Director of Operations

About the role

We are looking for a Director of Operations to join our team!

This is a role for someone who wants to own how a fast-growing software company turns a signed customer into a live, paying one. You will lead sales operations and implementation operations as a single system, from first sales conversation through contract, implementation, go-live and first payment, and manage a small team that runs it day to day. You will work directly with our SVP of Growth and the sales team on everything sales ops, with our VP of Solutions on everything implementation ops, and with Finance on the forecast, capacity plan and compensation programs that depend on both. 

Who will love this job

• An operator: You have run sales ops, revenue ops or business ops inside a company, not just advised on it. You like being the person who owns the process end to end and is accountable for whether it works.
• A systems thinker: You see how a stage definition in the CRM changes rep behavior, how project management tools can drive business outcomes, and how sales behavior changes implementation load three months later. You design the process and the incentives together.
• A great communicator: You can hold your own with executives who want simpler processes and data gathering but more insights, and land on the answer that is right for the business.
• Analytically self-sufficient: You build the model yourself, pull the data out of the CRM or project tool, and turn it into a decision leadership can act on.
• A scrappy team player: You thrive in early-stage environments with lots of moving parts, priorities, roles and responsibilities, comfortable with leading and do-ing at the same time. 
• A manager who develops people: You set clear goals, give direct feedback, and build a team that runs the operating cadence without you so your time goes to the next bottleneck.

What you’ll do

Sales operations

• Own HubSpot as the system of record for pipeline: stage definitions, required fields, deal hygiene, and the reporting the leadership team and board rely on.
• Run the pipeline and forecast cadences with Sales leadership, and make the forecast something Finance can plan against.
• Administer sales compensation in partnership with Finance: plan documentation, quota-setting support, monthly commission calculations and statements, accelerator true-ups and dispute resolution.
• Design territory, lead routing and rep capacity models as the sales team grows; own the data that tells us when to hire the next rep.

Implementation operations

• Own the Closed/Won-to-kickoff handoff processes so every deal arrives in implementation with scope, data requirements, stakeholders and timeline already defined.
• Run implementation capacity planning with the VP of Solutions: ramped-FTE modeling, allocation across the implementation team, and the hiring signal that comes out of it.
• Own the implementation system (Asana) and its reporting: status, cycle time by stage, blockers and at-risk accounts, surfaced weekly to leadership.
• Define and instrument the go-live and billing trigger so revenue starts when it should and MRR projections reconcile to contracts.
• Standardize the implementation playbook and close the loop back to Sales: what implementation learns about scope, data readiness and timeline slippage should change how we sell.

Leading the team

• Manage two operations team members, set their goals, develop their skills, and build the structure that lets them run the day to day.
• Be the connective tissue between Finance, Growth and Capital Solutions — in the room for revenue planning, headcount decisions and quarterly goal setting, bringing the operating data that makes those decisions better.

You should have

• 8–12 years across sales operations, revenue operations or business operations
• Hands-on experience running sales ops: CRM administration, forecasting cadence, compensation plan administration and deal desk. HubSpot experience is a strong plus.
• Experience managing people, with a track record of building a small team that outgrows you.
• Strong analytical and problem-solving skills; expert in Excel or Google Sheets and comfortable pulling and reconciling data across systems.
• Ability to deal with ambiguity and meet deadlines in high-pressure situations.
• Financial services background is a plus; curiosity about how asset-backed lending works is required.
• Implementation or professional services operations experience in an enterprise software business is a plus.

Compensation: $180,000 - $200,000 OTE dependent on multiple factors, which may include the successful candidate's skills, experience and other qualifications.