Director, Sales Operations

A career that’s the whole package! At Conga, we’ve built a community where our colleagues can thrive. Here you’ll find opportunities to innovate and support growth through individual and team development, all within an environment where every voice is heard. Conga lines up commercial operations so companies run as connected, smarter businesses. By unifying the people and processes that drive commerce, Conga aligns pricing, quoting, contracting, rebates, and communications so teams stay in sync and buyers keep moving forward. The result is trusted decisions, consistent buyer experiences, and profitable growth. More than 10,000 customers worldwide, including over 50% of the Fortune 100®, trust Conga when commercial complexity is high and global impact is on the line. Job Title: Director, Sales Operations Reports to: VP, Revenue Operations / CRO Locations: US – Boston, MA, Houston, TX A quick snapshot… As Director, Sales Operations at Conga, you will lead the strategy, execution, and optimization of sales operations across the organization. You’ll partner closely with Sales leadership, Marketing, Finance, and Customer Success to drive operational excellence, improve pipeline performance, and support revenue growth. This role blends strategic thinking with hands-on execution—you will oversee forecasting, territory planning, pipeline analytics, and sales process optimization while building scalable systems and processes that enable the Sales organization to perform at its highest level. Why it’s a big deal… At Conga, Sales Operations is a critical driver of revenue performance and organizational alignment. The Director, Sales Operations ensures that our Sales teams are operating with clarity, efficiency, and the right data to make informed decisions. This role plays a central part in how we forecast revenue, manage pipeline health, design territories and quotas, and track performance against goals. It directly impacts our ability to scale, identify growth opportunities, and execute our go-to-market strategy effectively. In addition, this leader drives consistency across processes, ensuring that systems, reporting, and workflows are optimized to support a global Sales organization. The impact of this role extends from day-to-day sales execution to executive-level planning and board reporting. Are you the person we’re looking for? Related experience You bring 8–10+ years of experience in Sales Operations, Revenue Operations, or a related field within a SaaS or technology organization. You have a strong understanding of sales processes, pipeline management, forecasting, and performance metrics. Leadership & influence You are a strategic partner to Sales leadership, with a proven ability to influence decisions through data, insights, and operational expertise. You have experience leading teams and developing talent while driving cross-functional alignment. Operational expertise You have deep experience in forecasting, territory and quota planning, pipeline management, and sales performance analysis. You understand how to design and implement scalable sales processes that improve efficiency and effectiveness. Analytical mindset You are highly data-driven, with the ability to analyze performance, identify trends, and provide actionable insights that drive revenue growth. Initiative You proactively identify opportunities for improvement and take ownership of driving change. You don’t wait for direction—you bring forward solutions and execute on them. Cross-functional partnership You collaborate effectively with Marketing, Finance, Customer Success, and Product to ensure alignment across the entire go-to-market organization. Education Bachelor’s degree in Business, Finance, Analytics, or a related field is preferred. Here’s what will give you an edge… Tools and systems experience Deep experience with Salesforce and sales tech stack (e.g., Clari, Outreach, Gong, etc.) Experience with BI tools such as Tableau, Power BI, Looker , or similar Strong proficiency in Excel and data analysis Forecasting & planning expertise Proven experience building and managing forecasting models and processes Strong background in territory design, quota setting, and capacity planning Pipeline & performance management Experience driving pipeline health, deal velocity, and conversion optimization Ability to define and track key sales KPIs and performance metrics Process optimization Track record of improving and scaling sales processes, including lead-to-close workflows Experience implementing automation and improving system efficiency Cross-functional leadership Experience partnering with Finance on revenue planning and reporting Strong collaboration with Marketing on lead flow and pipeline generation Data storytelling Ability to translate complex data into clear, actionable insights for executive stakeholders Experience supporting executive and board-level reporting Quality oriented You operate with a high level of accuracy and accountability, ensuring that data, forecasts, and reporting are reliable and actionable. Resourceful & collaborative You bring a solutions-oriented mindset and thrive in a fast-paced environment. You leverage relationships, data, and tools to drive outcomes and continuously improve how Sales Operations supports the business. In the spirit of the Conga Way, we strive to design easy-to-understand compensation programs that are fair and free from any type of discrimination. In keeping with this approach, we are committed to delivering competitive compensation and benefits packages to our colleagues worldwide and communicating transparently about the structure of our compensation programs. Listed below is the U.S. base salary range for this full-time position. Within the range, individual pay is determined by job-related skills, experience, and relevant education, or training. In addition to base salary, Conganeers receive a variable incentive pay component, perks such as flexible work options, and a full range of benefits including medical and dental insurance. The posted salary ranges are for the expectations outlined in the job description. We are often open to a wide variety of profiles and sometimes have flexibility within our organizational structure to adjust the role responsibilities up or down should we select a candidate that is less or more experienced than the posted job requirements. In these occasional cases, we will communicate the revised salary range to the candidate during the selection process. U.S base salary range: $157,620 — $252,190 USD Did we pique your interest? If this sounds like the kind of job you would love in the kind of environment where you would thrive, please click apply. We'd love to hear from you! Preferred Resume Format We accept resumes in any format, we suggest using PDF or plain text. These formats help ensure that your resume’s formatting remains intact, making it easier for our recruiters to review your application promptly. Don’t meet every requirement for the role? Studies have shown that women and members of ethnic minorities are less likely to apply to jobs unless they meet every single qualification. At Conga we are dedicated to building a diverse, inclusive, and authentic workplace, so if you’re excited about this role but your experience doesn’t align perfectly with every qualification in the job description, we encourage you to apply anyway. You just might be the right candidate for this or other roles. Additional Information Conga is proud to be an Equal Opportunity Employer and provides equal employment opportunities to all employees and applicants regardless of race, color, religion, gender, gender identity, age, national origin, disability, parental or pregnancy status, marriage and civil partnership, sexual orientation, veteran status, or any other characteristic protected by law. We understand interviewing can be stressful for those with disabilities. If reasonable accommodation is needed to allow you to show us your best self, please let your recruiter know as soon as possible. All your information will be kept confidential according to EEO guidelines. Conga is not open to third party solicitation or resumes for our posted FTE positions. Resumes received from third party agencies that are unsolicited will be considered complimentary. Conga's Applicant Privacy Statement The information you provide during the application process will be used in accordance with Conga’s Applicant Privacy Statement ( https://conga.com/applicant-privacy-statement ). By submitting your application, you acknowledge and agree to the terms outlined in this privacy statement.

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