Director, Sales Operations

Job Description: • Ensure CRM infrastructure aligns with sales processes, forecasting needs, and cross-functional workflows (marketing, customer success, implementations, finance, etc). • Own end-to-end CRM architecture and governance (HubSpot and Salesforce preferred). • Led a migration including creating a structured roadmap to migrate from HubSpot to Salesforce (phased cutover, data integrity, user adoption, and reporting continuity). • Lead integration design (lifecycle stages, lead/contact/account/opportunity mapping, activity sync, and data flow rules). • Create/maintain CRM hygiene for pipeline stages, definitions, roles/permissions, and required fields to improve forecasting and conversion analysis and maintain compliance. • Translate sales targets into measurable operating metrics (pipeline coverage, stage conversion, velocity, win rate, cycle length, ACV, attainment). • Build and maintain analytics directly in CRM (dashboards, funnel reporting, cohort analyses) and ensure the business uses them weekly. • Establish data quality SLAs: required-field compliance, stage hygiene, source attribution, and audit routines. • Design and implement scalable sales processes: inbound/outbound lead management, discovery, qualification, MEDDICC/BANT alignment, routing, SLAs, and stage exit criteria. • Implement and operationalize tools like Gong (conversation intelligence) and Clay (workflow/enrichment/orchestration). • Own the end-to-end view of the commercial funnel—from brand awareness to post-sales implementation (implementations/activations, RFPs, proposals, contracts). • Identify friction points and conversion bottlenecks and implement experiments to lift conversion (messaging tests, routing changes, stage criteria, enablement triggers, and automation). • Establish closed-loop feedback between Sales, Marketing, and Post-Sales. Requirements: • 8+ years in Sales Operations, Revenue Operations, or GTM Operations within B2B SaaS. • Hands-on expertise with HubSpot, Salesforce, and experience leading CRM migrations. • Strong ability to build dashboards, analytics, and forecasting models natively within Salesforce. • Experience implementing or managing tools such as Gong, Clay, and AI-based scoring or insights systems. • Demonstrated excellence designing sales processes and improving funnel conversions. • Proven track record running a deal desk and driving revenue governance. • Deep understanding of full GTM funnel dynamics across marketing, sales, and post-sales. • Experience in high-growth, rapidly scaling environments. • SQL/python data manipulation skills Benefits: • Medical, dental, and vision coverage for you and your dependents + on-demand healthcare concierge • Pre-tax savings options for healthcare and dependent care, with monthly employer contributions to HSA (if enrolled in a high-deductible plan) • 100% paid short- and long-term disability, plus life and AD&D insurance • Take the time you need with a flexible vacation policy — recharge your batteries your way • 12 weeks of paid leave to spend time with your newborn, adopted, or foster child (available after 6 months) • If you’re close to an office, we encourage spending some time in-person to collaborate and connect. If not, remote is always an option. • We’ll ship you the gear you need to create a comfortable workspace at home. • Save for your future with tax advantages (and company match!) Apply tot his job Apply To this Job