This role reports to the North America Sales Operations Leader and is accountable for driving the operating rigor and execution discipline required to deliver the North America Infrastructure Solutions Group (ISG) business targets, including revenue, pipeline, and growth objectives.
The Director serves as a strategic partner to the ISG North America Leadership Team, ensuring the business operates with a consistent cadence, clear performance visibility, and strong alignment from strategy through frontline execution. This role will lead a team of Sales Operations leaders and specialists supporting ISG, enabling predictable execution, scalable growth, and data-driven decision-making across the infrastructure business.
This is a highly visible leadership role requiring strong business acumen, executive presence, and the ability to translate complex data into clear, actionable insights that drive outcomes.
The ideal candidate will have a proven track record of building high-performing teams, shaping operating models, and influencing senior stakeholders in a matrixed environment.
RESPONSIBILITIES
- Own the ISG North America sales operating cadence, ensuring consistent execution and alignment from leadership to frontline
- Drive performance against all ISG targets, strengthening forecast accuracy, pipeline health, and accountability
- Lead and develop a high-performing Sales Operations organization, building strong leadership capability and a scalable team model
- Shape business decisions through insights, identifying risks, root causes, and opportunities to accelerate growth
- Define and optimize coverage, segmentation, and quota planning, aligning resources to highest-impact growth areas
- Establish and enforce pipeline management and quality standards, improving conversion, deal velocity, and overall funnel health
- Partner cross-functionally to align on priorities and execute key ISG initiatives
- Lead strategic initiatives and continuous improvement efforts, including tools, reporting, and operating model evolution
Basic Qualifications:
- 10+ years of Sales Operations or related experience, with increasing scope and leadership responsibility
- 5+ years leading and developing high-performing teams, including people leaders
Preferred Qualifications:
- Strong business and financial acumen, with ability to connect operational drivers to revenue outcomes
- Experience designing and scaling sales operating cadences, processes, and coverage models
- Proven ability to operate at both strategic and execution levels in a matrixed organization
- Exceptional analytical and problem-solving skills, with ability to translate data into clear actions
- Executive-level communication and stakeholder management skills
- Experience with CRM and analytics tools (e.g., Dynamics, Power BI, SQL) preferred
- Bachelor’s degree in business or related field
