{bc}
Apply
workday

Director, Sales Operation

Terafina
USA
Full-time
Director · 10+ years experience
Onsite
Discovered 2 weeks ago

Full Job Posting

Key Responsibilities

  • Renewals, Retention & Expansion
  • Own the end-to-end renewals operating model, including process design, timelines, ownership, escalation paths, and systems
  • Develop and operationalize retention strategies to improve Gross and Net Revenue Retention (GRR/NRR), reduce churn, and drive expansion
  • Implement account health scoring and early-warning indicators to proactively identify and mitigate renewal risk
  • Partner with Sales and Customer Success on renewal playbooks, segmentation, pricing/uplift strategies, and incentive alignment
  • Establish disciplined renewal forecasting with clear pipeline visibility by segment, cohort, and stage
  • Sales Planning & Strategy
  • Lead annual and quarterly sales planning, including headcount modeling, territory design, and quota setting
  • Build equitable, scalable territory and quota models aligned to growth and profitability goals
  • Drive alignment across Sales, Finance, and Executive Leadership on planning and forecasting assumptions
  • Performance Management & Analytics
  • Design and oversee KPI frameworks across the full funnel and renewal lifecycle (pipeline, conversion, attainment, productivity, renewal rate, churn, GRR, NRR)
  • Monitor leading and lagging indicators; surface trends, risks, and opportunities to senior leadership
  • Translate complex data into actionable insights that drive performance improvement
  • Forecasting & Executive Insights
  • Consolidate data and analyze trends to support accurate new-business and renewals forecasting
  • Partner with revenue leaders to diagnose performance drivers and develop data-backed action plans
  • Deliver recurring reporting for executive and board-level reviews
  • Process Optimization & Enablement
  • Identify and implement process improvements to reduce friction and increase sales efficiency
  • Standardize best practices in sales methodology, pipeline management, and performance tracking
  • Act as a strategic advisor to sales leadership on operational readiness, incentives, and scale
  • Team Leadership
  • Lead, develop, and scale a high-performing Sales Operations team
  • Foster a culture of data literacy, accountability, and continuous improvement
  • Mentor team members and support career development

Qualifications

  • Required
  • 10+ years of experience in Sales Operations, Revenue Operations, or Business Operations within a B2B environment
  • 3+ years of people leadership experience
  • Proven ownership of a renewals and retention motion with measurable impact on GRR/NRR
  • Strong background in territory and quota planning, forecasting, and performance management
  • Excellent analytical, problem-solving, and project management skills
  • Executive-level communication and stakeholder management capabilities
  • Bachelor’s degree in Business, Finance, Economics, or work experience
  • Preferred
  • Deep understanding of B2B and FinTech sales models
  • Experience supporting both direct and indirect sales motions
  • Strong business acumen with a data-first mindset
  • Comfortable operating in a high-growth, fast-paced, and ambiguous environment
  • Statement to Third Party Agencies To ALL recruitment agencies: Candescent only accepts resumes from agencies on the preferred supplier list. Please do not forward resumes to our applicant tracking system, Candescent employees, or any Candescent facility. Candescent is not responsible for any fees or charges associated with unsolicited resumes.
  • Statement to Third Party Agencies

Preferred Qualifications

  • Preferred
  • To ALL recruitment agencies: Candescent only accepts resumes from agencies on the preferred supplier list. Please do not forward resumes to our applicant tracking system, Candescent employees, or any Candescent facility. Candescent is not responsible for any fees or charges associated with unsolicited resumes.

Apply for this job in 1 click

Skip the repetitive application forms

Install the Base Career Chrome Extension and autofill job applications across major job boards with your profile.

Sarah M.James T.Maya R.

Trusted by over 500,000 job seekers on Base Career

Start Free Today

More from this employer

More jobs at Terafina

Senior Software Engineer – Full stack developer (Java & React)

Bengaluru, IND

Discovered TodayFull-time

Sr Digital Strategy Executive

, USA

Discovered 3 days agoFull-time

Manager, Software Engineering

Bengaluru, IND

Discovered 3 days agoFull-time

Cloud Infrastructure DevOps Architect

Dundee, GBR

Discovered 5 days agoFull-time

Principal Digital Strategy Executive

, USA

Discovered 1 weeks agoFull-time

Benefits Analyst

, USA

Discovered 1 weeks agoFull-time

Project Coordinator, Creative Operations

Bengaluru, IND

Discovered 2 weeks agoFull-time

Associate People Business Partner

, USA

Discovered 2 weeks agoFull-time