Director, Sales Operations

Job Summary
The Director of Sales Operations is responsible for leading the strategic and operational functions that support the sales organization's performance and growth, facilitating alignment across teams to ensure efficient, data-driven execution of revenue strategies, accurate forecasting, and scalable processes.

Primary Objectives

• Translate enterprise strategy into a structured, measurable sales operating model that drives revenue growth, profitability, and scalable execution across all business units.
• Enable predictable revenue performance through standardized forecasting, pipeline governance, and disciplined sales execution practices.
• Provide executive leadership with actionable insights, analytics, and performance visibility to support informed, data-driven decision-making.
• Design and continuously improve scalable sales processes, systems, and operating frameworks that enhance productivity, standardize execution, and support stronger conversion outcomes.

Duties and Responsibilities

• Partner with senior sales leadership to define and execute sales strategies aligned with organizational objectives.
• Translate revenue targets into actionable operational plans, quotas, and performance frameworks.
• Identify and drive implementation of enterprise initiatives that enhance sales productivity, effectiveness, and long-term growth.
• Establish and govern forecasting and pipeline disciplines to drive visibility, consistency, and informed decision-making across the revenue lifecycle.
• Develop and deliver forward-looking insights on revenue performance, risks, and opportunities to inform executive decision-making.
• Define and evolve enterprise-wide standardized sales and business development operating models, including pipeline management, performance metrics, and governance frameworks.
• Drive alignment of systems, methodologies, and lifecycle frameworks to enable a cohesive revenue engine.
• Assess operational effectiveness and guide continuous improvement to enhance scalability and efficiency.
• Design and maintain sales performance frameworks including dashboards, KPIs, and reporting tools to analyze trends and provide actionable insights that support strategic decision-making.
• Ensure high standards of data accuracy, governance, and integrity across all systems.
• Oversee the administration and optimization of the CRM platform (e.g., Salesforce) and sales technology stack.
• Partner with IT to evaluate and enable adoption of technologies that enhance sales productivity, visibility, and data-driven execution.
• Drive cross-functional alignment across Sales, Marketing, Finance, and support functions to optimize demand generation, conversion, profitability, retention, budgeting, and enterprise planning processes.
• Collaborate with cross-functional business units to evaluate, design, and govern sales incentive programs and performance metrics tracking and reporting aligned with enterprise objectives and individual performance goals.
• Provide guidance and expertise to sales operations, business development, and supporting functions, establishing clear priorities, service level expectations, and accountability through influence.
• Other duties as assigned.

QUALIFICATIONS
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education

• Bachelor's degree in Marketing, Business Management, or similar field or equivalent combination of education and experience in directly-related field required
• Master of Business Administration (MBA) or equivalent advanced degree strongly preferred

Work Experience

• 8+ years' experience in sales operations with responsibility for developing sales methodologies, processes, strategy, revenue operations, and marketing required
• 5+ years' leadership experience required
• Experience managing customer relationship management (CRM) systems required
• Experience leading strategic change management initiatives strongly preferred

Required Knowledge, Skills and Abilities

• In-depth knowledge of sales methodologies and processes.
• Strong analytical and problem-solving skills with a data-driven mindset.
• Ability to rapidly analyze complex information and implement action plans to manage change effectively.
• Demonstrated ability to develop and effectively implement strategic sales plans.
• Ability to work cross-functionally and collaboratively to transform sales operation processes and methodologies.
• Demonstrated proficiency with BI tools such as Tableau, Power BI, Copilot, Claude, Perplexity, Gemini, or similar AI platforms.
• Demonstrated proficiency with Salesforce, Microsoft Dynamics CRM systems, Visio, and other sales analytics tools.

Competencies

• Builds High-Performing Teams Selects, organizes, and motivates colleagues to work together in a committed way to achieve a common mission and ensures a pipeline of talent for the future.
• Delivers Results Rigorously drives self and others to achieve high levels of individual and organization performance.
• Engages & Inspires Others Leads with energy, self-confidence and understanding in ways that motivate colleagues to achieve more than they thought possible.
• Focuses on the Customer & Market Continuously evaluates what is important to the customer/client and develops products or solutions that exceed expectations.
• Makes Sound Business Decisions Makes timely and well-informed decisions that advance critical priorities, capitalize on new opportunities, and resolve problems.
• Partners Across Boundaries Works collaboratively and effectively with colleagues throughout the company toward the common good of The Pasha Group.
• Practices our Values Supports and models The Pasha Way; conduct reflects Excellence, Honesty, Integrity, Innovation and Teamwork.

PHYSICAL DEMANDS, WORK ENVIRONMENT, AND TRAVEL
Physical Demands
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Hear and speak with sufficient clarity to understand and engage in telephonic information exchange; hear and understand verbal instructions; give and receive information verbally in person or via communication device - Often
• Walk/travel within office environment, crouch/bend to access floor-level storage - Often
• Use hands/fingers to operate office equipment, type/complete data input, write - Often
• Reach with hands, arms; lift, move and manipulate objects weighing up to 20 pounds - Regularly
• Sight sufficient to read instructions, documents, and screen-based information - Often
• Use hands/fingers to manipulate and file documents, folders, small objects - Regularly

Travel
20% Must be able to travel independently to U.S. locations including Hawaii.

Screening Requirements
Background Checks

The information included in this description has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive or exhaustive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job.