Catalant · 4 hours ago
Director, Sales Operations
Boston, MA
Full-time
Hybrid
Director/Executive
10+ years expCatalant is a pioneer of Consulting 2.0, providing on-demand access to independent consultants for leading companies. The Director of Sales Operations will be responsible for enabling scalable and profitable revenue growth through effective sales execution and operational strategy.
ConsultingEnterprise SoftwareProfessional ServicesSaaSSmall and Medium BusinessesSoftware
Responsibilities
Sales Strategy, Planning & Capacity Modeling
Design and maintain territory and account segmentation models aligned to growth strategy
Own coverage and capacity models, including headcount planning, ramp assumptions, and productivity targets
Lead annual and quarterly sales planning in partnership with Sales and Finance
Develop quota-setting and allocation methodologies that balance fairness, stretch, and attainability
Build scenario and sensitivity models (base / bear / bull) to inform leadership decision-making
Sales Performance Management & Analytics
Define and govern the sales KPI framework across pipeline, bookings, ASP, take rate, and productivity
Own forecasting processes, accuracy targets, and governance cadence
Deliver performance dashboards and executive-ready reporting for Monthly and Board reviews
Track actual vs. plan and proactively surface risks and opportunities
Lead root-cause analysis for underperformance and overperformance to drive corrective action
Sales Process, Workflow & Tool Enablement
Optimize and govern the full sales cycle
Own CRM architecture and optimization (e.g., Salesforce), including data model, workflows, and reporting
Implement automation, guardrails, and controls that improve seller efficiency and data quality
Standardize sales stages, fields, and definitions across the organization
Partner with Enablement to ensure playbooks and SOPs align with system design and process standards
Deal Governance, Pricing & Commercial Operations
Define and enforce pricing strategy, discount guardrails, and approval policies
Operate deal desk workflows to balance speed, flexibility, and margin protection
Govern contracting workflows and policy adherence
Manage exception handling and escalation paths
Analyze deal economics, margin performance, and deal quality trends
Incentives, Compensation & Attribution
Design and model sales compensation plans aligned to company objectives
Own quota-to-pay processes, ensuring accuracy, transparency, and timeliness
Define attribution logic (seller of record, coverage pools, overlays)
Analyze performance and payout effectiveness to identify unintended behaviors
Cross-Functional Revenue Orchestration
Lead GTM interlock cadences across Sales, Finance, Marketing, Product, and Delivery
Ensure clean handoffs from Sales to Delivery / Customer Success
Establish structured feedback loops to Product and Marketing based on market signals
Integrate sales execution into the broader Order-to-Cash (O2C) process
Drive change management and adoption of new processes, tools, and operating rhythms
Qualification
Required
10–20+ years of experience in Sales Operations, Revenue Operations, or Commercial Operations, supporting complex B2B sales motions or consulting
Proven experience owning sales planning, capacity modeling, quota design, and forecasting in a scaling organization
Strong analytical background with hands-on experience building productivity, capacity, and scenario models
Deep working knowledge of CRM platforms (Salesforce or equivalent), including data models, workflows, reporting, and governance
Demonstrated experience designing and operating sales performance dashboards and executive reporting
Experience partnering closely with Sales, Finance, Enablement, Marketing, Product, and Delivery teams
Track record of improving forecast accuracy, sales predictability, and operational rigor
Comfortable presenting insights, tradeoffs, and recommendations to senior executives and Boards
Preferred
Experience in consulting firms, services-based sales models
Prior ownership of deal desk, pricing governance, or commercial operations
Experience designing or administering sales compensation plans and quota-to-pay processes
Familiarity with Order-to-Cash (O2C) workflows and downstream revenue impacts
Background in high-growth or transformation environments where processes and systems needed to scale quickly
Benefits
Flexible paid time off
13 company holidays + a week off from Christmas through New Years
Twelve weeks of paid parental leave regardless of how you choose to grow your family
Generous health insurance coverage as well as optional vision and dental
401k to save for retirement
Pre-tax commuter and flexible spending accounts
A lifestyle spending account to be used towards cell phone, internet, commuting, and learning & development
Wellness stipend for your mental, emotional, or physical wellbeing needs and support
Work from Home stipend
Company
Catalant
Catalant is a software company that provides global enterprises with software solutions to access business expertise on demand.
51-200 employees
H1B Sponsorship
Catalant has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (1)
2023 (1)
2022 (3)
2021 (1)
2020 (2)
Funding
Current Stage
Late StageTotal Funding
$145.55MKey Investors
Morningside40 North VenturesGoldfinch Partners
2021-03-30Series F· $35M
2020-07-30Secondary Market
2020-01-22Series E· $35M
Leadership Team
Bill Bing
Chief Financial Officer
Recent News
General Catalyst
2025-12-08
San Diego Union-Tribune
2025-11-10
Company data provided by crunchbase