Senior Director, Sales Operations

SolarWinds; Reston (VA); On-site; USD 180,000 - 230,000; Full time

Job summary

SolarWinds is seeking a Senior Director of Sales Operations to build and run a modern, AI-enabled revenue operating system for our global sales organization. You will lead Sales Operations, Forecasting & Analytics and Compensation Administration, partnering with Finance, Marketing, Channel and Product.

The role demands 12+ years in sales operations, 5+ years leading managers in B2B software, and a proven track record with Salesforce, CPQ and BI tools.

Qualifications

• 12+ years in sales operations, revenue operations or commercial finance.
• 5+ years leading managers in B2B software.
• Experience in PE-backed or high-growth SaaS using fast-paced cadence.
• Forecasting, territory and quota planning, deal desk and compensation automation.
• Strong command of Salesforce, CPQ and BI tools; apply AI to revenue workflows.

Responsibilities

• Set multi-year vision and operating model for global Sales Operations aligned with GTM strategy.
• Own forecasting, pipeline management, territory and quota planning; run executive reviews.
• Lead AI-enabled analytics, standardize reporting, and drive data quality and responsible automation.
• Lead Sales Operations team with a strategic, proactive partnership across Finance, Marketing, Channel, Customer Success and Product.
• Drive cross-functional handoffs and end-to-end sales processes from opportunity to close, renewals and expansion.

Skills

Sales operations leadership

Forecasting & planning

Executive stakeholder management

AI & automation in revenue

Team development & succession

Salesforce & CPQ proficiency

Tools

Salesforce

CPQ

BI tools

Job description

At SolarWinds, we’re a people-first company. Our purpose is to enrich the lives of the people we serve—including our employees, customers, shareholders, partners, and communities. Join us in our mission to help customers accelerate business transformation with simple, powerful, and secure solutions.

The ideal candidate thrives in an innovative, fast-paced environment and is collaborative, accountable, ready, and empathetic. We’re looking for individuals who believe they can accomplish more as a team and create lasting growth for themselves and others. We hire based on attitude, competency, and commitment. Solarians are ready to advance our world-class solutions in a fast-paced environment and accept the challenge to lead with purpose. If you’re looking to build your career with an exceptional team, you’ve come to the right place. Join SolarWinds and grow with us!

About SolarWinds

At SolarWinds, we’re a people-first company. Our purpose is to enrich the lives of the people we serve—including our employees, customers, shareholders, partners, and communities. Join us in our mission to help customers accelerate business transformation with simple, powerful, and secure solutions.

The Role

SolarWinds is seeking a Senior Director of Sales Operations to build and run a modern, AI-enabled revenue operating system for our global sales organization. This leader will turn go-to-market strategy into predictable revenue, higher seller productivity and efficient growth, in a fast-moving, private equity-backed environment where speed, measurable value and operating discipline matter.

As a member of the Revenue Operations leadership team, you will lead Sales Operations, Forecasting & Analytics and Compensation Administration, and serve as a trusted advisor to sales and business unit (BU) leaders and a connector across Finance, Marketing, Channel, Customer Success, GTM Technology and Product.

What You’ll Do

Strategy and operating model

• Set the multi-year vision, operating model and roadmap for global Sales Operations, aligned with company growth priorities and the go-to-market strategy.
• Operate at private equity pace: set clear 30/60/90-day priorities, tie every initiative to measurable value (bookings, productivity, margin, cost to serve), and report progress to the executive team and investors.
• Design a BU-aligned support model, with RevOps partners serving each business unit’s go-to-market leader.
• Advise sales and executive leaders on performance, risks, investment choices and trade-offs, turning analysis into clear recommendations and decisions.

Forecasting, planning and Deal Desk

• Own forecasting, pipeline management, territory and quota planning, capacity and coverage, and performance tracking, in partnership with Finance.
• Run executive forecast, pipeline and business reviews, and build scenario models that surface risks early and drive timely decisions.
• Set consistent standards and accountability for pipeline health, bookings, conversion, attainment, productivity, renewals and expansion.
• Own Deal Desk: run the weekly review of non-standard deals, govern discounting and deal structure, and use deal data to reinforce the multi-year selling motion.

Insight, AI and systems

• Set the standards for reporting and analytics that connect leading indicators to outcomes and lead to clear actions and owners.
• Champion AI-first ways of working: apply AI and automation to forecasting, pipeline inspection, deal risk and reporting, remove manual work for sellers, and set guardrails for how agents are used.
• Lead the design of end-to-end sales processes, from opportunity to close, renewals and expansion, including cross-functional handoffs.
• Partner with GTM Technology and Enterprise Applications on requirements and priorities for Salesforce, CPQ and the commercial tech stack, and with Revenue Analytics & Data Governance on metric definitions and data quality.

Team and partnerships

• Lead and uplevel the Sales Operations organization into a proactive, strategic partner to the business, with a clear roadmap, strong talent and succession.
• Align Sales, Finance, Marketing, Channel, Customer Success and Product on shared business rules, planning assumptions, metrics and ownership, resolving competing priorities with a company-wide view.
• Serve as a primary operating partner to the private equity sponsor’s operating team on revenue reporting, forecasting and value-creation initiatives, delivered through a standard cadence rather than ad hoc requests.

What Success Looks Like

• Leaders trust the forecast: accuracy improves quarter over quarter, with commit landing within [±X%] by [quarter].
• Operating reviews and planning decisions on territories, quotas and capacity are timely, evidence-based and end in clear owners and follow-through.
• Non-standard deals get a decision within one week through Deal Desk, with discount and term trends visible to leadership.
• Sellers spend measurably less time on admin, and the team runs from a published roadmap, not a ticket queue.

What You Bring

• 12+ years in sales operations, revenue operations or commercial finance, including 5+ years leading managers in B2B software.
• Experience in a private equity-backed or high-growth SaaS company where pace, accountability and measurable value creation are the norm.
• Track record owning forecasting, territory and quota planning, deal desk and compensation administration at scale, ideally through a subscription or multi-year transition.
• Strong command of Salesforce, CPQ and BI tools, and hands-on experience applying AI and automation to revenue workflows.
• Proven ability to uplevel a team, build scalable process and influence senior leaders across Sales, Finance and Technology, with clear, concise executive communication.

SolarWinds is an Equal Employment Opportunity Employer. SolarWinds will consider all qualified applicants for employment without regard to race, color, religion, sex, age, national origin, sexual orientation, gender identity, marital status, disability, veteran status or any other characteristic protected by law.

All applications are treated in accordance with the SolarWinds Privacy Notice: https://www.solarwinds.com/applicant-privacy-notice