportunity stages
• Forecasting methodology and cadence
• Deal reviews and approval workflows
• CRM usage standards, data entry requirements, and data governance
• Travel, expense, and budget processes
• Ensure playbooks and SOPs are practical, adopted by the sales team, and embedded into daily operations.
• Own version control, updates, and governance of all sales documentation.
• Continuously refine playbooks and SOPs based on performance data, operational feedback, and evolving business needs.

KPI Ownership, Performance Management \& Reporting

• Own the definition, administration, tracking, and ongoing management of sales KPIs across the sales organization.
• Establish clear, measurable performance indicators covering pipeline health, forecasting accuracy, conversion rates, deal velocity, activity levels, and revenue performance.
• Ensure KPI definitions are consistent, transparent, and aligned with commercial objectives.
• Build and maintain KPI dashboards and scorecards, primarily driven by CRM data, to provide clear visibility for sales leadership and executive stakeholders.
• Lead regular performance reviews, highlighting risks, gaps, and improvement opportunities.
• Act as the central point of accountability for sales performance data accuracy and reporting discipline.

CRM, Data \& Reporting

• Own the structure, configuration, integrity, and day\-to\-day administration of CRM and sales systems (Microsoft\-based or integrated platforms).
• Ensure strong CRM adoption, consistent usage, accurate data entry, and compliance with defined data standards across the sales organization.
• Serve as the data steward for Superyacht (SY) sales data, working in coordination with the SHM data team and established data governance processes to ensure data accuracy, consistency, integrity, and compliance across all sales systems and reporting.
• Develop and maintain CRM\-driven dashboards, forecasts, and performance reports to support pipeline management and decision\-making.
• Produce executive\-level reporting and presentations using Excel and PowerPoint.
• Analyze sales performance and pipeline trends, translating CRM and sales data into clear, actionable insights.

Administrative, Travel \& Budget Management

• Serve as the central administrative owner for the sales organization, ensuring consistency, accuracy, and professionalism across all sales documentation and processes.
• Own sales travel planning and administration, including:
• Coordination of domestic and international travel for the sales team
• Alignment of travel schedules with client meetings, boat shows, and industry events
• Oversight of travel policies and approval processes
• Manage sales budgets, including:
• Annual sales operating and travel budgets
• Expense tracking, reporting, and variance analysis
• Coordination with finance on forecasts, accruals, and spend controls
• Ensure disciplined financial governance while supporting the flexibility required in a relationship\-driven sales environment.

Sales Process \& Commercial Support

• Administer opportunity management processes from lead qualification through contract execution.
• Coordinate internal approvals, documentation, and cross\-functional workflows (finance, legal, marketing, and operations).
• Support deal reviews, pricing analysis, and commercial preparation as needed.
• Act as a trusted operational and administrative partner to senior sales leaders and brokers.

Tools, Platforms \& Technology

• Demonstrate advanced proficiency across Microsoft platforms, including Excel, PowerPoint, Outlook, Teams, SharePoint, and CRM platforms integrated within the Microsoft ecosystem.
• Administer and optimize CRM and sales tools to improve efficiency, visibility, accountability, and KPI transparency.
• Ensure CRM systems, dashboards, playbooks, and SOPs are fully integrated into daily sales activity and reporting.

Safety and Environmental Responsibilities

• Follow SHM Safety and Environmental rules and complete required related training.

• Wear proper personal protective equipment as required for the task or work area.

• Report all accidents, injuries, spills and near misses immediately.

Technical and Physical Requirements

• Proven experience in Sales Operations, Commercial Operations, Business Operations, or similar administration\-focused roles.

• Demonstrated strength in administration, organization, process design, documentation, and governance.

• Strong CRM proficiency, including system administration, data governance, reporting, and user adoption.

• Strong analytical and reporting skills, with advanced proficiency in Microsoft Excel and PowerPoint.

• Experience owning KPIs, reporting cadence, budgets, and operational discipline.

• Experience supporting senior sales leaders and complex, high\-value transactions.

• Experience in the superyacht, luxury asset, marine, aviation, or other high\-value, relationship\-based environments.

• Exposure to global sales teams, international travel, and multi\-jurisdictional transactions.

• Experience owning CRM platforms, sales KPIs, playbooks, SOPs, dashboards, and performance governance in a client\-facing environment.

Minimum Soft Skill Qualifications

• Eagerness to engage in a growing, fast paced, and industry\-leading company

• Consistently treats others with dignity and respect

• Genuinely serves others with humility and a positive attitude

• Frequently demonstrates a bias toward action

• Always communicates effectively and courteously to establish strong networks internally and externally to ensure that decisions are thoughtful of all stakeholders

• Follows policies and procedures while seeking out new and better ways of accomplishing duties

• Shows resolve and overcomes difficulties in a positive and productive manner

• Provides responsive service to our Teammates and Members

• Continuously puts forth the extra effort to accomplish duties

• Develop sound conclusions and makes decisions based on analysis of data and understanding of the business

• Works to build high performing teams while taking an interest in Teammates’ professional development

• Organize, plan and manage Teammates and processes efficiently

• Unfailing commitment to continuous learning and growth

• Acts with integrity and is open to feedback from all Teammates

• Willingly coaches teammates through change and leads all situations with positivity

The Company

Safe Harbor Marinas, LLC (SHM) is the largest owner and operator of marinas in the world. As a fast

growing company, SHM cultivates a team dynamic of passionate individuals led by the sharpest minds in

the industry in order to serve the vibrant boating community that encompasses the SHM network. SHM

teammates are committed to thinking critically, providing outstanding service and building relationships

with all that we serve. SHM offers professional education and training opportunities and the chance to

work with – and learn from – highly experienced professionals in the marine industry. In addition, SHM

offers eligible employees healthcare benefits, 401(k) plans, paid time off, and relocation opportunities.

• Safe Harbor Marinas provides equal employment opportunities (EEO) to all employees and applications for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, Safe Harbor complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. The policy applies to all terms and conditions of employment*