Director, Sales Operations - Technology

Mass Digital Health; Waltham (MA); On-site; USD 165,000 - 296,000; Full time

Benefits offered by this job

Medical

Dental

Vision Plans

401(k)

FSA/HSA

Commuter Benefits

Tuition Assistance Plan

Vacation and Sick Time

Paid Parental Leave

Job summary

Wolters Kluwer in the United States, MA (Waltham) seeks a Director of Sales Operations to lead Deal Desk and optimize deal execution. You will partner with Sales, Finance, Legal, Product, and Revenue Operations to reduce friction and accelerate bookings.

You will build governance, documentation, and KPIs, while driving automation across CRM/CPQ and related systems to improve seller productivity.

Qualifications

• Experience leading Deal Desk and complex deal management.
• Ability to redesign and document scalable processes.
• Strong drive to improve deal velocity and bookings.

Responsibilities

• Lead the Deal Desk function with governance and escalation paths.
• Identify and implement process improvements to increase bookings.
• Build documentation for sales processes, approvals, and Desk procedures.
• Standards and operating procedures to scale the sales org.
• Partner with Sales, Finance, Legal, Product to remove barriers.
• Streamline pricing, discounts, contracting, and approvals.
• Use data to identify bottlenecks and improve conversion.
• Drive automation across CRM, CPQ, and sales systems.
• Define KPIs like turnaround time, cycle time, and bookings impact.
• Develop Sales Ops professionals supporting Deal Desk.

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

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 USDThis role is eligible for Bonus.

Compensation range listed is based on primary location of the position. Actual base salary offer is influenced by a wide array of factors including but not limited to skills, experience and actual hiring location. Your recruiter can share more information about the specific offer for the job location during the hiring process.

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
• Paid Parental Leave

Full details of our benefits are available upon request.