Director, Sales Operations

About this role

Overview

Esri’s Sales Operations team drives efficiency, scalability, and insight across our enterprise sales organization. As Director of Sales Operations, you lead a team responsible for optimizing processes, tools, forecasting, and performance metrics that empower our sales force to succeed. You are both a strategist and an operator, ensuring operational excellence, enabling growth, and aligning sales execution with business priorities. With deep expertise in enterprise sales and sales operations, you guide decision-making across organizational lines and shape best practices that set the standard for the company.

Responsibilities

• Strategic Leadership. Build and lead a high-performing sales operations organization spanning strategy, revenue operations, and business technology. Foster accountability, collaboration, and execution excellence while developing talent and leadership capability.

• Operational Strategy and Process Design. Partner with senior leadership to design and optimize cross-functional sales and operational processes across all sales channels. Drive measurable improvements in efficiency, scalability, and alignment to company objectives.

• Sales Operations Excellence. Oversee forecasting, reporting, pipeline management, and goal setting to ensure data-driven decisions and predictable performance. Continuously refine processes to meet evolving market and business needs.

• Technology and Systems Enablement. Lead the strategy and adoption of CRM and sales technology platforms. Ensure tools and data insights empower sellers, streamline workflows, and accelerate business outcomes.

• Change Leadership. Guide organizational and process change with frameworks that engage stakeholders and drive adoption. Align new systems and ways of working to strategic priorities.

• Strategic Decision-Making. Assess complex business challenges across functions, balancing risk and opportunity to make timely, high-impact decisions. Delegate effectively while maintaining ownership of outcomes.

• Cross-Functional Alignment. Serve as a trusted partner to across Esri. Align initiatives, remove barriers, and drive company-wide collaboration toward shared goals.

• Performance Insight and Analytics. Define and communicate key metrics that measure sales effectiveness, operational health, and revenue performance. Lead the creation of reporting frameworks and dashboards that inform executive decisions.

• Sales Planning and Growth Enablement. Lead strategic sales planning, including territory design and goal setting, grounded in market insights and performance analytics. Ensure plans translate into actionable, high-impact execution.

Requirements

• 10+ years of experience in sales operations with demonstrated success leading multiple teams

• 8+ years of experience supporting enterprise sales providing solutions to businesses

• Demonstrated track record of implementing progressive processes and advanced technologies to optimize sales and marketing workflows in support of productivity and revenue growth

• Expertise in business process modeling, operations, and sales planning

• Successfully implemented a CRM system that improved lead tracking and increased sales conversion rates by a specific percentage

• Developed automated email campaigns that resulted in a measurable increase in customer engagement and sales

• Analyzed sales data to identify underperforming areas and implemented strategies that led to improved sales performance

• Skilled in metrics, performance management, and forecasting

• Experienced in leading cross-functional change initiatives

• Decisive and effective under risk and ambiguity

• Proven success managing matrixed teams and collaboration

• Strong leadership, communication, and stakeholder influence

• Ability to travel domestically or internationally 25-50%

• Bachelor’s degree in business, operations, or related field required

• Visa sponsorship is not available for this posting. Applicants must be authorized to work for any employer in the U.S.

Recommended Qualifications

• MBA or advanced degree in business operations

• Experience leading sales operations in a large, complex, or global enterprise

• Proven track record of developing and institutionalizing operations best practices

• Advanced expertise in analytics, financial modeling, and sales performance optimization

• Strong executive presence with ability to present to senior leadership and influence strategy

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