We are seeking an experienced Director, Sales Operations to play a pivotal role in driving Replit's evolving go-to-market strategy. This role is a strategic business partner to Sales leadership, responsible for driving operational excellence, revenue predictability, and scalable growth.
Responsibilities
- Partner closely with the sales leadership and other senior leaders across Go to Market to drive and operationalize GTM strategy and global growth
- Lead strategic and operational GTM planning, and drive excellence in execution
- Lead and build a high-performing Sales Operations team; Set clear priorities, success metrics, and development paths for your team
- Drive executive level business presentations (i.e. Business Reviews)
- Lead key sales productivity initiatives focused on customer success, bookings growth, pipeline development and ecosystem alignment
- Design territory, account segmentation, capacity, and quota models to improve growth and productivity
- Deliver actionable insights on pipeline health, deal velocity, win rates, and sales performance
Required Skills & Experience
- 10+ years of experience in Sales Operations, Revenue Operations, or related roles, with significant enterprise focus
- 6+ years leading teams in a complex, matrixed B2B environment
- A high-performance people leader, experience leading and developing a strong regional team with a track record of engaging and growing diverse talent to greater success
- Skilled with data, analysis, and delivering insights
- Deep expertise in enterprise GTM models, forecasting, quota/territory design, and pipeline management
- Proven track record of improving forecast accuracy, pipeline quality, and revenue predictability at scale
- Deep understanding of sales motions, processes, go-to-market processes, and supporting technologies (CRM, analytics,).
- Strong executive communication skills, both interpersonal and written, and influence; skilled at translating complexity into clarity
- Strong analytical and storytelling skills; ability to translate data into executive-ready insights
- Ability to diagnose complex, ambiguous business problems and translate them into clear operating plans, processes, and metrics
- Experience inspiring change management across large sales organizations, including process adoption, tool rollout, and behavioral change
Bonus Qualifications
- Active Replit user with understanding of developer tools and coding platforms
- Experience at a high-growth SaaS company or developer-focused platform
- Background in finance, accounting, or business operations
- Experience with sales enablement and training programs
- Experience with consumption-based or usage-based revenue models in addition to traditional SaaS contract structures
- Have experience integrating AI/ML capabilities into business systems to drive automation and predictive insights
- Have experience with international GTM operations and multi-currency, multi-entity commercial systems
Full-Time Employee Benefits Include:
- Competitive Salary & Equity
- 401(k) Program with a 4% match
- Health, Dental, Vision and Life Insurance
- Short Term and Long Term Disability
- Paid Parental, Medical, Caregiver Leave
- Commuter Benefits
- Monthly Wellness Stipend
- Autonomous Work Environment
- In Office Set-Up Reimbursement
- Flexible Time Off (FTO) + Holidays
- Quarterly Team Gatherings
- In Office Amenities
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