Director of Sales Operations

Job Description

Job Description

SmartSource®, an ABCOM Technology Group company, has more than 35 years of experience serving clients' business technology needs in the events, staffing, legal, government, finance, education, entertainment, and meeting production industries. The company provides services throughout North America through its fully staffed and equipped offices in major metropolitan markets. SmartSource draws from its extensive inventory of audio-visual technologies to deliver world class solutions for meetings and conventions, including general sessions, breakout rooms, trade shows and specialty events. The SmartSource team is passionate about leveraging its expertise to support our clients’ goals, while inspiring their attendees and stakeholders.

SmartSource will afford you an exciting career opportunity. We offer a fast-paced and dynamic work environment. Most importantly, you will be provided with the support and environment to excel and succeed with an industry leading company. If you are enthusiastic, highly motivated and looking for a great opportunity, we encourage you to apply today.

Overview:

SmartSource is seeking a Director of Sales Operations to be a strategic, operational, and executional force behind our high-performing sales organization. This leader will drive the optimization of sales systems and processes, enable best-in-class Salesforce adoption, enforce KPI accountability, and partner cross-functionally to ensure strong execution of all go-to-market initiatives.

This role is central to scaling our revenue engine—balancing strategic foresight with operational excellence, and pairing data fluency with a relentless focus on sales team productivity and performance. A strong understanding of how to leverage AI-powered tools and insights to drive smarter selling and more efficient operations is essential.

Key Responsibilities:

Sales Process & CRM Optimization

• Drive full adoption and advanced use of Salesforce (SFDC) across all sales teams.
• Ensure Salesforce is the single source of truth for pipeline, forecasting, QBRs, and KPI tracking.
• Continuously refine opportunity stages, sales workflows, dashboards, and reporting cadence to support strategic decision-making.

Sales Enablement & Execution Support

• Partner closely with the Director of Sales Strategy & Development to support outbound campaigns through systems, process, analytics, and enablement.
• Ensure the sales organization has the tools, training, and resources to execute GTM campaigns at a high level.
• Own execution of Strategic Account Plans, Account Management frameworks, and QBR structures.

AI and Automation Integration

• Identify and implement AI-powered solutions that increase sales productivity, improve forecasting accuracy, and surface actionable insights.
• Leverage generative AI, predictive analytics, and automation tools to streamline rep workflows, prioritize leads, and reduce administrative overhead.
• Educate and coach sales leaders on how to adopt and operationalize AI tools effectively in daily execution.

Performance Management & Leadership Coaching

• Meet regularly with Sales VPs to review pipeline health, rep-level KPIs, forecasting accuracy, and close plans.
• Drive accountability to key KPIs at both the individual rep and leadership level.
• Provide hands-on coaching to Sales VPs on how to improve team performance through better inspection, process adherence, and development.

Reporting & Analytics

• Own all sales performance reporting—ensuring accuracy, clarity, and insight.
• Deliver weekly, monthly, and quarterly dashboards to the Sales Leadership and Executive teams.
• Provide forward-looking insights and performance analysis that inform sales strategy, territory adjustments, and growth opportunities.

Sales Tools & Tech Stack Ownership

• Oversee and maximize ROI of core tools including Salesforce, Outreach.io, ZoomInfo, TitanX, Phone Ready Leads, and LinkedIn Sales Navigator.
• Champion integration and adoption of AI-enabled platforms within the sales tech stack.
• Continuously evaluate new technologies to maintain a modern, data-driven sales organization.

What We’re Looking For:

• 10+ years of experience in Sales Operations, Revenue Operations, or GTM Enablement, preferably in a B2B or complex sales environment.
• Proven success owning SFDC at a leadership level and implementing scalable processes across multi-segment teams.
• Deep experience driving sales execution, process optimization, and campaign enablement across outbound and account-based strategies.
• Demonstrated knowledge and hands-on application of AI in sales operations (e.g., lead scoring, forecasting, automation, AI-generated insights, coaching tools).
• Strong analytical and forecasting skills; expert in KPI management, pipeline inspection, and CRM data integrity.
• Strategic mindset with the ability to zoom out and align sales operations with company goals, while also owning daily execution.
• Excellent communication and cross-functional leadership skills.
• Strong training and enablement capabilities—can “teach the teacher” and elevate sales leadership execution.

Nice-to-Haves:

• Experience in the AV/Tech rental or IT services space.
• Familiarity with enterprise selling methodologies (e.g., MEDDPICC, Challenger, SPIN).
• Exposure to multi-channel GTM motions (field sales, SDR, digital, ABM).
• Working knowledge of tools like Gong, Clari, or other AI-powered sales intelligence platforms.

Why SmartSource:

We're a fast-moving, results-oriented company scaling for growth. This is a unique opportunity to build and shape the future of our sales operation—combining best-in-class tools, AI, and a high-performance culture. You’ll work side-by-side with top leadership and directly impact revenue growth, sales excellence, and market expansion.

SmartSource is an equal opportunity/affirmative action employer. SmartSource does not discriminate on the basis of race, color, religion, gender (including non-binary/third gender), transgender, gender identity or expression, sexual orientation or affectional preference, national origin, citizenship, age, disability, status as a protected veteran, military status, marital status, or status in any group or class protected by applicable federal, state, or local law. SmartSource makes reasonable accommodations for qualified individuals with disabilities in accordance with the Americans with Disabilities Act, Rehabilitation Act, and applicable state and local laws.