Director, Sales Operations

About Backblaze

Backblaze is the object storage leader in the open cloud movement, fueling customer success with cloud storage built purposefully to unlock budgets, unburden administrators, and unleash innovators. Together with our partners, we’re helping customers break free from the restrictive, overpriced legacy solutions that hold them back, and blaze forward with the full power of the open cloud in their hands.

Founded in 2007, we scaled the business with less than $3 million in outside funding until 2021, when we did a traditional IPO on the Nasdaq stock exchange. Today, Backblaze generates over $100m in revenue and is the leading specialized storage cloud - managing over three billion gigabytes of data storage for 500K+ customers in 175+ countries, including businesses, developers, IT professionals, and individuals.

But while there is a lot to celebrate in our past, there is almost as much opportunity ahead of  us. We are seeking a Director, Sales Operations!

About the Role:

We are seeking a dynamic, results-driven Director, Sales Operations to architect, scale, and optimize our sales operations function. This leader will be instrumental in driving efficiency, streamlining processes, and enabling GTM success through data-driven decision-making, cutting-edge tools, and operational excellence.

As a key strategic partner to Sales, Marketing, and Revenue Strategy & Operations (RSO), this role will be at the forefront of building scalable processes, integrating best-in-class systems, and ensuring our sales organization operates with precision and agility. The ideal candidate brings deep expertise in sales systems, analytics, and process optimization, combined with a hands-on, strategic mindset to drive sustainable growth and operational scalability.

What You'll Do:

Sales Operations Leadership

• Provide strategic leadership and operational oversight for the sales operations function, ensuring alignment with overall company goals and GTM strategy. 
• Collaborate effectively across key departments, including Legal (managing Conga-related sales contracts), Engineering (driving critical SFDC projects and integrations), and Finance (optimizing commissions, streamlining quote-to-cash processes, and ensuring financial accuracy). Act as a strategic partner to align priorities, enhance efficiency, and drive seamless execution across teams.
• Develop and execute scalable processes for sales forecasting, territory planning, pipeline management, quota setting, and performance measurement to ensure predictable and sustainable growth.
• Collaborate with Sales and Marketing leadership to define priorities, improve efficiencies, and align efforts toward revenue growth.
• Develop frameworks for efficient execution, balancing short-term operational needs with long-term scalability.

Sales Process Optimization

• Design and implement scalable processes to improve sales efficiency and reduce friction throughout the sales cycle.
• Develop best practices for lead management, pipeline management, forecasting, and reporting.
• Identify bottlenecks and collaborate with stakeholders to implement solutions that enhance deal velocity and close rates.

Technical Systems and Architecture

• Serve as the lead Salesforce architect, ensuring that the CRM system is optimized to support sales workflows and integrated seamlessly with GTM tools to ensure efficient lead flow and lead management.
• Design and implement scalable system architectures and integrations that meet the demands of a growing business.
• Develop solutions that balance custom-built functionality with budget discipline, avoiding unnecessary tool proliferation while meeting evolving business requirements.
• Lead the evaluation, implementation, and optimization of Sales specific GTM tools, ensuring they integrate effectively with Salesforce and align with company & departmental priorities.
• Partner closely with Marketing Operations to optimize and integrate GTM tooling that supports cross-functional marketing initiatives, particularly pipeline generation efforts. Ensure seamless alignment with the RSO tech stack, enabling data-driven decision-making, improved lead flow, and enhanced sales-marketing collaboration to drive revenue growth.

Sales Tools Management

• Optimize and streamline the existing sales tech stack, including Gong, HubSpot, Outreach, Spiff, Conga and many others, to maximize efficiency, improve adoption, and explore opportunities for consolidation.
• Oversee the selection and implementation of new sales tools that enhance productivity, data visibility, and sales effectiveness. Evaluate emerging