Director of Sales Operations

Clean Harbors; Norwell (MA); On-site; USD 150,000 - 210,000; Full time

Benefits offered by this job

Competitive annual salary

Opportunities for growth and internal

Health, Dental and Life Insurance

401k, tuition reimbursement, and paid

Company paid certifications, licenses,

training

Job summary

Clean Harbors seeks a Director of Sales Operations to lead enterprise data governance strategy and drive sales effectiveness through scalable processes and compensation plans. You will ensure CRM integrity, data quality, and analytics that align with revenue and margin goals, partnering with MIS, Finance and HR to optimize systems and incentives.

You will own data standards, governance models, and governance controls across CRM and reporting, enabling accurate forecasting and informed decision

Qualifications

• Bachelor1s degree (Business, Finance, Analytics, or related field preferred).
• 7+ years of Sales Operations / Analytics experience with leadership responsibility.
• Expertise in CRM systems, sales analytics, and process governance.
• Sales Operations Strategy & Execution.
• Customer Master Data Governance & Data Quality Management.
• Sales Compensation Design, Modeling & Analytics.
• KPI Development & Performance Reporting.
• CRM Optimization & Process Standardization.
• Financial & ROI Analysis.

Responsibilities

• Own enterprise customer master data strategy and governance model.
• Establish data standards, stewardship, and quality controls.
• Ensure CRM data integrity across pipeline, account planning, and reporting.
• Partner with MIS/IT to enhance data architecture.
• Lead governance of sales incentive compensation plans.
• Align compensation to growth, margin, and retention objectives.
• Deliver monthly/quarterly analytics on plan effectiveness, ROI, and pay-for-performance.
• Partner with Finance and HR on plan modeling, reporting, and compliance.
• Establish and enforce standardized account creation processes, including business rules, SOPs, and workflow approvals.
• Drive customer master data integrity for reporting, segmentation, and account ownership.
• Implement ongoing data governance controls and monitoring, including data quality KPIs and stewardship accountability.

Skills

CRM systems

Sales analytics

Process governance

Sales operations strategy

Data governance

Sales compensation analytics

KPI development

CRM optimization

Financial ROI analysis

Education

Bachelor1s degree

Job description

The Director of Sales Operations will lead enterprise data governance strategy, drive sales effectiveness through scalable processes and compensation plans, advanced analytics, and disciplined execution. This role is accountable for customer master data governance, CRM integrity, and sales compensation design and analytics, ensuring alignment between sales performance, data quality, and incentive structures to achieve revenue and margin goals.

Clean Harbors

Clean Harbors (NYSE: CLH) is North America’s leading provider of environmental and industrial services. The Company serves a diverse customer base, including a majority of Fortune 500 companies. Its customer base spans a number of industries, including chemical, energy and manufacturing, as well as numerous government agencies. These customers rely on Clean Harbors to deliver a broad range of services such as end-to-end hazardous waste management, emergency spill response, industrial cleaning and maintenance, and recycling services. Through its Safety-Kleen subsidiary, Clean Harbors also is North America’s largest re-refiner and recycler of used oil and a leading provider of parts washers and environmental services to commercial, industrial and automotive customers. Founded in 1980 and based in Massachusetts, Clean Harbors operates in the United States, Canada, Mexico, Puerto Rico and India. For more information, visit www.cleanharbors.com.

Benefits

• Competitive annual salary
• Opportunities for growth, development and internal promotion
• Health, Dental and Life Insurance
• 401k, tuition reimbursement, and paid time off
• Company paid certifications, licenses and training

Responsibilities

• Ensuring that Health and Safety is the number one priority by complying with all safe work practices, policies, and processes and acting in a safe manner at all times.

Customer Master Data Governance (Priority Focus)

• Own enterprise customer master data strategy and governance model.
• Establish data standards, stewardship, and quality controls.
• Ensure CRM data integrity across pipeline, account planning, and reporting.
• Partner with MIS/IT to enhance data architecture.

Sales Compensation Strategy & Analytics (Priority Focus)

• Lead governance of sales incentive compensation plans.
• Align compensation to growth, margin, and retention objectives.
• Deliver monthly/quarterly analytics on plan effectiveness, ROI, and pay-for-performance.
• Partner with Finance and HR on plan modeling, reporting, and compliance.

CRM & Process Governance (Priority Focus)

• Establish and enforce standardized account creation processes, including:
  • Defined business rules for customer setup (naming conventions, required fields, hierarchy structures).
  • Formalized SOPs for account creation, updates, and deduplication.
  • Controlled workflow approvals to ensure data accuracy at point of entry.
• Drive customer master data integrity as a foundational enabler of sales performance, ensuring:
  • High-quality, complete, and standardized customer records across all systems.
  • Accurate customer hierarchies to support reporting, segmentation, and account ownership.
  • Elimination of duplicates and data fragmentation that impact pipeline visibility and analytics.
• Implement ongoing data governance controls and monitoring, including:
  • Data quality KPIs, audit routines, and stewardship accountability
  • Alignment of CRM data with downstream systems (Finance, Billing, Reporting).
  • Continuous improvement of data processes to support analytics, compensation, and decision-making.

Leadership & Cross-Functional Alignment

• Lead cross functionally to ensure success across Sales Operations core pillars CRM, analytics, data governance and compensation.
• Partner with Sales, Finance, HR, and MIS to align strategy and execution.
• Influence stakeholders across multiple business units.
• May be assigned additional duties not listed above based on business needs.

Qualifications

• Bachelor’s degree (Business, Finance, Analytics, or related field preferred).
• 7+ years of Sales Operations / Analytics experience with leadership responsibility.
• Expertise in CRM systems, sales analytics, and process governance.
• Sales Operations Strategy & Execution.
• Customer Master Data Governance & Data Quality Management.
• Sales Compensation Design, Modeling & Analytics.
• KPI Development & Performance Reporting.
• CRM Optimization & Process Standardization.
• Financial & ROI Analysis.