Note: The job is a remote job and is open to candidates in USA. The National Restaurant Association is a respected organization in the hospitality industry, and they are seeking an experienced Director of Sales Operations. This role involves designing and optimizing systems and processes to drive revenue growth, while collaborating with various departments to ensure alignment on data and performance objectives.
Responsibilities
- Develop and execute the organization's Revenue Operations strategy
- Establish scalable processes aligning Sales, Marketing, Product, and Customer Success
- Create a single source of truth for revenue performance and customer insights
- Lead commercial process improvement initiatives
- Serve as primary business owner of Salesforce and related revenue technologies
- Drive CRM optimization, data governance, workflow automation, and user adoption
- Manage lead routing, opportunity management, account hierarchies, and territory structures
- Evaluate and implement productivity-enhancing technologies
- Build executive dashboards and KPI reporting
- Standardize reporting on pipeline, bookings, revenue attainment, retention, and productivity
- Lead forecast management processes
- Deliver actionable insights for strategic decisions
- Partner on territory planning, account segmentation, and coverage models
- Support quota-setting and incentive compensation processes
- Monitor performance and identify productivity opportunities
- Remove barriers to seller productivity
- Partner with Marketing and Product on lead quality and launch readiness
- Develop onboarding, process documentation, and training programs
- Act as operational bridge between Sales, Marketing, Product, Finance, and Customer Success
- Lead business reviews and performance discussions
- Support executive leadership with strategic analyses and growth initiatives
Skills
- Seven years of proven experience, including three years in a leadership role, in Revenue Operations, Sales Operations, Business Operations, or similar roles
- Advanced Salesforce expertise required
- Experience supporting complex B2B sales organizations
- Prior experience within association, education, SaaS, hospitality, restaurant, franchise, or professional services highly desirable
- Prior experience administering sales compensation programs
- Strong operational judgment with experience scaling processes, systems, and infrastructure in evolving organizations
- Excellent presentation skills and ability to partner and influence key stakeholders and other decision makers
- Strong organizational, time management, priority-setting and problem-solving skills, plus project management and business planning
- Thoughtful interpersonal and diplomacy skills; ability to interact and communicate effectively at all levels of organization
- Ability to work as part of a team and to work independently; a self-initiator, versatile and assumes risk with responsibility
- Exceptional analytical and critical thinking skills
- Significant communication skills in written and verbal formats; displays clear and concise manner
- Highly proficient in using such as Word, Excel, PowerPoint, and Outlook
- Ability to learn other software programs as needed and enter and maintain accurate data/information
- Possess strong work ethic and high degree of integrity
- Highly adaptable; ability to work well under pressure, within fast-paced and fluid environment
- Capable strategic vision in areas of business, sales, and the hospitality industry, with sound decision making abilities
- Bachelor's degree is preferred in Business, Analytics, Finance, Information Systems, or related field
- Administrator certification preferred
- Experience with Power BI, Tableau, or similar BI platforms a plus
Benefits
- Comprehensive benefits, designed to support their financial, professional, and personal well-being
- Outstanding healthcare coverage (medical, dental and vision)
- Competitive salaries
- Generous vacation and leave time
- Matching 401(k) plan
- A unique collection of corporate discounts and memberships
- Programs to support career and skills development, including learning and tuition assistance
Company Overview