Director, Sales Operation

Capitolis; Georgia; On-site; USD 120,000 - 160,000; Full time

Job summary

Capitolis is seeking a strategic Director of Sales Operations to lead and scale our revenue operations function in Georgia. This role drives growth across the revenue lifecycle, focusing on renewals, retention, and expansion.

The ideal candidate has over 10 years of sales operations experience, strong leadership, and excellent analytical skills. Responsibilities include developing retention strategies and leading sales planning initiatives. Join us to help shape the future of Intelligent Banking.

Qualifications

• 10+ years of experience in Sales Operations, Revenue Operations, or Business Operations within a B2B environment.
• 3+ years of people leadership experience.
• Excellent analytical, problem-solving, and project management skills.

Responsibilities

• Own the end-to-end renewals operating model.
• Lead annual and quarterly sales planning, including headcount modeling.
• Design and oversee KPI frameworks across the funnel.

Skills

Sales Operations

People Leadership

Analytical Skills

Project Management

Education

Bachelor’s degree in Business, Finance, or Economics

Job description

Candescent is a forward-thinking technology company transforming how financial institutions deliver Intelligent Banking experiences. We unite digital banking, account opening, and branch solutions that power and connect digital banking, account opening, and branch solutions—creating seamless engagement across digital, remote, and in-person channels.

Our Experience-Led, Intelligence-Driven approach combines human-centered design with data, automation, and cloud-based innovation. Built on an API-first architecture, our extensible ecosystem enables institutions to adapt quickly, integrate easily, and unlock new opportunities for growth—turning every customer interaction into a moment of clarity, confidence, and connection.

Job Overview

We are seeking a strategic, results-driven Director of Sales Operations to lead and scale our revenue operations function. This role drives disciplined, profitable growth across the full revenue lifecycle—new business, expansion, and renewals—through data-driven decision-making, rigorous performance management, and strong cross-functional execution.

The ideal candidate is both a strategist and operator: a trusted partner to Sales, Customer Success, Finance, Marketing, and Product who can manage multiple high-impact initiatives simultaneously and drive them to completion.

Key Responsibilities

Renewals, Retention & Expansion

• Own the end-to-end renewals operating model, including process design, timelines, ownership, escalation paths, and systems
• Develop and operationalize retention strategies to improve Gross and Net Revenue Retention (GRR/NRR), reduce churn, and drive expansion
• Implement account health scoring and early-warning indicators to proactively identify and mitigate renewal risk
• Partner with Sales and Customer Success on renewal playbooks, segmentation, pricing/uplift strategies, and incentive alignment
• Establish disciplined renewal forecasting with clear pipeline visibility by segment, cohort, and stage

Sales Planning & Strategy

• Lead annual and quarterly sales planning, including headcount modeling, territory design, and quota setting
• Build equitable, scalable territory and quota models aligned to growth and profitability goals
• Drive alignment across Sales, Finance, and Executive Leadership on planning and forecasting assumptions

Performance Management & Analytics

• Design and oversee KPI frameworks across the full funnel and renewal lifecycle (pipeline, conversion, attainment, productivity, renewal rate, churn, GRR, NRR)
• Monitor leading and lagging indicators; surface trends, risks, and opportunities to senior leadership
• Translate complex data into actionable insights that drive performance improvement

Forecasting & Executive Insights

• Consolidate data and analyze trends to support accurate new-business and renewals forecasting
• Partner with revenue leaders to diagnose performance drivers and develop data-backed action plans

  Process Optimization & Enablement

  • Identify and implement process improvements to reduce friction and increase sales efficiency
  • Standardize best practices in sales methodology, pipeline management, and performance tracking
  • Act as a strategic advisor to sales leadership on operational readiness, incentives, and scale

  Team Leadership

  • Lead, develop, and scale a high-performing Sales Operations team
  • Foster a culture of data literacy, accountability, and continuous improvement
  • Mentor team members and support career development

  Qualifications

  Required

  • 10+ years of experience in Sales Operations, Revenue Operations, or Business Operations within a B2B environment
  • 3+ years of people leadership experience
  • Proven ownership of a renewals and retention motion with measurable impact on GRR/NRR
  • Strong background in territory and quota planning, forecasting, and performance management
  • Excellent analytical, problem-solving, and project management skills
  • Executive-level communication and stakeholder management capabilities
  • Bachelor’s degree in Business, Finance, Economics, or work experience

  Preferred

  • Deep understanding of B2B and FinTech sales models
  • Experience supporting both direct and indirect sales motions
  • Strong business acumen with a data-first mindset
  • Comfortable operating in a high-growth, fast-paced, and ambiguous environment