Director, Sales Operations - Hybrid

This role is on a Hybrid 4 day week schedule. Candidates must be within a comfortable driving distance of our facility to be considered.

Atlanta, GA - 3400 Cumberland Blvd SE, Atlanta, GA 30339

Jacksonville, FL - 9000 Southside Blvd, Jacksonville, Florida 32256

Job Summary:

The Director of Sales Operations will be responsible for leading a team dedicated to equipping sellers with the data and strategic insights needed to maximize sales effectiveness. In this role, the Director will empower sales leaders through data-driven insights and process support to make strategic decisions on resource deployment and quota allocation. The right candidate will enable sales representatives to focus on high-value selling activities through streamlined operations and robust training and development programs

Key Responsibilities

1. Compensation & Strategy

• Direct and support the team responsible for developing and managing variable compensation and incentive strategies across the sales organization.   
• Lead strategic development of compensation models that align with company goals and drive revenue growth.
• Conduct ongoing competitive compensation research across industries to ensure market-aligned, motivating plans.
• Translate data into insights: assess how incentive structures impact profitability and seller behavior.
• Partner with Finance and HR to ensure accuracy, fairness, and scalability in all compensation processes.

2. Territory Coverage & Go-to-Market Models

• Oversee the team responsible for developing and optimizing coverage models for Inside Sales, Field Sales, and National Account teams. Collaborate closely with Commercial Analytics and Sales leadership to ensure alignment with market dynamics and strategic goals. 
• Partner with Sales Leadership to optimize seller deployment strategies.
• Continuously evaluate market dynamics and recommend adjustments to the sales structure to support business growth.
• Collaborate with Sales and Marketing leadership to ensure effective GTM alignment and execution.

3. Cross-Functional Leadership & Execution

• Navigate and influence across the organization, collaborating closely with Sales Enablement, Marketing, Finance, Product, and HR teams.
• Champion cross-functional initiatives that drive seller execution and customer value delivery.
• Ensure the deployment of 2,200+ sellers are strategic, effective, and continuously optimized.
• Be a critical voice in executive discussions related to sales strategy, process improvement, and organizational design.

4. Sales Training & Development

• Lead large-scale seller training initiatives across onboarding, skill development, and continuous learning.
• Build and manage robust, agile learning programs — from rapid response micro-learning to in-person training sessions.
• Author content and script development for use in new hire programs, sales enablement, objection handling, and product training.
• Facilitate dynamic, practical, and impactful sessions that engage sellers and elevate performance.

What We're Looking For

• 10+ years of Sales Operations or related leadership experience, ideally in large, distributed sales organizations.
• Proven experience with variable compensation planning, training development, and territory modeling.
• Demonstrated success in scaling sales operations, building cross-functional partnerships, and influencing executive stakeholders.
• Data-driven mindset with strong analytical, strategic, and presentation skills.
• Ability to balance high-level strategy with operational detail and execution.
• Strong interpersonal, facilitation, and communication skills.

Job Summary

Responsible for leading a team to drive exceptional performance and service through effective management of sales and operational activities. Manage sales growth strategy alignment during the annual account planning process. Develop key indicators to track program and training performance, sales revenue, and communication plans.

Major Tasks, Responsibilities, and Key Accountabilities

• Identifies opportunities for sales process improvement. Works closely with sales leadership to review sales process quality and prioritize opportunities for improvement. Assists sales leadership in understanding process bottlenecks and inconsistencies. Facilitates an organization of continuous process improvement.
• Oversees the mana