Director, Sales Operations

Eurasia Group; São Paulo; Hybrid; BRL 350,000 - 750,000; Full time

Job summary

Eurasia Group seeks a strategic, technically fluent Sales Operations Director to transform the function into a governed, measurable capability. You will mentor a team, own Salesforce efficiency, and drive revenue predictability across a global organization.

You will partner with sales, marketing, and finance leadership to define operating models, governance, and KPI-driven reporting, while delivering change management and scalable processes.

Qualifications

• 7–10 years in Sales Operations, Revenue Operations, or related role; 3–5 years in leadership
• Deep, hands-on Salesforce architecture expertise; certifications are a plus
• Proficiency with Excel and BI tools such as Tableau/Power BI
• Ability to translate large datasets into executive-level narratives
• Strong understanding of B2B sales motions and funnel metrics
• Excellent communication and stakeholder management skills; bias for action and change

Responsibilities

• Define mandate, decision rights, and RACI with COO and leadership and communicate them globally.
• Design end-to-end processes with marketing, sales, and finance, including a standard price book.
• Develop lead-management processes including MQL routing and audits.
• Own communications of system and reporting changes; drive global adoption and training.
• Oversee Salesforce and the sales tech stack; enforce change control and documentation.
• Make Salesforce the single source of truth for leads, opportunities, renewals, forecasts, products and contracts.
• Serve as escalation point for automation, data, and integrations.
• Enforce pipeline hygiene and oversee quarterly forecast roll-ups.
• Build and maintain leadership dashboards; track rep-level follow-up metrics.
• Reorganize the team around critical capabilities and scale with KPI/OKR governance.
• Connect Sales Operations to strategic initiatives on data standardization and transformation.

Skills

Salesforce architecture

Excel & BI tools

Executive storytelling

Stakeholder management

Change management

Project management

Communication skills

Tools

Salesforce

Tableau

Power BI

SQL

Job description

Eurasia Group is the world's leading global research and advisory firm. We help clients understand, anticipate, and respond to instability and opportunities everywhere they do business.

Together with GZERO Media—the go-to source of first insight into geopolitics—and our full-fledged events team, theEurasia Group umbrella provides a complete political risk solution.

Headquartered in New York, we have offices in Washington, London, São Paulo, Brasilia, Tokyo, Singapore, and San Francisco, as well as on-the-ground experts in more than a hundred countries in every region of the world.

We are committed to analysis that is free of political bias and the influence of private interests.

We are seeking a highly strategic, technically fluent Director to lead the transformation of Sales Operations from an administrative support function into a governed, measurable commercial operating capability. You will partner with sales, marketing, and finance leadership, driving revenue predictability, reporting, and pipeline governance and hygiene.

In this transformation and change-management role, the Sales Operations Director will define the future operating model, build the governance and capabilities it needs, and drive adoption across a global organization.

This is also a player-coach role. You will lead a team of Sales Operations professionals and must have the Salesforce architecture and data modeling depth to mentor them, design complex solutions, and step into the systems when needed.

Responsibilities

• Define the Sales Operations mandate, decision rights and RACI with the COO and commercial leadership, and communicate them consistently across the organization.
• Design the end-to-end process with marketing, sales, and finance, including a standard price book.
• Develop and oversee a formal lead-management process including MQL routing, audits and conversion Reporting.
• Own structured global communications of system, process and reporting changes. Drive global adoption of new processes and tools. Deliver documentation, training and onboarding that translates changes into clear, value-driven seller behaviors, measure adoption and satisfaction, and manage resistance to standardization.
• Oversee Salesforce and the sales technology stack. Establish change control: ownership, request channels, impact assessment, UAT, approval, documentation, deployment and change history.
• Make Salesforce the single source of truth for leads, opportunities, renewals, forecast, products and contracts. Lead data audits and cleanup, define critical fields and standards, and govern reports and dashboards (ownership, standard metric definitions, official reports, review and archival).
• Serve as the ultimate technical escalation point for automation (e.g., Flow Builder), data, and integrations.
• Enforce pipeline hygiene (stages, close dates, probability, notes).
• Own pipeline reviews and quarterly forecast roll-ups, lmoving forecasting from Excel into Salesforce.
• Build and maintain dashboards for leadership and managers.
• Track rep level follow-up behaviors (e.g., response times, activity minimums, untouched leads, stale opps).
• Redesign the team around the capabilities the function needs (CRM and data, reporting, process, pipeline support, enablement, automation) and scale it through development and targeted hiring, with KPIs and OKRs.
• Connect Sales Operations to the firm’s strategic initiatives related to sales-transformation and data standardization initiatives.

Qualifications

• At least 7-10 years of experience in Sales Operations, Revenue Operations, or related role, 3-5 in a leadership role
• Deep, hands‑on expertise in Salesforce architecture. Supervise daily admin work, possessing the technical depth to audit your team's work, design complex automation, and troubleshoot advanced system issues. (Salesforce Certifications are a strong plus).
• Proficiency in Excel and strong experience with BI tools (e.g., Tableau, Power BI).
• Ability to translate massive datasets into executive‑level strategic narratives.
  Strong understanding of B2B sales motions and funnel metrics.
• Able to work with large amounts of data, write clear documentation, and train others.
• Excellent communication and stakeholder management skills; bias for action and driving meaningful change.
• Experience with project management and change management.
• Ability to manage multiple priorities in a fast‑paced environment.

Preferred Experience

• Data skills (e.g., SQL or data modeling) are a plus.
• Led or actively contributed to enterprise data integration initiatives, such as connecting Salesforce with an ERP (e.g., NetSuite, SAP, Oracle), partnering with IT and business stakeholders to define requirements, ensure data integrity, and enable scalable, end-to-end sales and revenue processes.

At Eurasia Group, our mission is to provide the tools and understanding needed in a world where politics drives disruption. We put politics first for our clients, and we aspire to be the leading place people come to find out about the world. This requires us to maintain a company culture that puts people first. We are committed to fostering an environment that is empowering and globally minded. We firmly believe that bringing people with a variety of ideas and perspectives to the table makes our analysis stronger for our clients and creates a better workplace. Our leadership team is dedicated to embedding this approach into everything we do and how we lead because we care deeply about our work and our people.