Vice President of Sales Operations

Position Overview

The Vice President of Sales Operations is a senior executive responsible for leading the organization's sales operations strategy, performance management, planning, forecasting, sales processes, systems, analytics, and operational infrastructure.

This position partners closely with the Chief Revenue Officer, Chief Sales Officer, executive leadership, regional sales leaders, finance, marketing, customer success, and other business functions to improve sales productivity, revenue performance, operational efficiency, and scalability.

The VP of Sales Operations provides the data, processes, systems, and strategic insights required to support effective sales execution and sustainable revenue growth. The role combines strategic leadership, business analytics, operational excellence, technology enablement, and cross-functional collaboration.

Key ResponsibilitiesSales Operations Strategy

• Develop and execute the overall sales operations strategy in alignment with corporate and revenue objectives.
• Establish scalable sales processes, operating models, policies, and performance standards.
• Identify opportunities to improve sales productivity, efficiency, profitability, and organizational effectiveness.
• Translate corporate revenue objectives into actionable sales operations plans.
• Establish operating rhythms, reporting structures, performance reviews, and governance processes.
• Provide executive leadership with actionable insights regarding sales performance, market conditions, pipeline health, and operational risks.

Sales Planning & Forecasting

• Lead annual sales planning, territory planning, quota allocation, capacity planning, and resource planning.
• Develop accurate and reliable sales forecasts in partnership with sales leadership and Finance.
• Establish forecasting methodologies, processes, and performance standards.
• Monitor pipeline coverage, conversion rates, sales velocity, win rates, average deal size, and other key performance indicators.
• Identify gaps between sales targets and actual performance and develop corrective action plans.
• Support long-range revenue planning and scenario analysis.

Sales Performance Management

• Establish and manage sales performance measurement frameworks.
• Develop dashboards and executive reporting systems that provide visibility into sales performance.
• Analyze regional, segment, product, channel, and individual sales performance.
• Identify performance trends, bottlenecks, and opportunities for improvement.
• Establish sales productivity benchmarks and operating metrics.
• Partner with sales leaders to improve accountability and execution.

Sales Process & Operational Excellence

• Design, standardize, and continuously improve sales processes across the organization.
• Identify operational inefficiencies and implement process improvements.
• Develop standardized workflows for lead management, opportunity management, deal progression, approvals, and forecasting.
• Establish sales governance and operating procedures.
• Reduce administrative complexity and enable sales teams to spend more time with customers and prospects.
• Ensure sales processes are scalable as the organization grows.

CRM & Sales Technology

• Oversee the strategic use and optimization of CRM and sales operations platforms.
• Partner with technology and business teams to improve CRM data quality, reporting, automation, and user adoption.
• Evaluate and implement sales technology solutions that improve productivity and visibility.
• Establish data governance standards for sales systems.
• Ensure sales teams have access to accurate, timely, and actionable information.
• Lead sales technology transformation and automation initiatives.

Revenue Analytics & Business Intelligence

• Lead sales analytics and business intelligence initiatives.
• Develop executive dashboards, sales reports, forecasting models, and performance analytics.
• Analyze customer acquisition, pipeline, conversion, retention, productivity, and revenue trends.
• Provide data-driven recommendations to senior leadership.
• Develop predictive and scenario-based analyses to support strategic decision-making.
• Establish consistent definitions and methodologies for sales and revenue metrics.

Territory & Quota Management

• Lead territory design and optimization across markets, regions, segments, and sales teams.
• Develop quota-setting methodologies aligned with market opportunity and organizational objectives.
• Monitor territory performance and identify coverage gaps.
• Partner with sales leadership and Finance on quota allocation and adjustments.
• Evaluate sales capacity and recommend hiring, restructuring, or resource allocation strategies.

Sales Compensation & Incentive Programs

• Partner with Human Resources, Finance, and Sales leadership to develop and administer sales compensation programs.
• Ensure incentive structures support strategic revenue objectives and desired sales behaviors.
• Analyze compensation effectiveness and identify opportunities for improvement.
• Support commission planning, performance measurement, and incentive reporting.
• Maintain transparency and consistency in sales compensation processes.

Cross-Functional Leadership

• Partner with Sales, Marketing, Finance, Customer Success, Product, Operations, Legal, and Human Resources.
• Establish strong alignment between sales operations and broader revenue operations.
• Coordinate cross-functional initiatives affecting the customer acquisition and revenue lifecycle.
• Improve communication and operational alignment between sales and other departments.
• Serve as a strategic business partner to senior revenue leaders.

Executive Reporting

• Prepare regular sales and revenue performance reports for executive leadership.
• Present business insights, forecasts, trends, risks, and recommendations to senior executives.
• Develop materials for executive meetings, business reviews, and board-level discussions.
• Establish a consistent executive reporting framework.
• Ensure leadership decisions are supported by accurate and timely data.

Organizational Leadership

• Build, lead, and develop a high-performing Sales Operations organization.
• Establish organizational structures, roles, responsibilities, and performance expectations.
• Recruit, mentor, and retain high-caliber sales operations professionals.
• Develop leadership capabilities within the Sales Operations function.
• Foster a culture of accountability, analytical thinking, collaboration, and continuous improvement.
• Manage departmental budgets and operational resources.

Required Qualifications

• Bachelor's degree in Business, Finance, Economics, Marketing, Operations, Data Analytics, or a related field.
• 20+ years of progressive experience in sales operations, revenue operations, sales strategy, business operations, or a related discipline.
• 8+ years of experience in a senior leadership or executive-level sales operations role.
• Demonstrated experience leading sales planning, forecasting, performance management, and operational strategy.
• Strong understanding of sales processes, CRM systems, revenue analytics, and sales performance management.
• Demonstrated ability to work effectively with C-suite executives and senior sales leaders.
• Strong analytical, financial, strategic, and problem-solving skills.
• Exceptional communication, presentation, and executive stakeholder management skills.
• Proven ability to lead complex cross-functional initiatives.
• Experience building and managing high-performing teams.

Preferred Qualifications

• Master's degree in Business Administration, Finance, Economics, Analytics, or a related discipline.
• Experience in Revenue Operations, Go-to-Market Operations, or Commercial Operations.
• Experience supporting a national or global sales organization.
• Experience with CRM and sales technology platforms.
• Experience designing territory, quota, and sales compensation programs.
• Experience leading sales transformation, automation, or organizational scaling initiatives.
• Strong understanding of SaaS, technology, financial services, professional services, or other complex B2B sales environments is preferred where applicable.

Core Competencies

• Sales Operations Leadership
• Revenue Strategy
• Strategic Planning
• Sales Forecasting
• Business Analytics
• Revenue Intelligence
• Sales Performance Management
• Territory Planning
• Quota Management
• Sales Compensation
• CRM Strategy
• Process Optimization
• Operational Excellence
• Financial Acumen
• Executive Communication
• Data-Driven Decision Making
• Cross-Functional Leadership
• Change Management
• Team Leadership
• Organizational Development

Pay: $160,000.00 - $210,000.00 per year

Benefits:

• 401(k)
• Dental insurance
• Parental leave

Work Location: Remote