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.