Director of Sales Operations

<h1>Director, Sales Operations</h1> <p>Reports to: VP of Revenue Operations&nbsp; |&nbsp; Department: Revenue Operations |&nbsp;&nbsp;</p> <p>Compensation: $144,000 - $180,000 + bonus. This role requires a minimum of two days a week onsite at our Boston, MA office.</p> <h2>About IANS Research</h2> <p>IANS is the trusted intelligence partner for enterprise CISOs and security leaders. We provide actionable advisory, peer benchmarking, and proprietary data that help security organizations make faster, more confident decisions. Our MCP connector and Vendor Intelligence Database (VID) peer benchmarking platform deliver intelligence and structured benchmarks across the security organization, putting IANS insights where security leaders are already working.</p> <h2>The Role</h2> <p>IANS is looking for a Director of Sales Operations to lead the operational foundation of our revenue organization. This is a strategic and execution-oriented leadership role — responsible for how our Sales teams are measured, enabled, and run. The Director will lead the Sales Ops function, set the operating model for the revenue team, and serve as the primary GTM liaison to TechOps on all Salesforce and CPQ matters. The right candidate is equally at home in an executive strategy conversation and a TechOps sprint review: a systems thinker who builds with rigor, leads with data, and moves fast without leaving process debt behind.</p> <h1>What You'll Do</h1> <h2>Salesforce &amp; GTM–TechOps Partnership</h2> <ul> <li>Serve as the primary GTM liaison to TechOps for all Salesforce needs — translating business requirements into clear, actionable requests and ensuring GTM priorities are reflected in the roadmap</li> <li>Bring solid working knowledge of Salesforce architecture to every conversation — enough to write a clear spec and sanity-check TechOps work, without needing to build it yourself</li> <li>Partner with TechOps on CPQ enhancements — quoting flows, product catalog, pricing rules, approval workflows — by translating GTM requirements clearly, not by configuring CPQ directly</li> <li>Own GTM-side data governance: define field standards, hygiene rules, and usage policies; hold the revenue team accountable to them</li> <li>Act as the connective tissue between GTM stakeholders (Sales, Marketing, Finance, CS) and TechOps — ensuring both sides speak the same language and projects don't stall in translation</li> </ul> <h2>Revenue Operations &amp; Execution</h2> <ul> <li>Own the Sales Ops function end-to-end: define the operating model, set the cadence, and hold the team accountable to results</li> <li>Drive strategic planning cycles: territory design, quota setting, segmentation, and annual capacity modeling in partnership with Sales lea