The Director, Sales Operations Management
leads a team responsible for commercial deal support, proposal development, pricing strategy, deal modeling, and sales enablement while remaining actively engaged in the organization's most strategic opportunities.
This is a hands-on leadership role responsible for developing talent, scaling commercial capabilities, and establishing repeatable processes while personally supporting high-impact enterprise opportunities. The Senior Manager acts as both a people leader and a strategic partner to Sales leadership, driving consistency in commercial execution across the business.
What you get to do in this role
Team Leadership & Capability Development
- Lead, coach, and develop a team of Deals Operations and Commercial Strategy professionals.
- Establish performance goals, career development plans, and operational priorities.
- Create scalable processes, tools, and templates that improve deal quality and sales productivity.
- Foster a culture of collaboration, customer focus, and continuous improvement.
Strategic Deal Engagement
- Personally support the organization's largest, most complex, and highest-priority opportunities.
- Partner with Sales Leadership on commercial strategy and deal execution.
- Review and provide guidance on pricing models, proposals, and solution recommendations created by team members.
- Act as an escalation point for complex commercial scenarios.
Customer-Facing Proposal & Commercial Strategy
- Oversee creation of customer-facing proposals, executive presentations, pricing summaries, and business cases.
- Ensure commercial narratives clearly communicate value, pricing rationale, and solution recommendations.
- Drive consistency in proposal quality, messaging, and commercial positioning.
Product & Use Case Alignment
- Partner with Product, Solution Consulting, and Sales teams to ensure customer requirements are effectively translated into commercial recommendations.
- Guide sales teams on product selection, packaging, and strategic positioning.
- Ensure proposed solutions align with customer goals and organizational priorities.
Sales Enablement & Operational Excellence
- Develop programs that increase seller competency in commercial discussions, pricing strategy, and proposal effectiveness.
- Establish reporting and metrics to evaluate deal support effectiveness and sales adoption.
- Identify opportunities to streamline deal workflows and improve sales productivity.
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Director Sales Operations Management - Deal Desk (Security) employer: ServiceNow, Inc.
Veza is an exceptional employer that champions innovation and diversity, providing a dynamic work environment in Redwood City, California. Employees benefit from the resources of a large enterprise while enjoying the agility and mission-driven focus of a pioneering security innovator. With ample opportunities for professional growth and a culture that values collaboration and creativity, Veza empowers its team members to make a meaningful impact in the field of identity security.
