Remote – Full-Time Schedule: U.S. Time Zone
The Director of Sales Operations is a senior systems and leadership role responsible for building, executing, and scaling the infrastructure that allows the sales organization to operate consistently and efficiently.
This position bridges sales operations infrastructure, sales execution, and organizational leadership. The primary mandate is to establish standardized quote-to-order processes across customer segments, enforce pipeline discipline, manage the SDR function, develop sales talent and leadership, and integrate acquired customer bases and sales teams into one consistent operating system.
This is not a quota-carrying sales position. The Director of Sales Operations does not make cold calls or personally own existing key-account relationships. The role also does not execute acquisitions or manage the legal or financial terms of acquisition deals. Instead, it owns the integration of acquired sales teams and customer bases into the organization's operating system once an acquisition closes.
Success is measured by the strength of the systems built, the development of the sales organization, reduced dependence on key individuals, and leadership's ability to focus on acquisition strategy and growth rather than day-to-day sales execution.
Design and implement a standardized quote-to-order process across all customer segments.
Establish effective cross-department handoffs between:
Define clear ownership at every stage of the sales process.
Establish turnaround expectations, required information, service-level agreements, and escalation points.
Create and enforce pipeline-management standards, including:
Establish clear standards for maintaining pipeline information.
Ensure forecasting accuracy.
Maintain data integrity across the sales pipeline.
Recommend the appropriate sales organizational structure as the company grows.
Identify required roles and responsibilities.
Develop hiring-profile recommendations supported by performance data.
Manage the overall performance of the sales organization.
Establish performance targets.
Diagnose activity and conversion gaps.
Escalate underperformance when necessary.
Build a strong culture of accountability.
Reduce organizational dependency on individual relationships.
Document processes with clear:
Build backup coverage and succession plans.
Partner with executive leadership to align sales execution with the organization's broader growth and acquisition strategy.
Design the organization's account-management operating system.
Establish customer segmentation standards.
Define appropriate follow-up cadences.
Develop systems for identifying:
Establish account-health metrics.
Create visibility into customer concentration and account risk.
Build the system and processes Account Managers will operate within.
The Director of Sales Operations is responsible for the account-management operating structure, but does not personally own or manage existing key-account relationships.
Own Sales' business requirements for:
Partner with technical teams to ensure systems support the sales process rather than create unnecessary workarounds.
Drive CRM adoption across the sales organization.
Establish data-governance standards.
Automate routine sales processes where appropriate.
Enforce consistent data entry and stage progression.
Regularly audit and clean CRM and pipeline data.
Identify data-quality gaps.
Maintain an ongoing data-governance standard.
Align sales systems with Operations and Manufacturing.
Coordinate around production timelines, capacity constraints, and custom-product lead times.
Continuously identify bottlenecks throughout:
Interview Sales, Production, and Operations stakeholders to identify obstacles.
Prioritize the most significant barriers to revenue and execution.
Balance immediate quick wins with longer-term improvements.
Present prioritized improvement plans to leadership.
Clearly define:
Pilot process improvements.
Document ownership of new processes.
Ensure improvements remain sustainable without ongoing personal intervention.
Develop and maintain a comprehensive weekly leadership scorecard.
Track and report:
Identify bottlenecks and missed SLAs.
Flag operational and revenue risks.
Identify underperformance.
Escalate issues requiring leadership support or decisions.
Build forecasting methodology.
Ensure pipeline data supports accurate forecasts.
Report on account concentration and customer risk.
Recommend appropriate staffing levels as the sales organization grows.
Recommend roles and hiring profiles supported by performance data.
Identify resourcing gaps caused by growth or newly integrated acquisitions before they negatively impact service or revenue.
Develop budget and resource recommendations for:
Manage recommendations within approved budget parameters.
Implement and leverage AI and analytics tools to improve team productivity.
Apply AI and analytics to:
Develop a comprehensive sales playbook.
Document:
Design and deliver sales onboarding and training programs.
Support onboarding for new sales hires.
Develop training for newly integrated teams following acquisitions.
8+ years of experience in sales operations, sales leadership, or sales management.
Experience within:
Experience designing and implementing sales operations systems in organizations with approximately $10M–$100M in revenue.
Experience managing and coaching both individual contributors and managers toward measurable results.
Direct experience integrating sales teams or customer bases following:
Demonstrated ability to preserve revenue during organizational integration.
Expert-level fluency with CRM systems.
Proven experience enforcing data governance and pipeline discipline.
Highly diagnostic and capable of entering an unstructured sales organization and independently identifying problems across:
Entrepreneurial approach to problem-solving.
Comfortable establishing best practices in ambiguous environments.
Systems-oriented thinker.
Focused on documenting and standardizing processes rather than repeatedly solving the same problems.
Establishes clear ownership and maintenance plans.
Focus on the highest-priority operational initiative, such as:
Throughout the week, the Director of Sales Operations will:
Conduct a full pipeline review across all customer segments.
Validate forecasting accuracy.
Identify pipeline and revenue risks.
Conduct ongoing coaching and management touchpoints with the SDR team.
Provide stage-specific coaching to Account Executives.
Deliver the weekly leadership scorecard.
Report bottlenecks, missed SLAs, and required escalations.
Track progress against active acquisition-integration milestones.
Conduct cross-functional check-ins with Production and Operations leadership.
Continue developing:
The Director of Sales Operations reports directly to executive/company leadership responsible for sales and growth strategy.
The role maintains accountability across the sales organization through established scorecards, processes, KPIs, and coaching. SDRs and Account Executives are held accountable through this structure without necessarily changing their existing reporting lines.
The Director of Sales Operations should demonstrate strong proficiency with:
CRM platforms
Quoting systems
ERP platforms, such as Odoo or equivalent.
Dashboard and pipeline-analytics tools.
AI and analytics platforms for:
Project management and communication platforms such as:
The position requires the ability to establish business requirements and work with technical teams on system configuration and optimization.
Define ownership by deal stage.
Establish standards and expectations for each pipeline stage.
Define expected turnaround times.
Establish required information and escalation points.
Develop CRM data-governance standards.
Create a CRM and pipeline cleanup plan.
Establish initial sales KPIs.
Build the weekly leadership scorecard covering:
Identify and prioritize the top 3–5 obstacles affecting revenue and execution.
Fully remote position.
Availability aligned with U.S. time zones and team expectations.
Reliable high-speed internet with a minimum of:
Backup internet option, such as a mobile hotspot or secondary connection.
Modern computer capable of simultaneously running CRM/ERP systems, dashboards, and video calls.
Dual-monitor setup strongly preferred.
Quiet, professional, and distraction-free workspace.
Workspace suitable for coaching conversations, executive meetings, and cross-functional calls.
Our client is a U.S.-based manufacturer of custom branded products serving Fortune 500 enterprise accounts alongside a broad portfolio of smaller customers.
The organization has more than 25 years of manufacturing expertise and operates through a transparent, factory-direct supply chain. Its solutions include:
The company grows both organically and through the acquisition of smaller promotional-products companies, which are progressively integrated into a unified operating system.
As the sales organization continues to expand, the company is investing in stronger sales systems, leadership development, operational infrastructure, and organizational scalability to support continued growth.
The Director of Sales Operations is responsible for creating the systems, processes, accountability, and organizational structure necessary for the sales organization to scale without excessive dependence on individual team members or executive leadership.
Success in this position means:
remote
full-time
Sales
September 2, 2026
Apply now and take the next step in your career journey.