Overview
The Senior Director of Sales Operations is a strategic and operational leader responsible for driving revenue performance, process efficiency, and commercial effectiveness across the sales organization. This role will lead four core functions: Sales Process, Reporting, Salesforce Business Partnership, and Account Management Leadership. Based in our Atlanta office with a hybrid schedule, this leader will work cross-functionally to scale high-performance systems, elevate customer success, and optimize sales operations. Travel up to 30% is expected to support field engagement, team leadership, and client alignment.
Benefit Information:
ABM offers a comprehensive benefits package. For information about ABM’s benefits, visit Employee Benefits | Staff & Management
Key Responsibilities
Strategic Sales Leadership
- Design and implement a forward-looking Sales Operations strategy aligned with business goals and growth objectives.
- Partner with Sales, Marketing, Finance, and Operations executives to ensure integration and alignment across the customer lifecycle.
- Serve as a senior leader driving execution discipline, seller productivity, and commercial consistency.
Sales Process
- Lead the design, implementation, and continuous improvement of standardized sales processes across all business units.
- Ensure process alignment with go-to-market strategy, sales methodologies, and organizational objectives.
- Identify and remove operational bottlenecks to improve seller efficiency and shorten sales cycles.
- Partner with cross-functional teams to streamline opportunity management, forecasting, and customer handoffs.
Reporting
- Oversee the development and delivery of accurate, actionable sales reports and performance dashboards.
- Ensure Salesforce data integrity, governance, and consistency to support reliable reporting and analytics.
- Build and maintain executive-level reporting to track key metrics such as pipeline health, forecast accuracy, and sales productivity.
- Partner with Sales and Finance leadership to align reporting outputs with strategic decision-making and performance management processes.
Salesforce Business Partnership
- Serve as the primary business lead for Salesforce strategy, architecture, and optimization.
- Partner with IT and CRM development teams to align business requirements with system capabilities.
- Define priorities for enhancements, integrations, and automation to support scalable, efficient sales processes.
- Drive user adoption, training, and governance to ensure Salesforce remains a strategic enabler of business success.
Account Management Leadership
- Provide leadership and strategic oversight of the Account Management function, focused on customer retention, expansion, and satisfaction.
- Drive consistency in account planning, client engagement models, and performance expectations.
- Support vertical-specific and enterprise account strategies across diverse markets.
Travel
- Willingness and availability to travel up to 30% for field leadership, executive meetings, customer engagement, and team development activities.
Qualifications & Experience
- 10+ years in Sales Operations, Revenue Operations, or Commercial Leadership roles.
- Experience managing cross-functional teams and sales support functions at scale.
- Strong background in enterprise B2B environments, including sales process design, CRM strategy, and operational reporting.
- Deep experience managing Salesforce CRM, including architecture, governance, and optimization.
- Familiarity with BI tools (e.g., Tableau, Power BI) and sales planning models.
- Proven track record of leading transformation initiatives and delivering measurable sales impact.
- Strong executive communication and team leadership skills.
Leadership Competences
- Strategic Thinking & Execution – Converts strategy into impactful operational plans and measurable execution.
- Sales-Centric Mindset – Champions tools, processes, and structures that drive seller effectiveness.
- Cross-Functional Influence – Navigates complex organizational structures to drive alignment and adoption.
- Change Leadership – Effectively leads through transformation and drives buy-in across diverse stakeholders.
- Team Building – Attracts, develops, and retains top talent across sales support and customer-facing functions.
