Director, Sales Operations

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Job details

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Pay

$185,000 - $205,000 a year

Job type

Full-time

Benefits

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Cell phone reimbursement

Employee assistance program

Flexible schedule

Health savings account

Internet reimbursement

Paid holidays

Paid parental leave

Full job description

DIRECTOR OF SALES OPERATIONS

US REMOTE; DRAPER, UT, MOUNTAIN VIEW, CA; RALEIGH, NC

EGNYTE YOUR CAREER. SPARK YOUR PASSION.

Egnyte is a place where we spark opportunities for amazing people. We believe that every role has a great impact, and every Egnyter should be respected. When joining Egnyte, you’re not just landing a new career, you become part of a team of Egnyters that are doers, thinkers, and collaborators who embrace and live by our values:

Invested Relationships

Fiscal Prudence

Candid Conversations

ABOUT EGNYTE

Egnyte is the secure multi-cloud platform for content security and governance that enables organizations to better protect and collaborate on their most valuable content. Established in 2008, Egnyte has democratized cloud content security for more than 22,000 organizations, helping customers improve data security, maintain compliance, prevent and detect ransomware threats, and boost employee productivity on any app, any cloud, anywhere. For more information, visit www.egnyte.com.

Our Director of Sales Operations is not just a seasoned professional; they are a visionary leader at the forefront of enhancing sales efficiency and driving Egnyte's revenue engine. As we scale, you will operate at the intersection of strategic leadership and hands-on sales operations expertise, leading initiatives that directly impact our aggressive growth targets.

WHAT YOU’LL DO:

End-to-End Sales Process Excellence

Analyze and optimize complete sales lifecycle from lead hand-off/prospecting through deal closure across multiple sales motions

Design flexible systems and processes optimized for a complex GTM motion (vertical, self-serve/direct/partner, new logo and upsell/cross-sell, small–enterprise, private/government)

Drive and implement territory planning, quota management, and ROE strategies for global sales organization

Drive sales methodology adoption and process compliance

Multi-Motion Sales Operations

Develop and optimize processes for vertical GTM strategies across AEC, Financial Services, and Life Sciences markets

Coordinate operational workflows between direct sales and channel/partner sales motions

Design scalable processes that accommodate deal complexity from sub-$10K SMB to $1M+ enterprise and government contracts

Ensure seamless integration between new logo acquisition and customer expansion sales activities

Sales Technology Leadership

Collaborate with cross-functional teams to manage Salesforce configuration and optimization

Partner with cross-functional teams on sales technology integration and functionality

Lead evaluation and deployment of new sales technologies to enhance team productivity and revenue generation

Ensure data quality and reporting accuracy across all sales systems and multiple sales motions

Data-Driven Performance Management

Utilize advanced data analytics to provide insights into sales performance, trends, and optimization opportunities

Develop and present regular reports to senior management highlighting key performance metrics across all sales motions

Establish and monitor sales KPIs including quota attainment, pipeline health, and deal velocity by segment and motion

Drive continuous sales productivity improvements through process and technology optimization

Forecasting & Planning Excellence

Collaborate with sales leadership to develop accurate sales forecasts and annual plans

Monitor performance against forecasts and implement adjustments as needed across global teams

Partner with Revenue Analytics team on predictive modeling and sales intelligence

Support strategic planning for vertical market expansion and international growth

Cross-Functional Collaboration

Work closely with Marketing Operations, Customer Operations, and Partner Operations teams

Ensure alignment of sales operations with overall business objectives and revenue goals

Facilitate seamless handoff processes between marketing, xDR, Sales, and Customer teams to ensure optimal customer experience

Coordinate with Finance on commission plan administration and revenue recognition processes

Sales Enablement Partnership

Partner with Sales Enablement team on strategy development and implementation

Ensure operational processes are effectively communicated and adopted by sales teams through enablement programs

Collaborate on training content to drive process compliance and methodology adoption

Coordinate with Sales Enablement to optimize onboarding and ongoing sales team development

Team Leadership

Lead and develop team of Sales Operations professionals

Foster a culture of continuous improvement and operational excellence

Develop talent pipeline and career progression paths for operations professionals

Drive cross-functional collaboration and stakeholder management

YOUR QUALIFICATIONS:

Experience & Leadership

7-10 years in Sales Operations with 3+ years managing high-performing teams

Proven experience as a successful Director of Sales Operations or similar leadership role in B2B SaaS

Track record of scaling sales operations through $200M+ ARR growth phases

Experience with complex sales environments including multiple segments and international operations

