Director of Sales Operations

The Director of Sales Operations is responsible for building and leading a high-impact, data-driven, Sales Operations organization. This individual will play a critical role in aligning sales strategy with execution across our IT and Print business units, optimizing tools and processes, and driving visibility into sales performance. You’ll be at the center of sales planning, compensation design, pipeline governance, sales process improvements, and technology enablement—ensuring our sales team is equipped to meet Marco’s ambitious goals for organic growth and market leadership.

ESSENTIAL FUNCTIONS:

• Manage the sales operations team members as follows:
  
  • Lead and coach division managers.
  • Develop and implement strategic initiatives for division.
  • Create, track and maintain budget for division.
  • Be an escalation point of contact to handle issues and involve direct leadership as needed.
  • Monitor staffing and equipment needs for division.
  • Conduct performance reviews and make compensation decisions.
• Sales Strategy & Planning
  
  • Partner with Sales and Executive Leadership to drive territory alignment, quota planning, and growth modeling across IT, Print, and Hybrid teams.
  • Lead the annual sales planning cycle, including capacity modeling, goal setting, and compensation plan administration.
• Sales Performance & Pipeline Governance
  
  • Own the design and implementation of sales KPIs, dashboards, and forecasting tools that provide clear visibility into performance across all regions and specialties.
  • Establish pipeline management standards and drive sales governance to ensure accuracy, quality, and accountability in Salesforce.
• Process Optimization & Execution
  
  • Lead continuous improvement initiatives across the sales lifecycle, from lead qualification to deal closure and renewal.
  • Champion consistency in sales methodology, sales stages, and qualification criteria across teams.
• Technology & Enablement
  
  • Optimize the usage of Salesforce and integrated tools (CPQ, reporting tools, sales enablement platforms) to enhance rep productivity and forecasting accuracy.
  • Collaborate with sales enablement to support onboarding and continuous development of sales reps and leaders on tools and processes.
• Sales Compensation & Incentive Management
  
  • Administer and evaluate Marco’s sales compensation plans, ensuring alignment with corporate objectives, motivation of top performers, and fairness across sales roles.
  • Partner with Finance and HR to ensure timely and transparent commission tracking and reporting.
• Cross-Functional Leadership
  
  • Serve as the connective tissue between Sales, Marketing, Finance, Customer Success, and Service Delivery to drive alignment on revenue-generating initiatives.
  • Support strategic projects including go-to-market strategy, territory redesign, and customer lifecycle improvements.
• Attend required company and departmental meetings.
• Act in accordance with Marco policies and procedures as set forth in the Employee Handbook.
• Perform other related duties as assigned.

QUALIFICATIONS:

• Bachelor's degree in Business, Finance, Marketing, or a related field; MBA preferred.
• 5+ years of experience in Sales Operations, Revenue Operations, or Strategic Planning;
• 3+ years in a leadership role, ideally in a technology or B2B services organization.
• Familiarity with the technology services industry—experience in managed IT, print, or professional services is a strong plus.

REQUIRED SKILLS:

• Proven track record of improving sales processes and driving sales performance.
• Strong analytical skills with the ability to interpret complex sales data.
• Proficiency in CRM systems (e.g., Salesforce) and sales analytics tools.
• Proven success supporting complex sales motions (direct, inside, and specialist coverage models).
• Excellent communication and leadership skills.
• Ability to work cross-functionally and influence key stakeholders.
• Excellent ability to present findings to stakeholders and collaborate with leadership teams to drive strategy.