Director, Sales Operations

We're not here to add to the noise. We're here to cut through it- with AI that actually works for marketers.

From AI-powered content creation to world-class CMS and the industry's most trusted experimentation platform, Optimizely is the tool modern marketers actually want to use. AI-Ready. Set. Go.

10,000+ brands including H&M, PayPal, and Zoom already get it. So do Gartner, Forrester, and IDC, who consistently recognize us as leaders in MarTech.

But here's the thing about building great products: it takes great people. Our 1,600+ Optimizers across 12 global offices are curious, collaborative, and refreshingly human. We don't do corporate speak. We do real conversations, big ideas, and genuinely care for the work we make together.

If you want to be part of a team that's shaping the future of marketing technology — and actually enjoys doing it — you're in the right place.

Find us on Instagram: @optimizely

Introduction

Optimizely is seeking an experienced Director, Sales Operations to join our GTM Operations team. This role will be critical to helping optimize, run and reinvent the day-to-day operations of our Sales Teams.

This position will be responsible for leading a team, providing best in class insights, designing solutions and working cross-functionally to implement process and change within the organization.

Job Responsibilities

Operational Strategy & Execution: Drive quarterly initiatives which improve the Sales team’s efficiency, scalability, and performance. This includes segmentation analysis, Territory Design, and headcount planning.

Field Engagement: Establish Partnership with Chief Revenue Officer along with Sales Leaders globally to ensure accountability within the Sales department to focus on the right metrics and improve KPIs.

Sales Reporting / Analytics / Forecasting: Establish Monthly, quarterly, annual reporting packages to serve each level of Sales Region / Product with key insights needed to run their departments. Own sales forecasting, capacity modeling, quota setting, and territory planning in partnership with Sales leadership and Finance.

Sales Methodology: Help facilitate Sales Methodology (MEDDIC) strategy and design framework.

Process Optimization: Identify and implement improvements across the entire sales lifecycle from lead qualification to closed won to drive productivity and scalability.

Systems & Tool Strategy: Oversee Sales tooling Roadmaps (e.g., Salesforce, Outreach, 6sense, Clari, etc) in partnership with Business Systems and IT Teams; ensure systems are configured to support team workflows and business goals.

Cross-Functional Collaboration: Act as a strategic partner to Sales, Customer Success, Product, Finance and IT teams to align initiatives and streamline customer experiences.

Team Leadership: Manage and grow a high-performing Sales Field Ops team; provide mentorship, career development, and clear performance expectations.

Optimizely Product: Maintain your own current functional knowledge and technical knowledge of our platform.

Knowledge and Experience

8+ Years of professional experience

5+ Years of experience of SalesOps/ RevOps at a SaaS company experience

2+ Years of Management Experience

Experience with Salesforce is a MUST!

Behavioral Expectations

Strong background in project management

Ability to work in a fast-paced and ever-changing environment.

Mindset of continuous improvement, self, systems, processes

Ability to identify work that supports company objectives and maintain focus on business outcomes.

Honesty when things go wrong (they will), and a plan to prevent the same thing from happening again.

Problem solving mindset (we don’t look to blame, but to prevent future mistakes)

You create your own experiments to find solutions or answer questions, or you do research to find answers.

Transparent communication: status of work in flight, creating documentation of current state, educational tidbit sharing.

Maintain intellectual and emotional curiosity.

Self-managed work/personal life balance

Diplomacy, negotiation, and development of complex relationships

You teach yourself new skills and systems.

Education

Bachelor’s degree or related educational degree or certificates

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