Technical & Analytical Skills

Expert-level Salesforce administration and Salesforce CPQ implementation experience

Proficiency with Tableau or other advanced BI platforms; strong business intelligence experience required

Advanced data analysis skills with ability to derive actionable insights from complex datasets

Experience with sales technology integration, reporting platforms, and data visualization

Strong analytical and problem-solving skills with focus on data-driven decision-making

Strategic Capabilities

Demonstrated ability to optimize end-to-end sales processes across multiple sales motions (vertical GTM, channel/partner, new logo, expansion)

Experience designing flexible systems and processes for diverse market segments from SMB to Enterprise

Proven track record managing global sales operations and complex deal environments including government sales

Understanding of subscription business models, land-and-expand strategies, and partner channel coordination

Experience in compensation plan design and cross-functional collaboration with Sales Enablement teams

Communication & Collaboration

Excellent communication and collaboration skills across all organizational levels

Ability to influence and drive change in complex, cross-functional environments

Strong presentation skills with experience reporting to senior leadership

Experience facilitating alignment between sales and other departments

What Success Looks Like

Sales team consistently exceeds quota targets with improved efficiency metrics across all sales motions

Forecast accuracy within 5% variance by week 6 of quarter

Sales cycle optimization and deal velocity improvements across SMB through Very Large Organizations

Effective cross-functional collaboration with Marketing, all Sales functions, Finance, and Customer teams

Seamless integration between direct sales, channel partners, and customer expansion processes

Effective collaboration with Sales Enablement team resulting in high process adoption rates

High-performing, engaged sales operations team with low turnover

COMPENSATION:

Our compensation reflects the cost of labor across multiple U.S. geographic locations, and pay varies based on defined markets. The standard base pay range for this position across the U.S. is $185k - $205k annually. Pay varies by work location and may also be dependent on job-related skills, knowledge, and/or experience. During the interview and/or hiring process, your recruiter can share more information about the compensation package specific to the role and job location.

BENEFITS:

Competitive salaries and comprehensive benefits

Flexible hours and generous time off (RTO, Responsible Time Off) to help support your work-life balance

Paid holidays and sick time

401(k) Retirement Plan (Traditional, Roth and Mega Backdoor Roth)

Health Savings Account (HSA) with a generous employer contribution

Up to 12wks of paid Parental and 10wks Adoption Leave to help you grow your family

Modern and collaborative offices located in Spokane, WA; Draper, UT; Raleigh, NC; Mountain View, CA; Reading, England, and Poznan, Poland

Gym, cell phone, and internet reimbursement

Free well-being apps such as Spring Health for Guardian are offered, as well access to our Employee Assistance Program (EAP)

Modern Health, a wellness benefit that offers 12 therapy and 12 coaching sessions for employees and dependents

Perks include discounted pet insurance, electronics, theme park tickets, travel, plus more

Your own Egnyte account with lifetime access

Equal Employment Opportunity

Egnyte, Inc. is an Equal Opportunity Employer that does not discriminate on the basis of actual or perceived race, color, creed, religion, national origin, ancestry, citizenship status, age, *** or gender (including pregnancy, childbirth, pregnancy-related conditions, and lactation), gender identity or expression (including transgender status), ****** orientation, marital status, military service and veteran status, physical or mental disability, genetic information, or any other characteristic protected by applicable federal, state, or local laws and ordinances. Egnyte, Inc.'s management team is dedicated to this policy with respect to recruitment, hiring, placement, promotion, transfer, training, compensation, benefits, employee activities, access to facilities and programs, and general treatment during employment.

Commitment To Diversity, Equity, and Inclusion:

At Egnyte, we celebrate our differences and thrive on our diversity for our employees, our products, our customers, our investors, and our communities. Our global Egnyte Employee Communities (EECs) support representation and inclusion across our diverse workplace. Egnyters are encouraged to bring their whole selves to work and to appreciate the many differences that collectively make Egnyte a higher-performing company and a great place to be.

Any employees with questions or concerns about equal employment opportunities in the workplace are encouraged to bring these issues to the attention of hr@egnyte.com. Egnyte, Inc. will not allow any form of retaliation against employees who raise issues of equal employment opportunity. If employees feel they have been subjected to any such retaliation, they should contact hr@egnyte.com. To ensure the workplace is free of artificial barriers, violation of this policy including any improper retaliatory conduct will lead to discipline, up to and including discharge. All employees must cooperate with all investigations conducted pursuant to this policy.