Director of Sales Operations

Job Role Definition & ResponsibilitiesDepartment: Revenue Operations | Reports To: VP of Sales / CRORole SummaryThe Sales Operations Director is a strategic and analytical role responsible for the operational backbone of the sales organization. This individual ensures that the sales team has the data, processes, systems, and compensation frameworks needed to perform effectively. They serve as a key partner across Sales, Finance, and Leadership — translating data into insights that drive revenue growth and operational excellence.Position DetailsEmployment Type: Full-TimeWork Location: Bay Area Hybrid / 1-2 days in office - San Francisco Bay AreaTravel Required: Minimal (<10%)Direct Reports: BDR TeamCross-Functional: Finance, Marketing, CSCore Responsibilities Sales Metrics Reporting & AnalyticsOwn the design and delivery of sales performance dashboards and reportsTrack key metrics such as pipeline health, win rates, deal size, sales cycle, and quota attainmentAnalyze performance trends and provide insights to leadershipStandardize reporting definitions across teamsImprove reporting automation and data accessibilitySupport ad hoc analysis requests from Sales and Finance leadership BDR (Business Development Representative) ManagementManage, coach, and develop a team of BDRsDefine and track performance metrics across outreach and pipeline generationConduct regular performance reviews and team meetingsDevelop BDR playbooks including outreach strategies and handoff processesPartner with Marketing on targeting, campaign follow-up, and lead routingSupport onboarding and ramp programs for new hiresMonitor activity within CRM and sales engagement platforms Sales Compensation & Finance CoordinationSupport the design and administration of sales compensation plansCoordinate commission calculations and payouts with FinanceAct as a point of contact for compensation-related questionsMaintain documentation of compensation structuresAnalyze and model potential compensation plan changesSupport tools such as Spiff, CaptivateIQ, or similar platforms Sales Reporting & Business ReviewsPrepare recurring sales reports and business reviews for leadershipMaintain CRM data quality through governance and process improvementsDevelop performance scorecards and reporting frameworksSupport ongoing improvements to sales processes and systems Revenue ForecastingSupport the sales forecasting process in partnership with Sales LeadershipBuild and maintain forecasting models using historical and pipeline dataIdentify potential risks and opportunities in revenue projectionsPartner with Finance to align forecasts with company planningContribute to annual planning activities such as quota setting and territory designKey Performance IndicatorsForecast accuracy and consistencyPipeline generation and coverage healthData quality and reporting reliabilityTimeliness of reporting and analysisSales team performance against targetsRequired Qualifications3–6 years of experience in Sales Operations, Revenue Operations, or similar roleExperience supporting or managing BDR/SDR teamsFamiliarity with sales compensation processesStrong CRM experience, particularly HubSpotAdvanced Excel / Google Sheets skillsExperience with BI tools (Tableau, Looker, Power BI) preferredExperience with sales engagement platforms such as Outreach, Salesloft, or ApolloStrong analytical, organizational, and communication skillsPreferred QualificationsExperience with compensation management tools (Spiff, CaptivateIQ, Xactly)Background in SaaS or B2B technology environmentsFamiliarity with forecasting and pipeline analysisExposure to sales planning processesBachelor’s degree in Business, Finance, Economics, or related fieldCore CompetenciesAnalytical rigorProcess ownershipCross-functional collaborationFinancial acumenExecution and reliabilityCompensation: Base Salary $160K to $180K - OTE $220K Per Year.