Director of Sales Operations

Job Locations US-WA-Vancouver
# of Openings


DiscoverOrg is the leading global sales and marketing intelligence tool used by over 4,000 of the world’s fastest growing companies to accelerate growth. The company itself has been named an Inc. 5000 fastest-growing company seven times. DiscoverOrg’s award-winning solutions provide a constant stream of accurate and actionable company, contact, and buying intelligence that can be used to find, connect with, and sell to target buyers more effectively – all integrated into the leading CRM and Marketing Automation Tools in the market. DiscoverOrg’s team of over 300 researchers refreshes every data point at minimum every 60 days – ensuring customers reach the right buyers with the right message at the right time.

This is a key leadership role within the company and will have a prominent seat at the table with robust interaction with executive leadership. This role will lead all sales operations efforts for DiscoverOrg and report directly to the VP of Operations.

The ideal candidate will be an expert in sales automation, process and productivity. This leader must be experienced in ground breaking change during critical junctions of company growth. They must have a good understanding of sales incentives plans and sales enablement techniques for a large inside sales team with thousands of marketing qualified leads coming in every month. 


Here's what a typical day will look like as the Director, Sales Operations:

  • Collaborate with Sales, Customer Success, Marketing, and Finance teams to design and drive scalable solutions to sales teams that best support go-to-market strategies and drive exponential growth.
  • Managing the development of continuously-evolving forecast models and methodologies.
  • Working with Sales VPs to identify problem areas and pain points within their organization.
  • Assess and design a sales operations department structure that will help an Inside Sales team scale.
  • Develop standards for sales excellence including key scorecards, agreed to guiding metrics, operational design and process.
  • Improve sales automation implementation to deal with a highly sophisticated marketing qualified lead process, including lead distribution rules, lead categorization/management and coordinated follow up with marketing.
  • Align sales leadership to develop, implement and evolve processes, sales strategies, training and tools with a focus on scalability and automation.
  • Responsible for directing the planning, staffing, budgeting and expense prioritization of sales operations team.
  • Make decisions about key elements of sales automation, including managing complex implementation, choosing new vendors and managing/coordinating 3rd-party vendors and contractors as required.
  • Work with Sales Leadership and Finance to design, implement and track compensation strategies aligned with the growth needs for the organization.


The Person: 

The ideal individual for this opportunity brings the following to the table:

  • Ability to up-level and build out the capabilities of DiscoverOrg’s sales operations team to deliver better processes, enhanced reporting & analytics, and an overall world-class sales operations experience.
  • A natural innovator with a proven ability to design new processes, automate and simplify complexity and drive results with a high degree of buy-in from sales leadership and sales teams.
  • A real analytic mind with a deep understanding of data, processes, and technology to drive sales improvement at DiscoverOrg.
  • Experience working with large sales teams, including Inside Sales, that sell to multiple market segments with different products and selling motions by segment or experience with smaller teams experiencing rapid growth.


  • 7+ years of Sales or Business Operations experience, with 10+ years preferred
  • At least 3 years’ experience leading a Sales Operations team, preferably with a SaaS company
  • experience in complex lead-driven environments
  • Expertise in MS Excel,, Marketing Automation, CPQ, Tableau, SDR Toolset and Google Sheets


We offer an attractive benefits plan with health benefits that include three medical coverage options, vision and dental coverage – HSA, dependant care FSA, 401(k) with employer match, paid parental leave, paid time off, paid sick leave, Life Insurance, Short Term and Long Term Disability Insurance, and AD&D insurance.



Why You Should Join DiscoverOrg:


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