Director of Sales Operations

About the role

You are the Strategic Copilot to the GTM organization. You will build the RevOps engine from the ground up, aligning sales, marketing, and customer success data into a single, fluid machine. In our hyper-growth environment, fragmented data and broken workflows are the enemy of scale. You will act as a player-coach to a team of specialized ICs, while personally diving into our CRM to establish strict data hygiene, build predictive pipeline models, and identify conversion bottlenecks. You will author the definitive processes that allow our sales team to double in size without the operational infrastructure breaking.

Key facts

What you'll do

• Architect the end-to-end GTM tech stack by evaluating, selecting, and implementing CRM, CPQ, sales engagement, and forecasting tools to ensure seamless integration and data integrity.
• Engineer predictive pipeline and forecasting models that establish baseline metrics for pipeline health, conversion rates, and sales velocity, delivering leadership with reliable revenue visibility.
• Diagnose and dismantle friction across the quote-to-cash process by architecting automated workflows that remove administrative burdens and return time to the sales team.
• Design territory and routing frameworks through complex data analysis to create equitable, high-yield sales territories and implement precise lead-routing mechanics globally.
• Construct performance dashboards that serve as the single source of truth, tracking quota attainment, win/loss rates, and capacity consumption in real-time.
• Quantify the impact of process changes and technology investments, translating operational metrics into actionable insights for continuous GTM optimization.
• Partner with marketing and customer success to align data definitions, reporting cadence, and go-to-market initiatives that drive coherent cross-functional outcomes.
• Mentor a team of specialized ICs, setting standards for data quality, analytical rigor, and operational excellence while scaling the RevOps function responsibly.
• Translate strategic business objectives into technical requirements, ensuring that every configuration, integration, and automation directly supports scalable growth.
• Own the governance of sales data hygiene, ensuring that our CRM reflects reality and empowers confident decision-making at every leadership level.
• Establish playbooks and documentation that standardize workflows, enabling the sales organization to expand efficiently without operational breakdown.
• Act as the central analytical authority for the GTM organization, responding rapidly to ad-hoc requests and proactively identifying opportunities hidden in the data.

Requirements

• Bring 8+ years of deep experience in Revenue Operations, Sales Operations, or GTM Systems Architecture, ideally having scaled a tech/infrastructure startup through a phase of explosive growth.
• Demonstrate a proven track record of reducing sales cycle lengths, improving pipeline predictability, and successfully deploying complex CRM/CPQ architectures.
• Exhibit incredible analytical horsepower combined with high agency, proactively diving into data to uncover hidden funnel leaks and building systems to resolve them.
• Embody a player-coach ethos, balancing strategic roadmap design with hands-on proficiency in writing validation rules and building custom dashboards.
• Show deep expertise in modern tech stacks such as Salesforce, HubSpot, Gong, and Clay, accompanied by strong relational database knowledge.
• Thrive in ambiguous environments, making decisions with incomplete information while maintaining rigor and clear communication.
• Communicate effectively with both technical and non-technical stakeholders, translating complex data concepts into actionable business language.
• Commit to a flexible work model that values output over hours, aligning with our human-first flexibility principles.

Nice to have

• Experience in AI-driven revenue platforms or emerging sales technologies that enhance predictive capabilities.
• Background working with high-growth startups navigating rapid scaling phases.
• Familiarity with equity and compensation modeling in performance-driven environments.

Practical notes

This role offers highly competitive compensation that includes base salary plus equity and potential bonus and commission programs. Benefits may include medical, dental, vision, flexible paid time off, parental leave, and retirement plan participation. Locations include Houston, New York, San Francisco, and Seattle. Relocation support and visa sponsorship may be considered based on source details.