Director of Sales Operations

Company Description

About Mirantis

Mirantis is the Kubernetes-native AI infrastructure company, enabling organizations to build and operate scalable, secure, and sovereign infrastructure for modern AI, machine learning, and data-intensive applications. By combining open source innovation with deep expertise in Kubernetes orchestration, Mirantis empowers platform engineering teams to deliver composable, production-ready developer platforms across any environment—on-premises, in the cloud, at the edge, or in sovereign data centers. As enterprises navigate the growing complexity of AI-driven workloads, Mirantis delivers the automation, GPU orchestration, and policy-driven control needed to manage infrastructure with confidence and agility. Committed to open standards and freedom from lock-in, Mirantis ensures that customers retain full control of their infrastructure strategy.

Job Description

About the Role

We’re seeking a Director of Sales Operations to design, own, and scale the global sales operating model at Mirantis. This is a senior leadership role responsible for enabling predictable revenue growth through strong operational foundations, data-driven decision-making, and cross-functional alignment.

You will partner closely with Sales Leadership, Finance, Legal, Marketing, Product, and Operations to ensure the sales organization is efficient, scalable, and focused on the right priorities. This role owns the end-to-end quote-to-cash ecosystem, sales planning and forecasting, pipeline health, Salesforce strategy, and operational governance, while leading and developing the Sales Operations team.

What You’ll Do

Sales Strategy & Planning

• Partner with Sales and Executive Leadership to translate company strategy into scalable sales operating plans

• Own annual and quarterly sales planning processes, including capacity modeling, territory design, quota setting, and forecasting cadence

• Drive forecasting rigor, accuracy, and accountability across the sales organization

• Provide executive-level insights into pipeline health, coverage, conversion, and growth risks

Quote-to-Cash & Deal Governance

• Own and continuously improve the end-to-end quote-to-cash process across direct and partner sales

• Define and enforce deal approval frameworks for pricing, discounting, and non-standard commercial terms

• Partner with Finance and Legal to ensure clean bookings, compliant contracts, and smooth invoicing

• Ensure subscription entitlement accuracy, revenue recognition readiness, and auditability

Systems, Data & Tooling

• Own Salesforce and adjacent sales tools strategy, data integrity, and reporting standards

• Define and maintain core sales KPIs, dashboards, and executive reporting

• Drive automation and simplification of sales processes to reduce friction and manual effort

• Lead cross-functional initiatives related to CRM, CPQ, billing, and revenue systems

Operational Excellence & Enablement

• Standardize and document sales processes, policies, and operating cadences

• Partner with Sales Enablement to ensure operational processes are clearly understood and adopted

• Lead change management for new tools, processes, and go-to-market motions

• Act as an escalation point for complex operational issues impacting deals or customers

Leadership & Cross-Functional Partnership

• Build, lead, and develop a high-performing Sales Operations team

• Serve as the primary operational partner and trusted advisor to Sales Leadership

• Collaborate closely with Finance, Legal, Marketing Ops, Product Ops, and other RevOps stakeholders

• Drive alignment across functions to ensure a seamless seller and customer experience

Qualifications

• 8–12+ years of experience in Sales Operations, Revenue Operations, or related roles in B2B SaaS / Tech

• 3–5+ years of people leadership experience

• Deep expertise in Salesforce CRM and sales process design

• Strong understanding of subscription-based business models and quote-to-cash workflows

• Proven ability to partner effectively with senior sales and executive leaders

• Excellent analytical, communication, and problem-solving skills

Nice to Have

• Experience supporting global, partner-driven sales organizations

• Background in high-growth or scaling SaaS environments

Additional Information

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