IANS
Director of Sales Operations
Boston, MA · Director · Contract
Sponsorship not specified$144k-$180kDetected 14 days ago
LLMsSalesforceSalesCadenceResearchLeadership
About the role
- This is a strategic and execution-oriented leadership role - responsible for how our Sales teams are measured, enabled, and run.
Responsibilities
- 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
- Partner with TechOps on CPQ enhancements - quoting flows, product catalog, pricing rules, approval workflows - by translating GTM requirements clearly, not by configuring CPQ directly
- Own GTM-side data governance: define field standards, hygiene rules, and usage policies
- Own the Sales Ops function end-to-end: define the operating model, set the cadence, and hold the team accountable to results
- Identify and eliminate systemic friction in the revenue motion - from lead routing to close to renewal - through process redesign, automation, and cross-functional alignment
- Partner with Finance on revenue recognition, bookings reconciliation, and commission accuracy
- ensure Sales Ops is a trusted partner in financial planning
- Own GTM-side data governance: define field standards, hygiene rules, and usage policies; hold the revenue team accountable to them
- Partner with Finance on revenue recognition, bookings reconciliation, and commission accuracy; ensure Sales Ops is a trusted partner in financial planning
- Own the Deal Desk function end-to-end: approval policy, discounting guardrails, non-standard terms review, and contract turnaround SLAs
Requirements
- 8-12+ years in Sales Operations, Revenue Operations, or a closely related GTM function, with at least 2-3 years in a leadership or director-level role
- Proven track record as a GTM-TechOps liaison: you've successfully bridged business requirements and technical execution in a high-growth B2B environment
- Experience leading or growing a small team
Nice to have
- Salesforce Admin certification a plus, not required
- hands-on CPQ configuration experience a plus, not required
Skills
- Fluency with modern RevOps and AI tooling - Gong, Clari, LLMs, automation platforms - and a genuine curiosity about what's next
- Partner with
Compensation
- $144,000 - $180,000 + bonus.
- Drive strategic planning cycles: territory design, quota setting, segmentation, and annual capacity modeling in partnership with Sales leadership and Finance
Company info
- We are a collaborative, low-ego team that values intellectual curiosity, rigorous thinking, customer obsession, and genuine interest in how security organizations make decisions.
This listing is sourced directly from IANS's careers page and normalized into a canonical job model.