Description DIRECTOR OF SALES OPERATIONS US REMOTE; DRAPER, UT, MOUNTAIN VIEW, CA; RALEIGH, NC EGNYTE YOUR CAREER. SPARK YOUR PASSION. About Egnyte Egnyte is a place where we spark opportunities for amazing people. We believe that every role has a great impact, and every Egnyter should be respected. When joining Egnyte, you’re not just landing a new career, you become part of a team of Egnyters that are doers, thinkers, and collaborators who embrace and live by our values: Egnyte is the secure multi-cloud platform for content security and governance that enables organizations to better protect and collaborate on their most valuable content. Established in 2008, Egnyte has democratized cloud content security for more than 22,000 organizations, helping customers improve data security, maintain compliance, prevent and detect ransomware threats, and boost employee productivity on any app, any cloud, anywhere. For more information, visit www.egnyte.com . Our Director of Sales Operations is not just a seasoned professional; they are a visionary leader at the forefront of enhancing sales efficiency and driving Egnyte's revenue engine. As we scale, you will operate at the intersection of strategic leadership and hands-on sales operations expertise, leading initiatives that directly impact our aggressive growth targets. What You’ll Do End-to-End Sales Process Excellence • Analyze and optimize complete sales lifecycle from lead hand-off/prospecting through deal closure across multiple sales motions • Design flexible systems and processes optimized for a complex GTM motion (vertical, self-serve/direct/partner, new logo and upsell/cross-sell, small–enterprise, private/government) • Drive and implement territory planning, quota management, and ROE strategies for global sales organization • Drive sales methodology adoption and process compliance Multi-Motion Sales Operations • Develop and optimize processes for vertical GTM strategies across AEC, Financial Services, and Life Sciences markets • Coordinate operational workflows between direct sales and channel/partner sales motions • Design scalable processes that accommodate deal complexity from sub-$10K SMB to $1M+ enterprise and government contracts • Ensure seamless integration between new logo acquisition and customer expansion sales activities Sales Technology Leadership • Collaborate with cross-functional teams to manage Salesforce configuration and optimization • Partner with cross-functional teams on sales technology integration and functionality • Lead evaluation and deployment of new sales technologies to enhance team productivity and revenue generation • Ensure data quality and reporting accuracy across all sales systems and multiple sales motions Data-Driven Performance Management • Utilize advanced data analytics to provide insights into sales performance, trends, and optimization opportunities • Develop and present regular reports to senior management highlighting key performance metrics across all sales motions • Establish and monitor sales KPIs including quota attainment, pipeline health, and deal velocity by segment and motion • Drive continuous sales productivity improvements through process and technology optimization Forecasting & Planning Excellence • Collaborate with sales leadership to develop accurate sales forecasts and annual plans • Monitor performance against forecasts and implement adjustments as needed across global teams • Partner with Revenue Analytics team on predictive modeling and sales intelligence • Support strategic planning for vertical market expansion and international growth Cross-Functional Collaboration • Work closely with Marketing Operations, Customer Operations, and Partner Operations teams • Ensure alignment of sales operations with overall business objectives and revenue goals • Facilitate seamless handoff processes between marketing, xDR, Sales, and Customer teams to ensure optimal customer experience • Coordinate with Finance on commission plan administration and revenue recognition processes Sales Enablement Partnership • Partner with Sales Enablement team on strategy development and implementation • Ensure operational processes are effectively communicated and adopted by sales teams through enablement programs • Collaborate on training content to drive process compliance and methodology adoption • Coordinate with Sales Enablement to optimize onboarding and ongoing sales team development Team Leadership • Lead and develop team of Sales Operations professionals • Foster a culture of continuous improvement and operational excellence • Develop talent pipeline and career progression paths for operations professionals • Drive cross-functional collaboration and stakeholder management Your Qualifications Experience & Leadership • 7-10 years in Sales Operations with 3+ years managing high-performing teams • Proven experience as a successful Director of Sales Operations or similar leadership role in B2B SaaS • Track record of scaling sales operations through $200M+ ARR growth phases • Experience with complex sales environments including multiple segments and international operations Technical & Analytical Skills • Expert-level Salesforce administration and Salesforce CPQ implementation experience • Proficiency with Tableau or other advanced BI platforms; strong business intelligence experience required • Advanced data analysis skills with ability to derive actionable insights from complex datasets • Experience with sales technology integration, reporting platforms, and data visualization • Strong analytical and problem-solving skills with focus on data-driven decision-making Strategic Capabilities • Demonstrated ability to optimize end-to-end sales processes across multiple sales motions (vertical GTM, channel/partner, new logo, expansion) • Experience designing flexible systems and processes for diverse market segments from SMB to Enterprise • Proven track record managing global sales operations and complex deal environments including government sales • Understanding of subscription business models, land-and-expand strategies, and partner channel coordination • Experience in compensation plan design and cross-functional collaboration with Sales Enablement teams Communication & Collaboration • Excellent communication and collaboration skills across all organizational levels • Ability to influence and drive change in complex, cross-functional environments • Strong presentation skills with experience reporting to senior leadership • Experience facilitating alignment between sales and other departments What Success Looks Like • Sales team consistently exceeds quota targets with improved efficiency metrics across all sales motions • Forecast accuracy within 5% variance by week 6 of quarter • Sales cycle optimization and deal velocity improvements across SMB through Very Large Organizations • Effective cross-functional collaboration with Marketing, all Sales functions, Finance, and Customer teams • Seamless integration between direct sales, channel partners, and customer expansion processes • Effective collaboration with Sales Enablement team resulting in high process adoption rates • High-performing, engaged sales operations team with low turnover Compensation • Our compensation reflects the cost of labor across multiple U.S. geographic locations, and pay varies based on defined markets. The standard base pay range for this position across the U.S. is $185k - $205k annually. Pay varies by work location and may also be dependent on job-related skills, knowledge, and/or experience. During the interview and/or hiring process, your recruiter can share more information about the compensation package specific to the role and job location. Benefits • Competitive salaries and comprehensive benefits • Flexible hours and generous time off (RTO, Responsible Time Off) to help support your work-life balance • Paid holidays and sick time • 401(k) Retirement Plan (Traditional, Roth and Mega Backdoor Roth) • Health Savings Account (HSA) with a generous employer contribution • Up to 12wks of paid Parental and 10wks Adoption Leave to help you grow your family • Modern and collaborative offices located in Spokane, WA; Draper, UT; Raleigh, NC; Mountain View, CA; Reading, England, and Poznan, Poland • Gym, cell phone, and internet reimbursement • Free well-being apps such as Spring Health for Guardian are offered, as well access to our Employee Assistance Program (EAP) • Modern Health, a wellness benefit that offers 12 therapy and 12 coaching sessions for employees and dependents • Perks include discounted pet insurance, electronics, theme park tickets, travel, plus more • Your own Egnyte account with lifetime access Equal Employment Opportunity Egnyte, Inc. is an Equal Opportunity Employer that does not discriminate on the basis of actual or perceived race, color, creed, religion, national origin, ancestry, citizenship status, age, sex or gender (including pregnancy, childbirth, pregnancy-related conditions, and lactation), gender identity or expression (including transgender status), sexual orientation, marital status, military service and veteran status, physical or mental disability, genetic information, or any other characteristic protected by applicable federal, state, or local laws and ordinances. Egnyte, Inc.'s management team is dedicated to this policy with respect to recruitment, hiring, placement, promotion, transfer, training, compensation, benefits, employee activities, access to facilities and programs, and general treatment during employment. Commitment To Diversity, Equity, And Inclusion At Egnyte, we celebrate our differences and thrive on our diversity for our employees, our products, our customers, our investors, and our communities. Our global Egnyte Employee Communities (EECs) support representation and inclusion across our diverse workplace. Egnyters are encouraged to bring their whole selves to work and to appreciate the many differences that collectively make Egnyte a higher-performing company and a great place to be. Any employees with questions or concerns about equal employment opportunities in the workplace are encouraged to bring these issues to the attention of [email protected] . Egnyte, Inc. will not allow any form of retaliation against employees who raise issues of equal employment opportunity. If employees feel they have been subjected to any such retaliation, they should contact [email protected] . To ensure the workplace is free of artificial barriers, violation of this policy including any improper retaliatory conduct will lead to discipline, up to and including discharge. All employees must cooperate with all investigations conducted pursuant to this policy.