Description
We are seeking a Director of Sales Operations, Technical Pre-Sales (TPS) to lead the strategic and operational engine for the Technical Pre-Sales organization.
This role owns the end-to-end TPS operations, bringing together strategy, business operations, and sales operations into a single, coordinated function that translates go-to-market priorities into clear plans, disciplined execution, and measurable outcomes.
As a player-coach leader, you will both define direction and directly drive critical workstreams,partnering closely with TPS leadership to ensure the organization operates with clarity, rigor, and impact.
Scope of Role
- Own TPS Strategy, Business Operations, and Sales Operations as a unified function
- Lead a small, high-impact team (3 FTEs) across strategy, analytics, and operations
- Serve as the primary strategic and operational partner to TPS leadership
- Balance hands-on execution with leadership and prioritization
Key Responsibilities
Strategy & Planning
- Translate enterprise GTM strategy into TPS priorities, “big bets,” and execution plans
- Lead annual and in-year planning (capacity, coverage, and investment decisions)
- Define and continuously refine TPS growth strategy tied to pipeline, win rates, and deal outcomes
- Ensure alignment between TPS priorities and sales motions
Operating Model & Business Operations
- Own TPS business operations, including planning cycles, governance, and operating rhythms
- Run core cadences (QBRs, pipeline reviews, capacity reviews, leadership forums)
- Drive clarity on priorities, roles, and decision-making frameworks
- Partner with Finance and HR on budget, workforce planning, and organizational design
- Establish lightweight, scalable operating mechanisms
Sales Operations (Pre-Sales Focus)
- Help define and lead operationalization of pre-sales engagement and coverage models
- Partner with Sales Ops to integrate technical breakthroughs into pipeline and forecasting
- Drive awareness of technical deal progression, risk, and capacity constraints
- Support territory planning and optimize pre-sales resource deployment
Performance Management & Insights
- Define important metric framework for TPS (productivity, technical win rates, cycle time, impact on revenue)
- Build and maintain a focused, high-quality reporting and insights engine
- Lead performance reviews that drive decisions and accountability
- Personally deliver executive-level insights and recommendations
Execution & Transformation
- Lead a small number of high-priority initiatives that improve TPS effectiveness and scale
- Drive adoption of new processes, tools, and AI-enabled workflows
- Ensure strong follow-through from strategy → execution → measurable outcomes
- Create a closed-loop system from insight to action
Systems, Data & Process Excellence
- Partner with Sales Ops and technical teams to improve systems, workflows, and data quality
- Standardize critical processes while avoiding unnecessary complexity
- Leverage automation and AI to increase efficiency and insight generation
Leadership Expectations
- Operates as a player-coach,comfortable going deep into analysis and execution when needed
- Prioritizes ruthlessly-focuses the team on the few things that matter most
- Brings structure and clarity without over-engineering
- Builds strong cross-functional relationships and drives alignment without formal authority
Qualifications
Required
- 10–15 years in Strategy, Business Operations, Sales Operations, or GTM Operations
- Experience supporting Sales and/or Technical Pre-Sales organizations
- Proven ability to build operating models and personally drive execution
- Strong analytical and financial modeling skills
- Executive-level communication and partner management
Preferred
- Experience in SaaS / enterprise technology environments
- Familiarity with pre-sales workflows (solution consulting, technical validation, POCs or comparable experience)
- Experience in small, high-impact teams or early-stage org building
What Success Looks Like
- TPS operates with clear priorities and strong execution rigor
- Leadership has simple, trusted awareness of performance, capacity, and pipeline
- Strong alignment between Sales and TPS improves win rates and deal velocity
- The team consistently delivers a small number of high-impact improvements
- Systems and processes feel lightweight, effective, and scalable