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Director Sales OperationsGoTo Meeting • United States
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Director Sales Operations

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    United States
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    United States
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About

Merative is seeking a high-impact Director of Sales Operations. This is a senior leadership role for an operator‑strategist who can build a world‑class sales operations capability from the ground up, combining rigorous data analytics, AI‑enabled automation, and disciplined execution to drive consistent, predictable revenue outcomes across the business.
The Director will serve as a strategic partner to Sales Leadership and senior executives, owning the four operational pillars that power Sales Operations: Incentive Compensation, Performance Analytics & Insights, Sales Enablement & Training, and Proposal Management. The ideal candidate is a proven leader who thrives in complex, fast‑paced environments and has a track record of deploying AI and automation to unlock analytical capacity and accelerate decision‑making.
Job Responsibilities Strategic Leadership & Team Development
Build, lead, and motivate a high‑performing Sales Operations team, establishing a clear vision, measurable goals, and a culture of accountability and continuous improvement.
Own and drive a comprehensive Sales Operations strategy that aligns with company revenue objectives and evolves as the business scales.
Serve as a trusted advisor to the CEO, CFO/COO, Sales Leaders, and executive leadership, translating complex operational data into clear, actionable recommendations.
Champion cross‑functional collaboration across Finance, HR, Marketing, and Product to ensure sales operations is a true enterprise enabler.
Sales Operations Execution
Oversee end‑to‑end sales operations including territory design, quota setting, headcount planning, and operational cadence management.
Ensure on‑time, accurate incentive compensation payments with full auditability, governance, and compliance with Finance and HR policies.
Design and manage Incentive Plan Letters (IPLs), attainment calculations, and payout mechanisms that create clear line‑of‑sight for sellers.
Lead the Proposal Management function, standardizing RFx intake, qualification, and execution processes to improve win rates and submission quality.
Performance Analytics & AI‑Driven Insights
Build and operate a single, trusted performance data infrastructure providing real‑time visibility into leads, bookings, pipeline, forecast, quota, and attainment.
Deploy AI and intelligent agents to automate pipeline risk detection, deal coaching signals, and forecast gap analysis — shifting the organization from lagging to leading indicators.
Develop enterprise sales scorecards and self‑serve dashboards that enable Sales Leaders and managers to operate independently with data confidence.
Drive forecast accuracy improvements, reduce end‑of‑quarter fire drills, and establish predictive risk‑flagging as a standard operating rhythm.
Translate raw data into operational recommendations — not just metrics — ensuring analytics drive action at every level of the sales organization.
Sales Enablement & Continuous Improvement
Ensure enablement investments are directed by performance analytics, targeting execution gaps across business units with measurable impact on win rates and deal velocity.
Embed sales methodology reinforcement into live deal execution, manager coaching, and operational reviews rather than one‑time training events.
Establish a continuous feedback loop from deal outcomes to enablement content, creating a self‑optimizing system over time.
Required Skills
8+ years of progressive experience in Sales Operations, Revenue Operations, or a closely related function, with demonstrated ownership of outcomes.
4+ years of people management experience, including leading and developing multi‑person teams in complex organizational environments.
Experience in enterprise software, SaaS, or health technology industries.
Proven experience operating in fast‑paced, high‑growth, or matrixed organizations where priorities shift rapidly and execution rigor is non‑negotiable.
Advanced data analytics capability — fluency in defining KPIs, building dashboards, and driving insights from CRM, BI, and reporting tools (e.g., Salesforce, Tableau, Power BI, or equivalent).
Track record of presenting to and influencing C‑suite and senior executive stakeholders, including translating complex operational findings into strategic narratives.
Experience designing and executing a comprehensive sales operations strategy, including incentive compensation, forecasting, territory management, and enablement alignment.
Demonstrated ability to build team cohesion around a shared vision, motivate through change, and develop talent to execute at a high level.
Preferred Skills
Hands‑on experience deploying AI tools, intelligent agents, or automation platforms to accelerate analysis, surface insights, and reduce manual work within a sales or revenue context.
Familiarity with incentive compensation management platforms (e.g., Xactly, Varicent, CaptivateIQ) and proposal/RFP management tools (e.g., Loopio, RFPIO).
Exposure to sales methodology frameworks (e.g., MEDDIC, Challenger, Command of the Message) and how to operationalize them across a sales team.
Experience building AI‑first workflows for deal risk scoring, pipeline management, or sales coaching at scale.
MBA or equivalent advanced degree.
Compensation The salary range provided in this job posting is intended to reflect the general market value for the position. The actual salary offered may vary based on factors such as the candidate’s experience, qualifications, skills, and the specific requirements of the role. This range may also be subject to change as market conditions evolve. We encourage open communication throughout the interview process to discuss compensation expectations. For base‑salary + commission sales roles, the range represents On‑Target Earnings.
Min – Max : $167,145.10 - $250,717.66 (USD)
Benefits The benefits described represent the current offerings at our organization, however, benefits are subject to change and may vary by location and employment status. We strive to provide a comprehensive benefits package that supports our employees’ health, wellness, and financial goals. Please note that benefits may be discussed in more detail during the hiring process.
Remote first / work from home culture
Flexible vacation to help you rest, recharge, and connect with loved ones
Paid leave benefits
Health, dental, and vision insurance
401k retirement savings plan
Infertility benefits
Tuition reimbursement, life insurance, EAP – and more!
It is the policy of Merative to provide equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state or local law. In addition, Merative will provide reasonable accommodations for qualified individuals with disabilities.
Merative participates in the federal E‑Verify program to confirm the identity and employment authorization of all newly hired employees. For further information about the E‑Verify program, please visit http://www.uscis.gov/e-verify/employees
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  • United States

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  • English
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