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The Director of Sales Operations is a strategic leadership role responsible for driving seller productivity and achieving revenue targets. This position oversees the integration and optimization of data, processes, and systems to enable a seamless revenue lifecycle. The Director will partner with GTM leadership and cross-functional teams (BI, GBS, DxG) to define and execute a roadmap for commercial transformation, ensuring alignment with current and future operating models.
You will lead a reorganized team structured around the pillars of Sales Operations—leveraging existing talent while introducing new capabilities to support end-to-end customer lifecycle management. Key areas include Sales Operations, Deal Desk, Analytics, Territory & Quota Management, and Ecommerce Operations.
Key Responsibilities:
Strategic Leadership
- Lead the reorganization of the Sales Operations team to align with core pillars.
- Drive seller productivity through enablement across territories, processes, technology, and methodology.
- Integrate Sales Operations, Architecture, and Enablement functions to support the full customer lifecycle.
- Partner with GTM leadership to define and execute commercial transformation initiatives.
Revenue Operations & Planning
- Oversee Deal Desk for efficient quote generation and contract negotiations.
- Lead planning processes for Annual Sales Planning, Territory Planning, Budgeting, Forecasting (Bookings & Revenue).
- Collaborate with BI, GBS, and Ecommerce Ops to design and implement a unified data model supporting automation, segmentation, and analytics.
Technology & Process Optimization
- Manage commercial tech assessment and define roadmap for future-state architecture.
- Ensure Salesforce and supporting tools (Gong, Outreach, CPQ, Seismic) are optimized for account-based targeting and analytics.
- Identify opportunities to automate workflows and improve data-driven insights.
Sales Incentives & Compensation
- Partner with VP of Sales, Finance, and HR to design and maintain compensation plans aligned with business objectives.
- Oversee quota setting, compensation administration, and leverage tools like Xactly for performance analytics.
Change Management & Enablement
- Build organizational change management capabilities to support adoption of new processes and tools.
- Collaborate with Sales Enablement to design training plans and improve collateral for seller success.
Ecommerce Operations
- Introduce and manage Ecommerce Operations to support digital business growth, including product information management, pricing operations, and analytics.
Qualifications:
Education
- Bachelor’s degree in Business Management, Finance, or related field.
- MBA highly desirable.
Experience
- 7+ years in Sales or Sales Operations leadership within a growth environment.
- Proven ability to lead large-scale transformation initiatives and cross-functional teams.
- Expertise in sales performance metrics, forecasting, compensation design, and analytics.
- Strong understanding of commercial technology ecosystems and process optimization.
Skills
- Exceptional leadership, communication, and change management skills.
- Ability to manage multiple concurrent projects and communicate effectively with senior executives.
- Strategic thinker with hands-on problem-solving ability.
- Proficiency with Salesforce and related tools (Gong, Outreach, CPQ, Seismic).
- Some domestic travel (approximately 10%) may be required.
Our Interview Practices
To maintain a fair and genuine hiring process, we kindly ask that all candidates participate in interviews without the assistance of AI tools or external prompts. Our interview process is designed to assess your individual skills, experiences, and communication style. We value authenticity and want to ensure we’re getting to know you—not a digital assistant. To help maintain this integrity, we ask to remove virtual backgrounds and include in-person interviews in our hiring process. Please note that use of AI-generated responses or third-party support during interviews will be grounds for disqualification from the recruitment process.
Applicants may be required to appear onsite at a Wolters Kluwer office as part of the recruitment process.
Compensation:
$150,500.00 - $268,900.00 USD
This role is eligible for Bonus.
Compensation range listed is based on primary location of the position. Actual base salary offer is influenced by a wide array of factors including but not limited to skills, experience and actual hiring location. Your recruiter can share more information about the specific offer for the job location during the hiring process.
Additional Information:
Wolters Kluwer offers a wide variety of competitive benefits and programs to help meet your needs and balance your work and personal life, including but not limited to: Medical, Dental, & Vision Plans, 401(k), FSA/HSA, Commuter Benefits, Tuition Assistance Plan, Vacation and Sick Time, and Paid Parental Leave. Full details of our benefits are available upon request.