Director of Sales and Operations

Mondee Inc.; United States; On-site; USD 180,000 - 240,000; Full time

Job summary

Mondee Inc. is seeking a Director of Sales and Operations to oversee the B2B sales team’s operations and enable scalable performance. The role owns systems, processes, planning, reporting, and enablement to drive efficiency and growth across regions and segments.

The successful candidate will manage the sales cadence, ensure CRM data integrity, and deliver accurate forecasts and analytics to leadership. You will lead onboarding for sales managers and collaborate cross-functionally with Finance,

Qualifications

• 10+ years of experience in sales, with at least 4 years leading a Sales Ops function.
• Experience managing operations for multi-region sales teams.
• Track record in sales planning, territory design, quota setting, and compensation design.
• Strong leadership and communication skills; ability to motivate a sales team.
• Proven capability to build and roll out sales enablement programs.

Responsibilities

• Manage day-to-day operations of the B2B sales team across regions and segments.
• Own the sales operating cadence: forecast calls, pipeline reviews, and business reviews.
• Ensure CRM data integrity, hygiene, and adoption across the sales org.
• Deliver accurate forecasts, pipeline analytics, and revenue analytics to leadership.
• Lead onboarding and ramp programs for new hires (Sales Managers and above).
• Identify productivity gaps and implement training, tools, or process changes.

Skills

Sales Ops leadership

Leadership

Communication

Cross-functional collaboration

Sales planning

Territory design

Quota setting

Compensation design

Education

Bachelor's degree in Business/Marketing or related field

Job description

The Director of Sales and Operations is responsible for managing the overall operations of the B2B sales team and owns the systems, processes, planning, reporting, and enablement that allows the Sales team to function at scale.

Role and Responsibilities

• Manage and continuously improve the day-to-day operations of the sales team across all regions and segments
• Own the sales operating cadence: weekly forecast calls, pipeline reviews, monthly business reviews, and quarterly business reviews (QBRs)
• Ensure CRM data integrity, hygiene, and adoption across the entire sales organization
• Deliver accurate sales forecasts, pipeline analysis, win/loss analysis, and revenue analytics to leadership
• Lead sales onboarding and ramp programs for new hires (Sales Managers, Regional Sales Managers, and above)
• Identify productivity gaps and roll out training, tools, or process changes to address them
• Partner with Finance and Legal to streamline lead-to-cash workflows, contracting, and revenue recognition
• Ensure compliance with internal policies, audit requirements, and commercial governance
• Partner with Marketing on lead routing, SLAs, attribution, and funnel reporting
• Partner with Product and Operations on customer feedback loops and process improvements
• Lead the Sales Operations, Sales Analytics, and Sales Enablement teams; hire, develop, and manage this function

Desired Skills

• 10+ years of experience in Sales roles, with at least 4 years leading a Sales Ops function.
• Bachelor's degree in Business, Marketing, or a related field.
• Proven track record of managing operations for sales teams of 50+ across multiple regions or segments.
• Deep experience in sales planning, territory design, quota setting, and compensation design.
• Strong leadership and communication skills with the ability to motivate and inspire a sales team.
• Track record of building and rolling out sales enablement programs, and training.
• Strong cross-functional collaboration skills with Finance, Marketing, Product, and Legal.
• Excellent communication skills with the ability to present complex data and recommendations to senior leadership.