Director, Sales Operations

About Catalant:

As the pioneer of Consulting 2.0, Catalant gives the world’s leading companies on-demand access to a community of highly vetted independent consultants and former operators. From individual consultants to full project teams, we deliver the right expertise to solve our clients’ most important challenges. Our clients include more than 30% of the Fortune 500, top private equity firms, and global consultancies, all seeking a more flexible, cost-effective way to get high-impact work done.

We’ve reimagined consulting for today’s world: it’s digitally enabled, fit-for-purpose, and designed to deliver outcomes, not just hours. Our proprietary platform powers our ability to connect companies with Catalant Experts and Teams who’ve solved similar problems before. Backed by world-class venture investors, we’re building the team that will take Catalant and the future of consulting to the next level.

Role Overview:

The Director of Sales Operations is the architect and operator of Catalant’s sales execution engine, accountable for enabling predictable, scalable, and profitable revenue growth.

This leader owns the end-to-end sales operating system from design to forecasting, performance management, deal governance, incentives, and CRM architecture. The role partners deeply with Sales leadership and cross-functional GTM teams to ensure the organization is correctly designed, execution is visible and disciplined, margins are protected, and growth scales efficiently.

This is a hands-on leadership role for a builder who thrives in complexity, brings analytical rigor, and can translate strategy into execution across a fast-evolving GTM environment.

• Sales Strategy, Planning & Capacity Modeling
• Design and maintain territory and account segmentation models aligned to growth strategy
• Own coverage and capacity models, including headcount planning, ramp assumptions, and productivity targets
• Lead annual and quarterly sales planning in partnership with Sales and Finance
• Develop quota-setting and allocation methodologies that balance fairness, stretch, and attainability
• Build scenario and sensitivity models (base / bear / bull) to inform leadership decision-making

• Sales Performance Management & Analytics
• Define and govern the sales KPI framework across pipeline, bookings, ASP, take rate, and productivity
• Own forecasting processes, accuracy targets, and governance cadence
• Deliver performance dashboards and executive-ready reporting for Monthly and Board reviews
• Track actual vs. plan and proactively surface risks and opportunities
• Lead root-cause analysis for underperformance and overperformance to drive corrective action

• Sales Process, Workflow & Tool Enablement
• Optimize and govern the full sales cycle  
• Own CRM architecture and optimization (e.g., Salesforce), including data model, workflows, and reporting
• Implement automation, guardrails, and controls that improve seller efficiency and data quality
• Standardize sales stages, fields, and definitions across the organization
• Partner with Enablement to ensure playbooks and SOPs align with system design and process standards

• Deal Governance, Pricing & Commercial Operations
• Define and enforce pricing strategy, discount guardrails, and approval policies
• Operate deal desk workflows to balance speed, flexibility, and margin protection
• Govern contracting workflows and policy adherence
• Manage exception handling and escalation paths
• Analyze deal economics, margin performance, and deal quality trends

• Incentives, Compensation & Attribution
• Design and model sales compensation plans aligned to company objectives
• Own quota-to-pay processes, ensuring accuracy, transparency, and timeliness
• Define attribution logic (seller of record, coverage pools, overlays)
• Analyze performance and payout effectiveness to identify unintended behaviors

• Cross-Functional Revenue Orchestration
• Lead GTM interlock cadences across Sales, Finance, Marketing, Product, and Delivery
• Ensure clean handoffs from Sales to Delivery / Customer Success
• Establish structured feedback loops to Product and Marketing based on market signals
• Integrate sales execution into the broader Order-to-Cash (O2C) process
• Drive change management and adoption of new processes, tools, and operating rhythms

• 10–20+ years of experience in Sales Operations, Revenue Operations, or Commercial Operations, supporting complex B2B sales motions or consulting.
• Proven experience owning sales planning, capacity modeling, quota design, and forecasting in a scaling organization
• Strong analytical background with hands-on experience building productivity, capacity, and scenario models
• Deep working knowledge of CRM platforms (Salesforce or equivalent), including data models, workflows, reporting, and governance
• Demonstrated experience designing and operating sales performance dashboards and executive reporting
• Experience partnering closely with Sales, Finance, Enablement, Marketing, Product, and Delivery teams
• Track record of improving forecast accuracy, sales predictability, and operational rigor
• Comfortable presenting insights, tradeoffs, and recommendations to senior executives and Boards

• Experience in consulting firms, services-based  sales models
• Prior ownership of deal desk, pricing governance, or commercial operations
• Experience designing or administering sales compensation plans and quota-to-pay processes
• Familiarity with Order-to-Cash (O2C) workflows and downstream revenue impacts
• Background in high-growth or transformation environments where processes and systems needed to scale quickly

Benefits 

At Catalant, we strive to offer a work environment where employees can bring however much of their full, authentic self as they desire. With this in mind, we are happy to offer our employees: 

- Flexible paid time off

- 13 company holidays + a week off from Christmas through New Years

- Twelve weeks of paid parental leave regardless of how you choose to grow your family

- Generous health insurance coverage as well as optional vision and dental

- 401k to save for retirement

- Pre-tax commuter and flexible spending accounts

- A lifestyle spending account to be used towards cell phone, internet, commuting, and learning & development 

- Wellness stipend for your mental, emotional, or physical wellbeing needs and support

- Work from Home stipend

Equal Employment Opportunity Policy

Catalant is proud to be an equal opportunity workplace. Catalant makes employment decisions on the basis of merit and business objectives and does not discriminate against applicants or employees on the basis of age, race, color, religion, national origin, ancestry, gender (including gender nonconformity and status as a transgender individual), sexual orientation, pregnancy, marital status, military or veteran status, qualified physical or mental disability, genetic condition or predisposition, or any other status protected by law. All Catalant employees are prohibited from engaging in any form of discrimination.

We have a flexible hybrid work model, where employees local to our Boston headquarters come into our office on a flexible basis, and other employees are fully remote. We are hiring and conducting interviews and onboarding either virtually or in person if local to Boston, depending on what makes most sense based on the specific candidate and new hire. Talk to our People Team to learn more!