StepStone Group · 1 month ago
Senior Director - Sales Operations
117 Kendrick St, Needham Heights, MA 02494, USA
Full-time
Onsite
Senior Level, Lead/Staff
10+ years expStepStone Group is a leader in programmatic recruitment advertising technology and services. The Senior Director - Sales Operations will drive, optimize, and scale the sales operations function, collaborating with leadership and cross-functional teams to enhance operational excellence and revenue growth.
BankingFinancial ServicesFinTechReal Estate InvestmentVenture Capital
Responsibilities
Sales Strategy & Planning: Collaborate with executive leadership to develop and execute sales strategies, oversee annual planning, manage territories, and allocate resources to achieve revenue targets
Process Optimization: Identify key areas for improvement across the sales organization, focusing on operational efficiencies, top line growth, bottom line impact, and process optimization
Executive Reporting: Collaborate with executive team to ensure sales initiatives are aligned to short and long-term business strategies using key performance indicators (KPIs) to measure the impact of sales performance and initiatives and ensure measurable return on investment and bottom-line EBITDA impact
Sales Compensation Design & Execution: Lead the development of sales compensation plans, quotas, and territories in coordination with the Sales, People and Finance teams to ensure accurate alignment of sales strategy and compensation
Sales Forecasting & Analytics: Collaborate closely with sales leadership & finance on forecasting, pipeline management, sales performance against targets and provide regular forecasting updates to the executive team, including resolving issues and adapting strategies, as needed to respond to evolving needs and challenges
Sales Compensation & Incentives: Design, administer, and evaluate sales compensation plans, quotas, and incentive programs to motivate performance and ensure fairness
Technology Management: Ensure Salesforce platform, including the tools and systems associated, enable the Sales team to get the most out of the system, work on continuous improvement and how the system can help the Sales team in their day-to-day work
Cross-functional Collaboration: Foster strong partnerships with Sales, Marketing, Product, Customer, Finance, and IT teams to align goals, streamline processes, and drive collaboration across departments
Team Leadership: Lead and inspire a high-performing sales operations team, providing guidance, mentorship, and support to achieve individual and collective success. Recruit, train, and develop talent to build a capable and motivated operations organization
Change Management: Lead change initiatives including mergers/acquisitions, product launches, and market expansions
Compliance & Risk Management: Ensure sales operations adhere to legal, regulatory, and company standards, mitigating risks and safeguarding data integrity
Strong Culture: Foster a positive and inclusive work environment, promoting employee engagement, professional growth, and retention
Qualification
Required
Proven track record leading and scaling sales operations teams in high-growth companies
Analytical and quantitative skills with an ability to use data and metrics to back up assumptions, develop business cases, and complete root cause analyses
Strong analytical, strategic thinking, and problem-solving skills
Ability to foster a culture of excellence, collaboration, and growth
Expertise in driving organizational transformation and operational efficiency
Serve as a thought leader within the organization, bringing industry best practices to the table and acting as a change agent to drive accountability within the sales organization
High level of integrity, professionalism, and business acumen
Experience with financial analysis and business performance measurement
Excellent leadership, communication, and interpersonal skills, with the ability to influence and inspire others
Strong ability to drive change and navigate ambiguity to enable results in a fast-paced environment
Bachelor's degree in Business, Finance, Operations, or a related field
10+ years of progressive experience in sales operations, preferably within SaaS or a technology-driven environment
Expertise in CRM and sales technology platforms (e.g., Salesforce, HubSpot), analytics tools, and process automation
Experience in managing large-scale, complex projects involving cross-functional teams
Previous leadership experience in working closely with senior management
Preferred
Master's Degree is a plus
Familiarity with emerging technologies such as AI, data analytics, cloud computing, and automation
Benefits
Competitive compensation and comprehensive benefits
Dedicated employee networks
Fun gatherings
Delicious food
Welcoming furry friends into our workspace
Company
StepStone Group
StepStone Group provides investors with customized portfolios that integrate primaries, secondaries, and co-investments.
1001-5000 employees
Funding
Current Stage
Public CompanyTotal Funding
$205M2024-09-09Post Ipo Secondary· $205M
2020-09-16IPO
Leadership Team
Andy Jones
Senior Managing Director
Bruna Riotto
Managing Director
Recent News
2026-01-23
2026-01-22
Company data provided by crunchbase