Director, Sales Operations and Enablement

Responsibilities

• Lead the Sales Operations and Enablement function, improving sales efficiency, productivity, and selling effectiveness.
• Build and manage a high-performing team, including recruiting, coaching, manager development, and career growth.
• Drive go-to-market planning, reporting, target assignment, territory planning, quota planning, and headcount planning.
• Design and manage sales commission plans, calculations, administration, and tracking using commission management software such as CaptivateIQ.
• Partner with Sales leadership on monthly targets, forecasting, and operational cadence.
• Implement pipeline reporting from top of funnel through customer value realization, account development, and retention.
• Identify and deploy AI-powered tools and automation to improve reporting, forecasting, and seller productivity; measure adoption and business impact.
• Lead cross-functional initiatives to streamline processes and improve sales productivity and velocity.
• Support CRM design, implementation, change management, and adoption.
• Design and oversee sales training, onboarding, sales plays, and pipeline-excellence programs.
• Reinforce sales methodology and effective use of digital tools.
• Maintain sales content and assets and collaborate with Marketing and Product on sales materials.

Requirements

• 10+ years of experience leading Sales Operations, including developing, leading, and scaling the function in a high-growth company; technology experience is preferred.
• Experience with market segmentation and go-to-market strategy development in partnership with Marketing and Sales.
• Proficiency with CRM development, management, and forecasting.
• Experience using Salesforce, Tableau, and Sigma, including data integrations and implementations.
• Proven success leading annual, quarterly, and monthly planning for territories, quotas, and headcount.
• Experience building, managing, and coaching high-performing teams.
• Excellent problem-solving, collaboration, written communication, verbal communication, and stakeholder-influence skills.
• Ability to operate proactively in a lean, fast-paced, changing environment and build scalable sales processes.
• Experience in a two-sided marketplace, B2B technology platform, or B2B solutions is strongly preferred.
• Ability to travel up to five days per quarter for team gatherings and other events.

Compensation and Benefits

• National total target cash compensation, including base salary and bonus target: $206,127–$289,991 annually.
• Stock options, 401(k) with company match, health, dental, FSA, long-term disability insurance, mental health resources, family planning resources, 12 paid holidays, and flexible PTO.
• Remote-hybrid work from the Boston office, home, or a combination of both.