Director of Global Sales Operations

Sapiens; Rochelle Park (NJ); Sur place; USD 150 000 - 200 000; Plein temps

Résumé du poste

Sapiens is seeking a Director of Sales Operations to lead global Sales Operations and Bid Management, reporting to the CRO. This high-impact role builds the structure, discipline, and governance that convert pipeline into predictable revenue at scale across a complex, enterprise SaaS organization.

The ideal candidate is a senior commercial leader who partners with CROs and sales leaders to drive execution, define standards for pipeline hygiene, forecast methods, and territory design, and to

Qualifications

• : 10+ years in Sales Operations, Commercial Operations, or Deal Management in complex enterprise SaaS environments.
• Proven track record at senior leadership level, partnering with CROs and senior Sales leaders to drive execution.
• Deep fluency in enterprise sales motions, forecasting discipline, deal economics, and cross-functional commercial governance.
• Strong executive presence and sound commercial judgment - able to influence senior stakeholders through data, structure, and credibility.

Responsabilités

• Own the global Sales Operations function: sales planning, forecasting, pipeline management, territory and coverage design, and CRM discipline.
• Define and enforce standards for pipeline hygiene, forecast methodology, and sales operating metrics across all regions.
• Lead annual and quarterly planning cycles in close partnership with Sales leadership and Finance.
• Deliver executive-ready visibility into performance, risks, and opportunities - with clear narratives that drive decision-making at the top.
• Own the global bid/no-bid and deal governance framework end-to-end.
• Lead structured deal review forums for complex, non-standard, or high-value opportunities, ensuring alignment across Sales, Finance and Legal.
• Establish and maintain approval thresholds, escalation paths, and decision rights for pricing, discounting, commercial terms, and exceptions.
• Hold the balance between commercial rigor and sales agility - protecting EBITDAC without slowing momentum.
• Own the core operating rhythm: pipeline reviews, forecast calls, QBRs, and executive deal reviews.
• Act as a thought partner to Sales leadership - diagnosing execution gaps, improving forecast accuracy, and building consistency across regions.
• Proactively bring risks and corrective actions to the CRO before they become problems.
• Oversee the design, governance, and execution of sales incentive structures in partnership with Finance and HR.
• Ensure incentive plans are strategy-aligned, operationally sound, and driving the right field behaviors.
• Monitor sales productivity trends to inform adjustments to targets, coverage models, and operating structures.
• Serve as the primary operational bridge between Sales and Finance, Legal, and RevOps on all matters related to sales execution and deal decisioning.
• Build strong collaborative relationships across functions, ensuring alignment and shared accountability for commercial outcomes.
• Represent Sales Operations and Bid Management in executive forums with authority and credibility.
• Lead and develop a global Sales Operations and Bid Management team across regions.
• Set clear priorities, accountabilities, and outcomes - fostering a culture of execution, rigor, and genuine partnership with the business.
• Actively build bench strength and succession capability within the function.

Connaissances

Sales Operations leadership

Forecasting discipline

Executive influence

Cross-functional governance

Outils

CRM systems

Description du poste

Job Description

We're hiring a Director of Sales Operations - a high-impact leadership role at the heart of our Go-To-Market engine

Reporting to the CRO, you'll build the structure, discipline, and deal governance that turns pipeline into predictable revenue at scale. This is a standout opportunity for a commercially sharp operator who can influence at the top table and drive execution across a complex, global sales organization.

Our ideal candidate is a senior commercial leader within the Go-To-Market organization, responsible for building and running the execution infrastructure that converts pipeline into predictable, scalable revenue.

This role owns global Sales Operations and Bid Management - bringing discipline, structure, and commercial rigor to how the company plans, forecasts and operates in the field. This is a high-impact, high-visibility role for a leader who thrives at the intersection of strategy and execution.

Job Requirements

• 10+ years in Sales Operations, Commercial Operations, or Deal Management in complex enterprise SaaS environments.
• Proven track record at senior leadership level, partnering closely with CROs and senior Sales leaders to drive execution.
• Deep fluency in enterprise sales motions, forecasting discipline, deal economics, and cross-functional commercial governance.
• Strong executive presence and sound commercial judgment - able to influence senior stakeholders through data, structure, and credibility.

Job responsibilities

Sales Operations Leadership

• Own the global Sales Operations function: sales planning, forecasting, pipeline management, territory and coverage design, and CRM discipline.
• Define and enforce standards for pipeline hygiene, forecast methodology, and sales operating metrics across all regions.
• Lead annual and quarterly planning cycles in close partnership with Sales leadership and Finance, translating strategy into executable field plans.
• Deliver executive-ready visibility into performance, risks, and opportunities - with clear narratives that drive decision-making at the top.

Bid Management & Deal Governance

• Own the global bid/no-bid and deal governance framework end-to-end.
• Lead structured deal review forums for complex, non-standard, or high-value opportunities, ensuring alignment across Sales, Finance and Legal.
• Establish and maintain approval thresholds, escalation paths, and decision rights for pricing, discounting, commercial terms, and exceptions.
• Hold the balance between commercial rigor and sales agility - protecting EBITDAC without slowing momentum.

Sales Execution Cadence

• Own the core operating rhythm: pipeline reviews, forecast calls, QBRs, and executive deal reviews.
• Act as a thought partner to Sales leadership - diagnosing execution gaps, improving forecast accuracy, and building consistency across regions.
• Proactively bring risks and corrective actions to the CRO before they become problems.

Incentives & Performance Management

• Oversee the design, governance, and execution of sales incentive structures in partnership with Finance and HR.
• Ensure incentive plans are strategy-aligned, operationally sound, and driving the right field behaviors.
• Monitor sales productivity trends to inform adjustments to targets, coverage models, and operating structures.

Cross-Functional Leadership

• Serve as the primary operational bridge between Sales and Finance, Legal, and RevOps on all matters related to sales execution and deal decisioning.
• Build strong collaborative relationships across functions, ensuring alignment and shared accountability for commercial outcomes.
• Represent Sales Operations and Bid Management in executive forums with authority and credibility.

Leadership & Team

• Lead and develop a global Sales Operations and Bid Management team across regions.
• Set clear priorities, accountabilities, and outcomes - fostering a culture of execution, rigor, and genuine partnership with the business.
• Actively build bench strength and succession capability within the function.

Salary range

• 150,000 - 200,000 USD Annual