Director of Sales Operations

Job title: Director of Sales Operations

About the Role The Director of Sales Operations is responsible for guiding the strategic direction and execution of teams that support Scholastic Education’s commercial capabilities. This role enhances revenue effectiveness by establishing measurable processes to improve efficiency in channel execution and setting growth objectives. The Director works closely with sales, operations, product, marketing and finance to develop strategies, implement performance metrics, design and deliver enablement and training programs, and ensure alignment on priority projects and improvement initiatives.

What You'll Do

• Collaborates with sales and channel leadership to achieve growth goals, aligning go-to-market strategies across acquisition, utilization, and retention.
• Builds strong relationships with stakeholders and facilitates meetings to review reports, track insights, prioritize demands, and approve enterprise data definitions.
• Leads Sales Operations, including strategy, process optimization, technology, territory planning process, commission plans, lead-to-deal processes, and sales enablement.
• Owns the revenue tech stack (SalesForce.com) and adoption as well as recommending, adopting and implementing new tools as needed.
• Works with the CRO and CTO to align technology strategy and ensure data integrity in commercial systems.
• Supports bookings and revenue growth by providing data insights to improve win rates, expand the client base, and enhance sales processes.
• Defines key metrics and dashboards, leading sales reporting and implementing data analysis best practices to boost productivity.
• Ensures data integrity in CRM and other tools, providing analytical insights for confident decision-making.
• Develops and deploys data insights and visualizations, connecting product, marketing, and sales through the customer journey.
• Provides analysis to support key decisions and aids sales leadership in understanding pipeline, forecasts, and KPIs.
• Leads projects on customer health, process refinement, systems implementation, and data infrastructure.
• Drives revenue strategy execution across customer segments, ensuring efficient and aligned sales, marketing, and customer experience processes.
• Integrates planning, forecasting, and budgeting with other processes.
• Designs and implements training programs for sales and go-to-market teams, focusing on client expansion and retention as well driving efficiency through best practices and use of enterprise systems.
• Oversees sales compensation plans and collaborates with leadership to design competitive incentive programs.
• Works with accounting, finance, and HR to establish sales compensation rules and procedures.

What We're Looking For

• Senior experience leading Sales Operations and revenue enablement, with a track record of aligning GTM functions across sales, marketing, and customer success.
• Strong data governance and CRM stewardship, particularly with Salesforce.com, and the ability to translate data into actionable insights.
• Collaborative leadership style with CRO, CTO, COO and other executives, and ability to influence across functions.
• Deep analytical capability, proficiency in dashboards, metrics, forecasting, and KPI development.
• Experience driving revenue growth through process automation, enablement programs, and go-to-market strategy alignment.
• Excellent communication and stakeholder management, with ability to facilitate cross-functional reviews and governance discussions.
• Understanding of budgeting, planning, and resource allocation in a sales context.