Sr. Director, Sales Systems & Processes

Accountabilities

• Develop and execute a comprehensive sales capabilities roadmap aligned with company objectives, sales strategy, and global go-to-market priorities.

• Define and lead the AI strategy for Sales, identifying and deploying AI-enabled workflows, process automation, and system enhancements across prospecting, deal inspection, forecasting, and CPQ.

• Establish standards for data quality, security, responsible AI usage, and vendor risk, while measuring the impact of AI initiatives on sales productivity and business outcomes.

• Own and continuously optimize sales processes to simplify workflows, strengthen consistency, and improve the overall sales experience.

• Manage business-owned sales systems, including budgeting, implementation, provisioning, optimization, and ongoing performance.

• Partner with IT teams to align business requirements, technology roadmaps, resource capacity, and prioritization for critical sales platforms.

• Lead strategic sales systems initiatives from requirements gathering through solution design, deployment, and sales enablement, ensuring teams are trained on new processes and capabilities.

• Establish and maintain sales data governance policies that align with sales rules of engagement and operational requirements.

• Oversee Sales support operations by defining service-level agreements, tracking performance metrics, conducting root-cause analysis, and driving timely issue resolution.

• Manage software vendor relationships, evaluate new capabilities, coordinate feature adoption, and collaborate with Procurement and IT to optimize licensing and technology spend.

• Lead sales systems and process consolidation following acquisitions, including CRM and data migrations, territory and quota mapping, product and price book alignment, and retirement of redundant applications.

• Lead and develop a global team of Sales Operations managers and analysts, setting priorities, balancing capacity, and removing obstacles to execution.

• Proactively identify opportunities to improve the sales technology ecosystem and recommend initiatives that increase productivity, scalability, and operational effectiveness.

Requirements

• 10+ years of experience owning sales processes and sales technology at high-growth software or SaaS companies, particularly within GTM Systems, Business Systems, or Revenue Operations.

• At least 5 years of experience leading global teams and managing complex, cross-functional initiatives.

• Deep, hands-on experience as the business owner of core sales applications, including Salesforce (SFDC), CPQ, Clari, Salesloft, Dun & Bradstreet (D&B), forecasting and planning systems, sales engagement platforms, and data enrichment tools.

• Demonstrated experience applying AI within a sales organization, from identifying use cases to deploying production solutions and managing data quality, security, and vendor risk.

• A proven track record of leading large-scale sales process and organizational transformations with measurable results.

• Strong knowledge of Salesforce implementation best practices and end-to-end Lead-to-Order and renewal processes in an annual contract value (ACV) and annual recurring revenue (ARR) environment.

• Experience partnering effectively with IT, translating field needs into system requirements, negotiating priorities, and aligning business roadmaps with technical capacity.

• Strong stakeholder management, problem-solving, and communication skills, with the ability to understand competing needs, develop effective solutions, and escalate issues when necessary.

• Strategic thinking combined with attention to detail and the ability to manage multiple initiatives in a fast-paced, evolving environment.

• A bachelor’s degree in Business, Management, Technology, or a related field.

• This is a business-side sales systems leadership position rather than a traditional IT role.

Benefits

• Base salary:$198,750–$298,000 USD, with the applicable range dependent on candidate location.

• Restricted Stock Units (RSUs) and an Employee Stock Purchase Plan (ESPP).

• Flexible time off, paid company holidays, and paid sick time.

• Gender-neutral parental leave and grandparent leave.

• Medical, dental, and vision insurance.

• 401(k) retirement plan with company matching.

• Life and disability insurance.

• Health and dependent care Flexible Spending Accounts (FSAs).

• Voluntary hospital, accident, and critical illness coverage.

• Employee Assistance Program (EAP) and prepaid legal services.

• Nationwide pet insurance, a cancer care program, and global business travel medical insurance.

• Home office allowance and mobile phone reimbursement.

• Wellness coaching and gym or wellness reimbursement.

• Fertility coverage and adoption and surrogacy reimbursement.