Director Sales Ops

We are seeking an experienced Director, Sales Operations to play a pivotal role in driving Replit's evolving go-to-market strategy. This role is a strategic business partner to Sales leadership, responsible for driving operational excellence, revenue predictability, and scalable growth.

Responsibilities

• Partner closely with the sales leadership and other senior leaders across Go to Market to drive and operationalize GTM strategy and global growth
• Lead strategic and operational GTM planning, and drive excellence in execution
• Lead and build a high-performing Sales Operations team; Set clear priorities, success metrics, and development paths for your team
• Drive executive level business presentations (i.e. Business Reviews)
• Lead key sales productivity initiatives focused on customer success, bookings growth, pipeline development and ecosystem alignment
• Design territory, account segmentation, capacity, and quota models to improve growth and productivity
• Deliver actionable insights on pipeline health, deal velocity, win rates, and sales performance

Required Skills & Experience

• 10+ years of experience in Sales Operations, Revenue Operations, or related roles, with significant enterprise focus
• 6+ years leading teams in a complex, matrixed B2B environment
• A high-performance people leader, experience leading and developing a strong regional team with a track record of engaging and growing diverse talent to greater success
• Skilled with data, analysis, and delivering insights
• Deep expertise in enterprise GTM models, forecasting, quota/territory design, and pipeline management
• Proven track record of improving forecast accuracy, pipeline quality, and revenue predictability at scale
• Deep understanding of sales motions, processes, go-to-market processes, and supporting technologies (CRM, analytics,).
• Strong executive communication skills, both interpersonal and written, and influence; skilled at translating complexity into clarity
• Strong analytical and storytelling skills; ability to translate data into executive-ready insights
• Ability to diagnose complex, ambiguous business problems and translate them into clear operating plans, processes, and metrics
• Experience inspiring change management across large sales organizations, including process adoption, tool rollout, and behavioral change

Bonus Qualifications

• Active Replit user with understanding of developer tools and coding platforms
• Experience at a high-growth SaaS company or developer-focused platform
• Background in finance, accounting, or business operations
• Experience with sales enablement and training programs
• Experience with consumption-based or usage-based revenue models in addition to traditional SaaS contract structures
• Have experience integrating AI/ML capabilities into business systems to drive automation and predictive insights
• Have experience with international GTM operations and multi-currency, multi-entity commercial systems

Full-Time Employee Benefits Include:

• Competitive Salary & Equity
• 401(k) Program with a 4% match
• Health, Dental, Vision and Life Insurance
• Short Term and Long Term Disability
• Paid Parental, Medical, Caregiver Leave
• Commuter Benefits
• Monthly Wellness Stipend
• Autonomous Work Environment
• In Office Set-Up Reimbursement
• Flexible Time Off (FTO) + Holidays
• Quarterly Team Gatherings
• In Office Amenities