Senior Director, Business Development and Sales Operations

About This Role

Job Summary

The Senior Director of Business Development \& Sales Operations is responsible for leading and optimizing Vontas’ new logo business development engine while owning the core sales operations and RFP functions that enable consistent, scalable commercial performance across the organization. This role plays a critical leadership position in driving disciplined growth, improving business outcomes within the sales organization, and ensuring alignment between strategy, execution, and results.

This position oversees all RFP and pursuit management activities, sales process governance, and performance reporting, while directly managing the Sales Operations team that includes the Capture Manager, Proposal Specialist, Business Analyst, and Salesforce Administrator positions, owning RFP responses from Deal Review through Award. This position will also manage the Business Development team responsible for new logo acquisition. While the primary focus is new business growth, this role also supports and enables back\-to\-base customer activities by ensuring processes, tools, and insights are aligned across the full customer lifecycle.

The Senior Director partners closely with the full Sales organization, Product Management, Finance, Legal, HR and Delivery leadership to improve forecast accuracy, pursuit effectiveness, and overall efficiency. This position reports directly to the Vice President of Business Development.

Job Description

Job Summary

The Senior Director of Business Development \& Sales Operations is responsible for leading and optimizing Vontas’ new logo business development engine while owning the core sales operations and RFP functions that enable consistent, scalable commercial performance across the organization. This role plays a critical leadership position in driving disciplined growth, improving business outcomes within the sales organization, and ensuring alignment between strategy, execution, and results. This position oversees all RFP and pursuit management activities, sales process governance, and performance reporting, while directly managing the Sales Operations team that includes the Capture Manager, Proposal Specialist, Business Analyst, and Salesforce Administrator positions, owning RFP responses from Deal Review through Award. This position will also manage the Business Development team responsible for new logo acquisition. While the primary focus is new business growth, this role also supports and enables back\-to\-base customer activities by ensuring processes, tools, and insights are aligned across the full customer lifecycle. The Senior Director partners closely with the full Sales organization, Product Management, Finance, Legal, HR and Delivery leadership to improve forecast accuracy, pursuit effectiveness, and overall efficiency. This position reports directly to the Vice President of Business Development. Supervisory Duties/Responsibilities:* Lead in talent acquisition systems and processes, including recruitment activities and decisions on selections.

• Provide resources to help employees develop skills and supports their career interests including mentorship, workforce development and succession planning.
• Identify and nurture talent within the team for future leadership roles.
• Collaborate with the team to drive, develop, and execute innovation in our current products and solutions.
• Establish and communicate performance expectations.
• Identify performance gaps and monitor performance to ensure development plans are met.
• Ensure fair and equal treatment of employees, avoiding favoritism, addressing difficult issues (with assistance from Human Resources), and practices empathy and compassion.
• Promote Company policies, procedures, mission, and values by training and providing direction to direct reports in their use and application.
• Other duties as assigned.

Duties / Responsibilities:* Own and optimize the end\-to\-end sales operation’s function, including sales processes, tools, metrics, and reporting.

• Lead the RFP, capture, and pursuit management process, ensuring disciplined execution, high\-quality submissions, and improved win rates.
• Manage and support new logo business development efforts, providing structure, coaching, and operational rigor to the Business Development team.
• Evaluate and monitor existing key sales and business development KPIs, driving continuous improvement in performance and outcomes, making revisions where needed.
• Improve sales forecasting accuracy and pipeline visibility through consistent process adoption and Salesforce governance.
• Ensure consistent use and optimization of Salesforce and related sales enablement tools, supporting executive decision\-making through data\-driven analysis and recommendations.
• Identify process improvements that enhance efficiency, scalability, and cross\-functional collaboration across the organization.
• Translate business strategy into actionable operating rhythms, playbooks, and execution frameworks for the sales organization.
• Provide executive\-level insights and analysis on pipeline health, market trends, pursuit performance, and resource allocation.
• Collaborate with Product and Marketing teams to align go\-to\-market strategies, messaging, and solution positioning for new and emerging offerings.
• Represent Vontas professionally in customer meetings, partner engagements, and industry events as needed.
• Other duties as assigned.

Required Skills / Abilities:* Strong leadership and people management capabilities with talent development a cornerstone of success.

• Deep understanding of sales operations, RFP processes, and business development best practices.
• Demonstrated ability to improve sales performance through process, data, and operational discipline.
• Proficiency with Salesforce CRM and related sales enablement tools.
• Strong analytical skills with the ability to translate data into actionable insights.
• Excellent written and verbal communication skills, including executive\-level communication.
• Ability to work cross\-functionally and influence outcomes without direct authority.
• Ability to manage competing priorities in a fast\-paced, growth\-oriented environment.

Education and Experience:* Bachelor’s degree in Business Administration, Sales, Marketing, or a related field is required; or 15 years of documented experience in lieu of a degree.

• Minimum of 10 years of experience in business development, sales operations, sales leadership, or a related commercial role.
• Demonstrated experience leading RFP processes, sales operations functions, and new logo business development teams.
• Experience in technology, public\-sector, or transit\-related industries is preferred.

Physical Requirements:* Prolonged periods sitting at a desk and working on a computer/laptop.

• Ability to travel up to 20% of the time (including domestic and international), sometimes for extended periods, which may involve sitting during transit and walking at various locations.
• Must be able to lift up to 15 pounds at a time.
• Must be able to handle high utilization of hand and wrist dexterity.

Disclaimers:* All job requirements are subject to possible revision to reflect changes in the position requirements or to reasonably accommodate individuals with disabilities. Some requirements may exclude individuals who pose a threat or risk to the health and safety of themselves or other employees.

• This job description in no way states or implies that these are the only duties to which will be required in this position. Employees will be required to follow other job\-related duties as requested by their supervisor/manager (within guidelines and compliance with Federal and State Laws). Continued employment remains on an “at\-will” basis.

Worker Type

Regular

Number of Openings Available

1 We thank all applicants for their interest; however, only those who qualify for an interview will be contacted. \*Professional recruiting agents or consultants need not call.