Director, Sales Operations

🔥 0 minutes ago

🇺🇸 United States – Remote

💵 $160k - $180k / year

⏰ Full Time

🔴 Lead

📊 Sales Operations

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U.S. Green Building Council

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 1993

🏗️ Construction

🏥 Healthcare

📦 Logistics

Construction • Healthcare • Logistics

U. S. Green Building Council is a leader in promoting sustainable building practices and minimizing climate impacts through its innovative LEED (Leadership in Energy and Environmental Design) rating system. By advocating for environmentally responsible construction and development, the USGBC enhances the well-being of individuals, communities, and the planet. The council unifies a global community to advance sustainable construction and encourage energy-efficient, eco-friendly building practices.

📋 Description

• Build and lead the commercial operating foundation for USGBC/GBCI • Provide global oversight of sales operations, commercial processes, systems, analytics, and sales enablement • Establish scalable sales processes, data governance, forecasting frameworks, performance reporting, and enablement resources • Lead the Sales Operations function, including the Sales Operations Analyst and Sales Enablement Lead • Recruit or develop staff, coach and assess employees, manage workloads, and prioritize operational initiatives • Establish consistent commercial processes, reporting frameworks, and operational standards across regions • Design sales territories, account hierarchies, segmentation, assignment frameworks, lead routing, regional handoffs, partner attribution, and joint-pursuit rules • Recommend and administer quota and KPI allocations • Establish opportunity stages, pipeline reviews, commercial handoffs, and forecasting procedures • Consolidate forecasts and coordinate commercial plans with market development leadership and Finance • Own commercial data definitions, data quality standards, reporting priorities, and the Salesforce business-improvement backlog • Oversee business requirements, testing, and adoption activities while coordinating technical delivery with Technology • Lead sales enablement priorities, including onboarding, playbooks, learning resources, tools, and process adoption • Develop and implement scalable global sales enablement programs • Liaise with Marketing and Communications on campaign setup, audience segmentation, lead routing, and ROI reporting • Collaborate with Product, Client Solutions, Finance, Legal, HR, and Technology on commercial processes and operational priorities • Monitor process adoption, commercial performance, customer and partner data, costs, and capacity • Establish global sales operations reporting and performance indicators • Provide accurate and timely reporting to commercial leaders • Identify and lead operational improvements, standard operating procedures, and change-management practices • Manage team performance, operational priorities, review cadence, data standards, and enablement requirements • Recommend territory planning, quota and KPI methodologies, staffing, system investments, incentive reporting processes, and operational improvements • Escalate unresolved process issues, capacity conflicts, attribution disputes, systems risks, and proposed operational changes

🎯 Requirements

• Minimum of 10 years of progressively responsible experience in sales operations, revenue operations, commercial operations, or related B2B commercial functions • At least 5 years with substantive responsibility for sales processes, forecasting, commercial analytics, or business systems • At least 3 years of direct people-management experience • Demonstrated success building, scaling, or materially transforming a sales or revenue operations function • Expertise in pipeline governance, forecasting processes, account coverage, partner attribution, and commercial performance analysis in a complex B2B environment • Experience translating commercial needs into Salesforce business requirements and governing improvements with technical teams • Experience developing employees, managing resources, resolving commercial conflicts, and maintaining auditable reporting • Experience supporting sales operations across multiple geographic regions or international markets • Experience standardizing commercial processes, forecasting practices, and performance reporting for geographically distributed teams • Experience leading cross-functional initiatives and managing operational change in a complex, matrixed organization • Experience leading global sales or revenue operations functions supporting multiple business units, regions, or commercial models • Experience developing sales operations frameworks, reporting dashboards, or CRM governance practices from the ground up • Bachelor's degree in business administration, finance, economics, marketing, business analytics, operations management, or related field required • Advanced proficiency with Salesforce or comparable CRM platform • Advanced proficiency with Microsoft Excel, including data analysis, pivot tables, forecasting models, and performance reporting • Experience with business intelligence and data visualization tools such as Microsoft Power BI, Tableau, or comparable platforms • Proficiency with Microsoft 365 applications, including PowerPoint, Word, Outlook, Teams, and SharePoint, or comparable tools • Experience using sales reporting, forecasting, and performance management systems • Ability to define business system requirements, support user acceptance testing, and partner with technology teams on CRM enhancements, integrations, and process automation • Strong change leadership, cross-functional influence, prioritization, analytical judgment, and executive communication • Ability to lead, develop, and coach employees while managing performance and competing priorities • Strong analytical and problem-solving skills • Excellent communication, stakeholder management, and relationship-building skills • Strong strategic planning, project management, and organizational skills • Ability to balance standardized global processes with regional business needs and market conditions • High business acumen, financial literacy, and attention to detail • Commitment to USGBC and GBCI missions and interest in advancing sustainability in the built environment • Professional certifications in Salesforce, revenue operations, business analytics, project management, or change management preferred • LEED Green Associate or LEED AP credential preferred • Ability to work Monday to Friday, 9:00 AM to 5:30 PM in the candidate's time zone • Flexibility to coordinate meetings across international time zones • Ability to travel for domestic or international team meetings, customer and partner engagements, and organizational events as needed

🏖️ Benefits

• Competitive compensation • 401(k) with employer matching • Professional development reimbursement • Healthcare plan through Cigna including medical, dental, vision, and prescription drugs • Employer-paid healthcare premiums • Health Reimbursement Arrangement (HRA) assisting with in-network medical deductible • 12 paid holidays • 9 paid personal sick days • 2 to 3 weeks PTO based on career level • Operations closed for a full week between Christmas and New Year’s • 6 weeks paid renewal leave after 7 years of continuous service • Purpose-driven, inclusive culture • Opportunities to grow your career and take ownership of meaningful work • Opportunity to make a measurable impact on global sustainability efforts

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