Sr. Director, Sales Operations (Defense)

Role: Sr. Director, Sales Operations (Defense)

Location: US Remote (with strong preference to Dallas based candidates)

Synonymous Business Title (s): Sr. Sales Operations Director

Overview:

Blue Yonder Defense Solutions, LLC., a Blue Yonder company, is the leader in supply chain autonomous planning, control towers, and provider of the Digital Supply Chain Network™. Our innovative solutions empower businesses to optimize their supply chains, enhance customer experiences, and drive sustainable growth. We are committed to delivering cutting-edge technology and unparalleled expertise to help our clients navigate the complexities of the modern marketplace.

Blue Yonder Defense Solutions is seeking an experienced Senior Director of Sales Operations to lead sales operational excellence for our defense and public‑sector business. This role is embedded with the Sales organization and is responsible for enabling disciplined sales execution through CRM ownership, pipeline management, sales process rigor, and accurate revenue forecasting.

The Sr. Director, Sales Operations partners closely with Sales leadership, Finance, and the COO to ensure visibility, predictability, and operational alignment across the full opportunity lifecycle — while operating in the unique constraints of government and public‑sector sales environments.

What You Will Do:

Sales Operation & Performance Enablement

• Serve as the embedded Sales Operations leader, enabling disciplined execution across the Sales organization without carrying quota or originating deals
• Define, run, and continuously improve the end‑to‑end sales opportunity flow, ensuring consistent use of stages, deal progression criteria, and close discipline
• Partner closely with Sales leadership to prioritize pipeline, identify deal risks, and improve execution efficiency
• Provide structure, clarity, and operational rigor to how deals move through the sales lifecycle

Pipeline & Revenue Forecasting

• Own pipeline inspection, deal qualification rigor, and forecast inputs to support accurate revenue projections
• Build and maintain a revenue forecast model for Finance based on opportunity progression, probability, and timing
• Define when opportunities are eligible to enter forecast, accounting for public‑sector and defense sales dynamics
• Produce clear, reliable pipeline and forecast reporting for executive leadership

Process, Methodology & Operating Cadence

• Establish and maintain sales process standards, methodologies, and operating cadences (e.g., pipeline reviews, forecast calls, deal reviews)
• Ensure sales process adherence and consistency across the team through enablement and clear expectations
• Drive continuous improvement in sales execution practices based on performance insights and outcomes
• Support Sales leadership by bringing structure and repeatability to how deals are managed and reviewed
• Champion adoption of new processes through enablement, change management, and clear communication.

Systems, Data & Tools

• Act as the business owner for HubSpot, ensuring CRM data accuracy, integrity, and usability
• Drive adoption and effective use of HubSpot to support pipeline visibility, forecast accuracy, and reporting needs
• Ensure sales data is reliable, timely, and actionable for Sales leadership, Finance, and executive stakeholders
• Partner with cross‑functional teams to align CRM configuration with sales process and reporting requirements

Cross-Functional Partnership

• Partner closely with Finance to translate sales pipeline data into reliable revenue forecasts
• Maintain strong alignment with the COO (dotted‑line relationship) to ensure sales operations support broader business priorities
• Collaborate with Sales leadership to surface risks, bottlenecks, and execution gaps early
• Serve as a trusted operational advisor across functions by providing fact‑based insights and recommendations

What We’re Looking For:

Required Qualifications

• Bachelor’s degree in business, Finance, Operations, or a related field; MBA preferred.
• 10+ years of experience in Sales Operations or Revenue Operations, with strong ownership of sales process, CRM, pipeline management, and forecasting within an enterprise
• Hands‑on HubSpot experience required
• Proven experience enabling Sales organizations without carrying quota or closing deals
• Strong understanding of public‑sector or government sales cycles and forecasting implications
• Demonstrated ability to build rev