Director of Sales Operations

The Director of Sales Enablement and Operations is a strategic role that leads the design and execution of a comprehensive learning, certification, and onboarding program that drives sales performance, financial outcomes, and smooth integration of newly acquired community sales leaders. This role involves overseeing sales operations to ensure streamlined and efficient sales processes while collaborating with sales leadership to drive operational excellence, improve team capabilities, and support revenue growth.

Required Experience and Skills for Success:

• Bachelor’s degree in business, marketing, sales or a related field. An MBA or similar advanced degree is a plus.
• At least 8-10 years of experience in sales, with a strong background in sales operations, sales training, or a combination of both.
• Proven track record of leading sales operations teams and developing and executing successful training programs that lead to measurable gains in new sales, retention, and employee satisfaction.
• Extensive experience with CRM systems, sales technologies, and reporting tools (e.g., Salesforce, HubSpot, etc.).
• Project management experience is a plus.
• Strong leadership and team management experience, particularly in driving performance improvement.
• Strong understanding of sales processes, performance metrics, and best practices.
• Expertise in sales training methodologies and curriculum development.
• Advanced skills in data analysis, reporting, and presenting insights to leadership.
• Excellent communication, presentation, and interpersonal skills.
• Ability to lead and influence cross-functional teams in a fast-paced environment.
• Strategic thinker with a results-driven approach to sales operations and training.
• Strong problem-solving abilities and a focus on continuous improvement.
• Adaptable and comfortable working in a dynamic, evolving environment.
• Passionate about coaching, mentoring, and developing talent.

Primary Responsibilities:

• Strategic Learning, Training, and Development: Develop and implement comprehensive sales training programs, including onboarding, product knowledge, sales methodologies, and skills development. Design training content and programs that address both the needs of new hires and the continuous development of existing sales team members, including travel-based in-person training, virtual learning, job shadowing, and leadership integration. Develop and execute a company-wide certification program focused on sales excellence, community engagement, and financial impact. Provide ongoing coaching, mentoring, and support to ensure the team remains proficient in sales techniques, tools, and processes. Support Regional and Executive leaders by owning the onboarding process and enabling a smooth transition into long-term support structures. Develop evergreen educational content and workshops that promote long-term growth, engagement, and KPI execution for existing sales team members.
• Sales Operations Optimization: Oversee and streamline the sales processes and workflows to ensure efficiency and effectiveness. Implement, manage, and optimize sales technologies (CRM, automation tools, etc.) to improve team productivity. Collaborate with leadership to develop and execute sales strategies, aligning operational efforts with business goals. Monitor and report on sales performance through KPIs and metrics, providing actionable insights to optimize sales efforts.
• Performance Alignment and Financial Impact: Track the effectiveness and assess ROI of training initiatives to ensure onboarding and ongoing education directly drive financial objectives, including occupancy growth, revenue per unit, retention rates, and community profitability. Establish a framework for continuous learning and professional development within the sales team, ensuring they stay updated with industry trends and evolving company goals. Collaborate with Operational leaders to evaluate sales performance regularly, analyze trends, and deliver customized training to address performance gaps.
• Sales Analytics and Reporting: Lead the creation and maintenance of sales dashboards and reporting tools to track key performance metrics. Analyze sales data to identify trends, forecast potential opportunities, and improve sales strategies. Provide regular reports and presentations to senior leadership regarding sales performance, training outcomes, and operational effectiveness.

General Working Conditions: This position entails standing for long periods of time. While performing the duties of this job, the employee is required to communicate effectively with others, sit, stand, walk, and use hands to handle keyboard, telephone, paper, files, and other equipment and objects. The employee is occasionally required to reach with hands and arms. This position requires the ability to review detailed documents and read computer screens. The employee will occasionally lift and/or move up to 25 pounds. The work environment requires appropriate interaction with others. The noise level in the work environment is moderate. Travel to different locations will be required.