Director of Sales Rev Operations - Northeast between New York, NJ and DC Metro Area

Key Responsibilities

Lead Sales Operations by managing pipeline health, forecasting processes, territory planning, quota management, and revenue reporting to support business growth.

Partner with the CRO as a trusted strategic advisor, providing executive reporting, business insights, and operational support for planning, QBRs, and board preparation.

Own and optimize the Salesforce environment, ensuring CRM data integrity, process efficiency, user adoption, reporting, and system administration.

Drive go-to-market planning through territory design, TAM/SAM analysis, sales capacity planning, pricing support, and quota modeling.

Partner with Finance and Accounting to support bookings forecasting, renewals tracking, commission administration, and revenue reporting.

Develop dashboards and analytics that provide actionable insights into pipeline performance, sales productivity, marketing attribution, and business performance.

Identify and implement AI and automation opportunities that streamline sales processes, improve data quality, and increase operational efficiency.

Collaborate cross-functionally with Sales, Marketing, Finance, Accounting, and Customer Success to improve revenue processes and support strategic initiatives.

Skills & Experience

Proven experience owning Sales Operations or Revenue Operations in a B2B SaaS environment, including pipeline management, forecasting, CRM administration, reporting, and sales process optimization.

Advanced Salesforce.com expertise, with hands-on experience managing CRM configuration, data integrity, dashboards, workflows, and integrations across the GTM tech stack.

Strong analytical skills with experience building forecasts, pipeline and renewal reporting, compensation tracking, and executive-level business insights to support strategic decision-making.

Experience partnering cross-functionally with Sales, Finance, Marketing, and Customer Success to improve forecasting accuracy, pipeline visibility, campaign performance, and operational efficiency.

Demonstrated ability to leverage automation and AI tools to streamline processes, improve data quality, and reduce manual work across the revenue organization.

Excellent stakeholder management, communication, and project management skills, with the ability to influence senior leaders and drive operational excellence.

Qualifications

6–10 years of Sales Operations, Revenue Operations, or GTM Strategy experience in B2B SaaS

Proven owner of the full Sales Ops function (Salesforce, forecasting, quotas, territories, commissions)

Experience leading TAM/SAM analysis and turning insights into territory and hiring recommendations

Built quota and compensation models, including attainment curves and accelerators

Strategic partner to Sales leadership (CRO/VP Sales), with experience supporting QBRs, board, or investor reporting

Experience with pricing, quoting, or deal desk processes alongside Finance

AI-native mindset with a track record of using AI and automation to improve operational efficiency

Ready to build and scale a Revenue Operations function

Preferred Qualifications

Experience in compliance, financial services, or other regulated SaaS industries

Familiarity with AI-powered sales tools (e.g., Clay, Gong, 6sense, Salesforce Einstein)

Experience with commission platforms (e.g., CaptivateIQ, Spiff, Xactly)

Experience with RevTech tools such as Outreach, Gong, or ZoomInfo

Exposure to CPQ or contract management workflows