Director, Sales Operations - Technology

Wolters Kluwer; Waltham (MA); On-site; USD 165,000 - 296,000; Full time

Benefits offered by this job

Medical, Dental, & Vision Plans

401(k)

Paid Parental Leave

Tuition Assistance Plan

Job summary

Wolters Kluwer is seeking a Director of Sales Operations to lead the Deal Desk and drive streamlined sales execution across pricing, approvals, and contracting. The role partners with Sales, Finance, Legal, Product, and Revenue Operations to remove bottlenecks and increase bookings.

Qualifications

• Lead the Deal Desk and govern deal execution processes across pricing, discounts, contracting, and approvals.
• Redesign and document scalable end-to-end sales processes to reduce friction and speed bookings.
• Use data to identify bottlenecks, opportunities, and drive improvements in deal velocity and conversions.
• Establish standards, policies, and operating procedures to ensure consistency across the sales org.

Responsibilities

• Lead the Deal Desk function with clear ownership, governance, SLAs, and escalation paths.
• Identify and implement process improvements to accelerate deal velocity and bookings.
• Create and maintain comprehensive documentation for sales processes, policies, and workflows.
• Set standards that improve consistency and scalability across the sales organization.
• Partner with Sales and cross-functional leaders to remove recurring deal barriers.

Skills

Deal Desk Leadership

Business Process Design

Sales Execution

Process Documentation

Cross-Functional Leadership

Data & Insights

Sales Systems

Change Leadership

Executive Communication

Results Orientation

Tools

CRM

CPQ

Workflow Automation

Job description

As Director of Sales Operations, you will lead the Deal Desk and play a critical role in improving how we execute, manage, and close business. This role is responsible for building the processes, documentation, governance, and operating discipline that enable our sales teams to move faster, reduce friction, and drive increased bookings each quarter.

You will partner closely with Sales, Finance, Legal, Product, and Revenue Operations to identify barriers in the sales process, simplify how work gets done, and establish clear and scalable business processes. A key focus will be creating stronger Deal Desk capabilities, increasing process documentation and adoption, and using data and insights to continuously improve sales execution.

Responsibilities

• Lead the Deal Desk function, establishing clear ownership, governance, service levels, and escalation paths to support effective deal execution.
• Identify and implement business process improvements that reduce friction, accelerate deal velocity, and contribute to increased bookings each quarter.
• Build and maintain comprehensive documentation for critical sales processes, policies, approval workflows, and Deal Desk procedures.
• Establish clear standards and operating procedures that improve consistency and scalability across the sales organization.
• Partner with Sales leaders to identify recurring deal barriers and develop solutions that make it easier for sellers to execute and close business.
• Simplify and improve approval processes across pricing, discounting, contracting, exceptions, and other complex deal structures.
• Use Deal Desk and sales data to identify trends, bottlenecks, cycle-time issues, and opportunities to improve conversion and bookings.
• Drive automation and process improvements across CRM, CPQ, and other sales systems to reduce manual work and increase seller productivity.
• Establish meaningful Deal Desk and operational KPIs, including turnaround time, deal velocity, approval cycle time, exception volume, and impact on bookings.
• Partner cross-functionally with Sales, Finance, Legal, Product, and other stakeholders to ensure processes support both customer and business needs.
• Build a culture of continuous improvement focused on speed, clarity, accountability, and measurable business outcomes.
• Lead and develop Sales Operations professionals responsible for Deal Desk and supporting sales processes.

Skills

• Deal Desk Leadership: Strong experience leading Deal Desk operations, complex deal management, pricing and approval processes.
• Business Process Design: Demonstrated ability to assess, redesign, document, and implement scalable end-to-end business processes.
• Sales Execution: Strong understanding of the processes and operational levers that improve deal velocity, conversion, and bookings performance.
• Process Documentation & Governance: Ability to create clear policies, procedures, workflows, decision rights, and operating standards.
• Cross-Functional Leadership: Proven ability to bring Sales, Finance, Legal, Product, and Operations together to solve complex business problems.
• Data & Insights: Ability to use operational and sales data to identify friction, prioritize improvements, and measure business impact.
• Sales Systems: Strong knowledge of CRM, CPQ, workflow automation, and related sales technologies.
• Change Leadership: Ability to move teams from inconsistent or manual processes to standardized, scalable ways of working.
• Executive Communication: Ability to communicate complex operational issues clearly and influence leaders across the organization.
• Results Orientation: Strong focus on translating operational improvements into measurable outcomes, including faster deal cycles, improved conversion, and increased bookings.

Our Interview Practices

To maintain a fair and genuine hiring process, we kindly ask that all candidates participate in interviews without the assistance of AI tools or external prompts. Our interview process is designed to assess your individual skills, experiences, and communication style. We value authenticity and want to ensure we’re getting to know you—not a digital assistant. To help maintain this integrity, we ask to remove virtual backgrounds and include in-person interviews in our hiring process. Please note that use of AI-generated responses or third-party support during interviews will be grounds for disqualification from the recruitment process.

Applicants may be required to appear onsite at a Wolters Kluwer office as part of the recruitment process.

Compensation

$165,400.00 - $295,600.00 USD

This role is eligible for Bonus.

Additional Information

Wolters Kluwer offers a wide variety of competitive benefits and programs to help meet your needs and balance your work and personal life, including but not limited to: Medical, Dental, & Vision Plans, 401(k), FSA/HSA, Commuter Benefits, Tuition Assistance Plan, Vacation and Sick Time, and Paid Parental Leave. Full details of our benefits are available upon request.