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About the role
- Director of Sales Operations at Catalant, directing sales strategies and operations for revenue growth in a consulting firm. Collaborating with cross-functional teams to optimize sales processes and performance management.
Responsibilities
- Design and maintain territory and account segmentation models aligned to growth strategy
- Own coverage and capacity models, including headcount planning, ramp assumptions, and productivity targets
- Lead annual and quarterly sales planning in partnership with Sales and Finance
- Develop quota-setting and allocation methodologies that balance fairness, stretch, and attainability
- Build scenario and sensitivity models (base / bear / bull) to inform leadership decision-making
- Define and govern the sales KPI framework across pipeline, bookings, ASP, take rate, and productivity
- Own forecasting processes, accuracy targets, and governance cadence
- Deliver performance dashboards and executive-ready reporting for Monthly and Board reviews
- Track actual vs. plan and proactively surface risks and opportunities
- Lead root-cause analysis for underperformance and overperformance to drive corrective action
- Optimize and govern the full sales cycle
- Own CRM architecture and optimization (e.g., Salesforce), including data model, workflows, and reporting
- Implement automation, guardrails, and controls that improve seller efficiency and data quality
- Standardize sales stages, fields, and definitions across the organization
- Partner with Enablement to ensure playbooks and SOPs align with system design and process standards
- Define and enforce pricing strategy, discount guardrails, and approval policies
- Operate deal desk workflows to balance speed, flexibility, and margin protection
- Govern contracting workflows and policy adherence
- Manage exception handling and escalation paths
- Analyze deal economics, margin performance, and deal quality trends
- Design and model sales compensation plans aligned to company objectives
- Own quota-to-pay processes, ensuring accuracy, transparency, and timeliness
- Define attribution logic (seller of record, coverage pools, overlays)
- Analyze performance and payout effectiveness to identify unintended behaviors
- Lead GTM interlock cadences across Sales, Finance, Marketing, Product, and Delivery
- Ensure clean handoffs from Sales to Delivery / Customer Success
- Establish structured feedback loops to Product and Marketing based on market signals
- Integrate sales execution into the broader Order-to-Cash (O2C) process
- Drive change management and adoption of new processes, tools, and operating rhythms
Requirements
- 10–20+ years of experience in Sales Operations, Revenue Operations, or Commercial Operations, supporting complex B2B sales motions or consulting.
- Proven experience owning sales planning, capacity modeling, quota design, and forecasting in a scaling organization
- Strong analytical background with hands-on experience building productivity, capacity, and scenario models
- Deep working knowledge of CRM platforms (Salesforce or equivalent), including data models, workflows, reporting, and governance
- Demonstrated experience designing and operating sales performance dashboards and executive reporting
- Experience partnering closely with Sales, Finance, Enablement, Marketing, Product, and Delivery teams
- Track record of improving forecast accuracy, sales predictability, and operational rigor
- Comfortable presenting insights, tradeoffs, and recommendations to senior executives and Boards.
Benefits
- Flexible paid time off
- 13 company holidays + a week off from Christmas through New Years
- Twelve weeks of paid parental leave regardless of how you choose to grow your family
- Generous health insurance coverage as well as optional vision and dental
- 401k to save for retirement
- Pre-tax commuter and flexible spending accounts
- A lifestyle spending account to be used towards cell phone, internet, commuting, and learning & development
- Wellness stipend for your mental, emotional, or physical wellbeing needs and support
- Work from Home stipend
Job title
Job type
Experience level
Salary
Not specified
Degree requirement
Location requirements
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