Sr. Director, Sales Operations (Defense)

Sr. Director, Sales Operations (Defense)Location: US Remote (with strong preference to Dallas based candidates)Blue Yonder Defense Solutions, LLC., a Blue Yonder company, is the leader in supply chain autonomous planning, control towers, and provider of the Digital Supply Chain Network. Our innovative solutions empower businesses to optimize their supply chains, enhance customer experiences, and drive sustainable growth. We are committed to delivering cutting-edge technology and unparalleled expertise to help our clients navigate the complexities of the modern marketplace.Blue Yonder Defense Solutions is seeking an experienced Senior Director of Sales Operations to lead sales operational excellence for our defense and public-sector business. This role is embedded with the Sales organization and is responsible for enabling disciplined sales execution through CRM ownership, pipeline management, sales process rigor, and accurate revenue forecasting.The Sr. Director, Sales Operations partners closely with Sales leadership, Finance, and the COO to ensure visibility, predictability, and operational alignment across the full opportunity lifecycle while operating in the unique constraints of government and public-sector sales environments.What You Will Do:Serve as the embedded Sales Operations leader, enabling disciplined execution across the Sales organization without carrying quota or originating dealsDefine, run, and continuously improve the end-to-end sales opportunity flow, ensuring consistent use of stages, deal progression criteria, and close disciplinePartner closely with Sales leadership to prioritize pipeline, identify deal risks, and improve execution efficiencyProvide structure, clarity, and operational rigor to how deals move through the sales lifecycleOwn pipeline inspection, deal qualification rigor, and forecast inputs to support accurate revenue projectionsBuild and maintain a revenue forecast model for Finance based on opportunity progression, probability, and timingDefine when opportunities are eligible to enter forecast, accounting for public-sector and defense sales dynamicsProduce clear, reliable pipeline and forecast reporting for executive leadershipEstablish and maintain sales process standards, methodologies, and operating cadences (e.g., pipeline reviews, forecast calls, deal reviews)Ensure sales process adherence and consistency across the team through enablement and clear expectationsDrive continuous improvement in sales execution practices based on performance insights and outcomesSupport Sales leadership by bringing structure and repeatability to how deals are managed and reviewedChampion adoption of new processes through enablement, change management, and clear communication.Act as the business owner for HubSpot, ensuring CRM data accuracy, integrity, and usabilityDrive adoption and effective use of HubSpot to support pipeline visibility, forecast accuracy, and reporting needsEnsure sales data is reliable, timely, and actionable for Sales leadership, Finance, and executive stakeholdersPartner with cross-functional teams to align CRM configuration with sales process and reporting requirementsPartner closely with Finance to translate sales pipeline data into reliable revenue forecastsMaintain strong alignment with the COO (dotted-line relationship) to ensure sales operations support broader business prioritiesCollaborate with Sales leadership to surface risks, bottlenecks, and execution gaps earlyServe as a trusted operational advisor across functions by providing fact-based insights and recommendationsWhat We're Looking For:Required QualificationsBachelor's degree in business, Finance, Operations, or a related field; MBA preferred.10+ years of experience in Sales Operations or Revenue Operations, with strong ownership of sales process, CRM, pipeline management, and forecasting within an enterpriseHands-on HubSpot experience requiredProven experience enabling Sales organizations without carrying quota or closing dealsStrong understanding of public-sector or government sales cycles and forecasting implicationsDemonstrated ability to build revenue forecasts for Finance based on pipeline and deal maturityPreferred QualificationsMBA preferredActive Security Clearance OR ability to obtain a clearanceExperience supporting defense, government, or highly regulated customersExperience operating in a matrixed or dotted-line reporting environmentLeadership AttributesHighly analytical, structured, and detail-orientedStrong executive communication skills, with the ability to synthesize pipeline data into actionable insightsCollaborative leader who influences through partnership rather than authorityComfortable operating in complex, high-accountability, regulated environmentsThe base salary range for this role is $143,752 to $194,000.The salary range information provided, reflects the anticipated base salary range for this position based on current national data. Minimums and maximums may vary based on location. Individual salary will be commensurate with skills, experience, certifications or licenses and other relevant factors. In addition, this role will be eligible to participate in either the annual performance bonus or commission program, determined by the nature of the position.At Blue Yonder, we care about the wellbeing of our employees and those most important to them. This is reflected in our robust benefits package and options that includes:Comprehensive Medical, Dental and Vision401K with MatchingFlexible Time OffCorporate Fitness ProgramA variety of voluntary benefits such as; Legal Plans, Accident and Hospital Indemnity, Pet Insurance and much moreAt Blue Yonder, we are committed to a workplace that genuinely fosters inclusion and belonging in which everyone can share their unique voices and talents in a safe space. We continue to be guided by our core values and are proud of our diverse culture as an equal opportunity employer. We understand that your career search may look different than others, and embrace the professional, personal, educational, and volunteer opportunities through which people gain experience.