Director, Sales Operations
About Toptal
Toptal is a global network of top talent in business, design, and technology that enables companies to scale their teams, on-demand. With $200+ million in annual revenue and team members based around the globe, Toptal is the world’s largest fully remote workforce.
We take the best elements of virtual teams and combine them with a support structure that encourages innovation, social interaction, and fun. We see no borders, move at a fast pace, and are never afraid to break the mold.
Job Summary:
As the Director, Sales Operations, you will be responsible for leading a team of Sales Operations Analysts and Managers, while fostering a culture of continuous improvement, collaboration, and data-driven decision-making. You will be responsible for optimizing sales forecasting, targets and quotas, pipeline management, compensation structures, and system processes to enhance the effectiveness of the sales organization.
This role requires a strategic thinker who can leverage market intelligence, automation, and technology solutions to drive efficiency and improve sales execution. The ideal candidate has a deep understanding of sales operations, process optimization, and performance metrics that drive results.
This is a remote position. We do not offer visa sponsorship or assistance. Applicants must be authorized to work in the US at the time of hire. Resumes and communication must be submitted in English.
Responsibilities:
The following information is intended to describe the general nature and level of work being performed. It is not intended to be an exhaustive list of all duties, responsibilities, or required skills.
We are looking for a leader with a strong sales operations background and a passion for driving efficiency and performance. Key responsibilities include:
- Lead and support a team of Sales Operations Analysts and Managers, ensuring seamless account assignments (onboarding and offboarding), territory management, and client segmentation while fostering a culture of continuous improvement and professional growth.
- Own and manage sales targets, quotas, and pipeline performance for ENT and SMB, leveraging data-driven insights to drive decision-making.
- Collaborate with Finance to define and evolve forecasting models, analyze historical results, and develop strategic recommendations.
- Design, manage, and troubleshoot sales compensation plans, including commission structures and performance metrics, ensuring alignment with business objectives.
- Define and implement a framework for portfolio efficiency and performance, identifying opportunities for optimization and driving strategic improvements.
- Develop and execute a territory planning strategy, ensuring optimal coverage, resource allocation, and sales performance.
- Lead the operationalization of sales plays, ensuring execution excellence and alignment with strategic initiatives.
- Oversee and improve account assignment strategies, including onboarding and offboarding processes, to maintain efficiency and sales continuity.
- Identify and implement automation opportunities, process improvements, and sales tool integrations to enhance operational efficiency.
- Coach and mentor team members, provide feedback, conduct performance reviews, and implement performance improvement plans, if needed.
In the first week, expect to:
- Onboard and integrate into the organization.
- Familiarize yourself with sales processes, tools, and reporting structures.
- Meet key stakeholders, including sales leadership, revenue operations, and finance teams.
In the first month, expect to:
- Conduct a deep dive into existing forecasting models, compensation structures, and pipeline processes.
- Evaluate the current sales technology stack and identify areas for optimization.
- Establish priorities for process improvements and automation initiatives.
In the first three months, expect to:
- Propose enhancements to forecasting models and pipeline management.
- Drive initial process improvements and automation strategies to improve sales efficiency.
- Propose updates in sales compensation structures to align with business objectives to drive performance.
In the first six months, expect to:
- Execute enhancements to forecasting models and pipeline management.
- Execute updates on sales compensation to align with business objectives.
- Propose a revised portfolio and territory strategy for Enterprise Sales.
- Deliver measurable improvements in sales operations efficiency, forecasting accuracy, and sales execution.
- Establish a robust framework for data-driven decision-making across sales leadership.
- Ensure continuous optimization of sales processes, systems, and tools to support growth and scalability.
In the first year, expect to:
- Ensure complete understanding and adoption of sales productivity tools.
Qualifications and Job Requirements:
- Bachelor’s degree is required.
- 8-12 years of experience in Sales Operations, Revenue Operations, or a related field, with at least 3-5 years in leadership roles.
- Proven experience managing and scaling sales operations teams, driving process improvements, and optimizing sales tools.
- Strong background in sales forecasting, pipeline management, and sales performance analytics to support data-driven decision-making.
- Experience designing and managing sales compensation plans, quotas, and performance metrics.
- Hands-on expertise with CRM (Salesforce required), sales automation tools (Salesloft, Gong, LinkedIn Sales Navigator), and data analytics platforms.
- Experience leading system integrations and implementing automation to enhance sales efficiency.
- Strong understanding of B2B SaaS sales processes and go-to-market strategies.
- Ability to collaborate cross-functionally with Sales, Marketing, Finance, and Engineering to align sales operations with business goals.
- Proven track record of driving operational excellence, identifying gaps, and implementing scalable solutions.
- Outstanding written and verbal communication skills.
- Ability to work in a fast-paced, rapidly growing company and handle a wide variety of challenges, deadlines, and a diverse array of contacts.
- You must be a world-class individual contributor to thrive at Toptal. You will not be here just to tell other people what to do.
Essential Job Functions
- Regularly and reliably attend scheduled virtual team meetings on camera.
- Work independently with minimal supervision.
- Use all required digital collaboration tools.
- Prioritize and self-manage workflows and deadlines.
US FLSA Classification: Full-Time/Exempt
This position receives a base salary and is also eligible to receive a discretionary bonus. The US-based salary range for this full-time position is $170,000 - $200,000 per year. Our salary ranges are determined by role, level, and location. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position across all US locations. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training.
Applications are accepted on an ongoing basis. Please note that the US-based salary range does not include the value of Toptal’s benefit offerings. In the US, Toptal’s benefit offerings include participation in a 401(k) retirement plan; medical, dental, and vision health insurance plans; basic life insurance coverage and short-term and long-term disability coverage; access to flexible spending, dependent care, and health savings accounts; access to telehealth virtual doctors; an employee assistance program; and flexible paid time off.
