We are seeking a Sales Operations Director to lead and scale the revenue operations function across our global go-to-market teams. This role is critical in aligning Sales, Marketing, Customer Success, and Finance , driving operational excellence, data-driven decision-making, and seamless processes to fuel sustainable growth.
This is an exciting opportunity to join a rapidly growing B2B SaaS company in the hospitality technology sector. With ambitious expansion plans supported by strong investors, the company is on a mission to become a market leader through both organic growth and strategic acquisitions.
As part of the leadership team, you will be responsible for shaping strategy, implementing scalable processes, and enabling cross-functional collaboration to accelerate business performance.
Key Responsibilities
Go-to-Market Strategy & Planning
- Lead the GTM planning process, including quota allocation, territory mapping, and headcount planning, in partnership with Sales, Marketing, Finance, and HR teams.
- Develop revenue forecasts, budgets, and scenario models to guide strategic decisions.
- Partner with executive leadership to ensure GTM strategies are aligned with growth and profitability objectives.
- Oversee the design of commercial frameworks, including pricing, discounting, and terms of business.
Performance Management & Insights
Build and maintain reporting frameworks and dashboards that provide visibility into performance across sales, marketing, and customer success.Monitor KPIs such as sales productivity, funnel conversion, and marketing ROI, delivering actionable insights to identify opportunities and mitigate risks.Own the company-wide forecasting process and operational cadence for executive reporting and investor updates.Design and manage sales compensation and incentive programs.Sales Process Excellence
Define and optimize scalable sales processes to improve efficiency and customer experience across the full lifecycle.Collaborate with Marketing and Sales leadership to align processes from lead generation through retention and expansion.Drive initiatives to shorten sales cycles and increase win rates.Systems & Tooling
Own the GTM tech stack, including CRM, marketing automation, sales engagement tools, and analytics platforms.Ensure data integrity, automation, and integration across platforms to support scale.Evaluate, implement, and roll out new technologies to improve team productivity and performance.Lead change management to drive adoption of systems and tools across the organization.Data Infrastructure & Analytics
Build a robust data infrastructure to support accurate forecasting and strategic analysis.Establish strong data governance and maintain high data quality standards.Provide actionable recommendations through in-depth analytics and reporting.Enablement & Training
Lead the sales enablement strategy, including onboarding, ongoing training, and product certification programs.Partner with Product Marketing and Sales teams to ensure GTM teams have the resources they need to succeed.Track and improve the impact of enablement initiatives.Team Leadership
Build and lead a high-performing Sales Operations team, currently consisting of four team members.Define roles, set clear expectations, and foster a culture of collaboration and accountability.Coach and mentor team members, supporting their career development.Promote innovation and operational excellence across all revenue operations workstreams.About You
10+ years of experience in Sales Operations or Revenue Operations leadership within high-growth B2B SaaS environments.Proven success in scaling global operations and driving transformation initiatives.Strong expertise in GTM planning, revenue forecasting, and operational program management.Deep knowledge of CRM systems, sales enablement tools, and marketing automation (experience with Dynamics, PlanHat, or PowerBI is a plus).Exceptional analytical skills with the ability to translate data into actionable insights.Experienced in influencing senior stakeholders and driving cross-functional alignment in complex, multi-market organizations.Comfortable operating in fast-paced, ambiguous environments.Passionate about optimizing the customer journey and maximizing lifetime value.Strong leadership and coaching capabilities, with a track record of building high-performing teams.Excellent communication skills with the ability to inspire and influence at all levels.