Director of Sales Operations
About this role
Department: Revenue Operations
Reports To: CRO
Employment Type: Full-Time
Work Location: Remote
Travel Required: Minimal (<10%)
Cross-Functional: Finance, Marketing, CS
Role Summary
The Sales Operations Director is a strategic and analytical role responsible for the operational backbone of the sales organization. This individual ensures that the sales team has the data, processes, systems, and compensation frameworks needed to perform effectively. They serve as a key partner across Sales, Finance, and Leadership — translating data into insights that drive revenue growth and operational excellence.
Position Details
- Sales Metrics Reporting & Analytics
- Own the design and delivery of sales performance dashboards and reports
- Track key metrics such as pipeline health, win rates, deal size, sales cycle, and quota attainment
- Analyze performance trends and provide insights to leadership
- Standardize reporting definitions across teams
- Improve reporting automation and data accessibility
- Support ad hoc analysis requests from Sales and Finance leadership
- BDR (Business Development Representative) Management
- Manage, coach, and develop a team of BDRs
- Define and track performance metrics across outreach and pipeline generation
- Conduct regular performance reviews and team meetings
- Develop BDR playbooks including outreach strategies and handoff processes
- Partner with Marketing on targeting, campaign follow-up, and lead routing
- Support onboarding and ramp programs for new hires
- Monitor activity within CRM and sales engagement platforms
- Sales Compensation & Finance Coordination
- Support the design and administration of sales compensation plans
- Coordinate commission calculations and payouts with Finance
- Act as a point of contact for compensation-related questions
- Maintain documentation of compensation structures
- Analyze and model potential compensation plan changes
- Support tools such as Spiff, CaptivateIQ, or similar platforms
- Sales Reporting & Business Reviews
- Prepare recurring sales reports and business reviews for leadership
- Maintain CRM data quality through governance and process improvements
- Develop performance scorecards and reporting frameworks
- Support ongoing improvements to sales processes and systems
- Revenue Forecasting
- Support the sales forecasting process in partnership with Sales Leadership
- Build and maintain forecasting models using historical and pipeline data
- Identify potential risks and opportunities in revenue projections
- Partner with Finance to align forecasts with company planning
- Contribute to annual planning activities such as quota setting and territory design
Key Performance Indicators
- Forecast accuracy and consistency
- Pipeline generation and coverage health
- Data quality and reporting reliability
- Timeliness of reporting and analysis
- Sales team performance against targets
Required Qualifications
- 3–6 years of experience in Sales Operations, Revenue Operations, or similar role
- Experience supporting or managing BDR/SDR teams
- Familiarity with sales compensation processes
- Strong CRM experience, particularly HubSpot
- Advanced Excel / Google Sheets skills
- Experience with BI tools (Tableau, Looker, Power BI) preferred
- Experience with sales engagement platforms such as Outreach, Salesloft, or Apollo
- Strong analytical, organizational, and communication skills
Preferred Qualifications
- Experience with compensation management tools (Spiff, CaptivateIQ, Xactly)
- Background in SaaS or B2B technology environments
- Familiarity with forecasting and pipeline analysis
- Exposure to sales planning processes
- Bachelor’s degree in Business, Finance, Economics, or related field
Core Competencies
- Analytical rigor
- Process ownership
- Cross-functional collaboration
- Financial acumen
- Execution and reliability
Additional Requirements
- U.S. Citizenship is required. Due to the nature of our work with the U.S. Department of Defense (DoD), Federal agencies, and other government customers, applicants must be U.S. citizens.
- Cybersecurity industry experience is strongly preferred. Candidates with a background in cybersecurity—particularly cloud security, application security, DevSecOps, software supply chain security, or infrastructure security—will have a significant advantage.
Compensation: Base Salary $160K to $180K - OTE $220K Per Year.
Company at a glance
RapidFort, Inc. is a leading software supply chain security company that provides an innovative platform designed to automatically secure container applications and accelerate compliance processes. The company's comprehensive solution addresses critical cybersecurity challenges by removing up to 95% of Common Vulnerabilities and Exposures (CVEs) from container images without requiring any code changes.
RapidFort's unified platform offers three core capabilities: curated near-zero CVE container images with FIPS 140-3 validation and daily builds, DevTime protection tools that generate Software Bill of Materials (SBOM) and Real Bill of Materials (RBOM) for vulnerability remediation, and RunTime protection that automatically secures unused components and reduces software attack surfaces by 60-90%.
The platform serves organizations seeking to reduce development costs by 10%, accelerate software releases by 2-3 weeks, and achieve faster compliance with FedRAMP, cATO, CMMC, and SOC2 standards. RapidFort's solution integrates seamlessly with existing development workflows and technology stacks, consuming less than 1% system overhead while providing comprehensive security hardening.
Trusted by government agencies including the U.S. Air Force and Space Force, as well as enterprise customers, RapidFort addresses the growing challenge of software supply chain security by eliminating "zombie code" – the 50-90% of unused software components that create unnecessary security risks. The company's approach enables organizations to spend more time building products rather than maintaining and updating dormant code, ultimately strengthening security posture while improving operational efficiency.
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