Director of Retail Operations

The Director of Sales Operations is a strategic leader responsible for shaping the long-term infrastructure, operating model, and data ecosystem that drive Gabriel & Co.’s sales performance. This role serves as a critical partner to Sales, Finance, Marketing, Customer Service, and Digital — ensuring the organization operates with clarity, alignment, and a unified commercial strategy. The ideal candidate brings an enterprise-wide mindset, enabling the sales organization to scale efficiently through proactive planning, optimized processes, and a modern sales-tech stack. Just as importantly, this is a role that runs on relationships. Our commercial engine spans wholesale and retail — independent retailers, department stores, and a fast-growing direct-to-consumer business — and the operating model only works if Regional Sales Managers, Finance, and our retail partners trust the person building it. We are looking for a tenacious, commercially credible leader who is genuinely strong on systems and data, but who uses them to influence decisions and drive revenue rather than to produce reports. This is a sales leadership role with operational depth, not a reporting function. KEY RESPONSIBILITIES Sales Infrastructure & Process Excellence Architect and standardize end-to-end sales processes to support a scalable, high-performing commercial engine. Redesign critical workflows across order flow, fulfillment, trade shows, reorder programs, and clientelling. Build processes that work across all channels — independent wholesale, department store, and direct-to-consumer — recognizing that each operates on different economics, cadences, and partner expectations. Create enterprise-grade SOPs that drive consistency, compliance, and operational excellence across all regions. Partner strategically with Finance to build robust sales forecasts, multi-year revenue plans, and regional performance strategies. Elevate visibility into revenue, margins, and product-level profitability through advanced reporting frameworks. Establish and govern the company’s sales reporting cadence, including executive-ready performance dashboards and pipeline analytics. Connect sell-in to sell-through — ensuring the business can see not only what our accounts bought, but what is moving at the counter, what is aging, and what that means for the next order. Commercial Partnership — Wholesale & Retail Act as a commercial partner to the field, not a service desk: work alongside Regional Sales Managers on territory planning, account prioritization, and the numbers behind their biggest conversations. Support key account and department store relationships with the analysis, reporting, and business cases that win incremental space, investment, and reorders. Bring operational discipline to trade shows, reorder programs, and seasonal launches so that sell-in translates into measurable sell-through. Surface and act on the friction our retail partners feel — ordering, fulfillment, returns, and service — as a matter of revenue, not administration. Serve as executive owner of the sales technology roadmap — aligning IT, Digital, and Sales toward a unified platform vision. Drive CRM adoption by developing a data-driven culture and ensuring high-quality, actionable insights. Win adoption through influence and usefulness — building tools the field actually wants to use, and earning buy-in from sales leaders rather than mandating compliance. Integrate AI-enabled tools and automation to enhance productivity, decision-making, and cross-channel visibility (B2B, B2C, digital). Partner with Finance to design strategic incentive programs that reinforce company-wide revenue, margin, and growth priorities. Oversee the automation and governance of commission frameworks to ensure transparency, accuracy, and effectiveness. Communicate plan design and changes to the field with clarity and credibility — handling the difficult conversations directly and fairly. Align compensation programs with long-term commercial objectives and evolving business dynamics. Field Enablement & Training Develop a modern enablement strategy that equips Regional Sales Managers with insights, playbooks, and tools to accelerate account growth. Introduce structured training programs in partnership with HR (L&D) to enhance consultative selling, segmentation, and strategic account planning. Ensure the field is supported with clear best practices and consistent standards of excellence. Leadership & Accountability Lead and develop a high-performing Sales Operations team, fostering a culture of analytical rigor, collaboration, and commercial ownership. Define organizational design, workflows, and operating principles for a next-generation Sales Operations function. Influence and align senior stakeholders across Sales, Finance, Marketing, and Digital — building consensus where authority is shared and holding the line where it matters. Negotiate contracts with vendors to support scalable, compliant, and cost-effective sales operations. Partner with legal counsel to ensure company intellectual property is protected across all vendor, partner, and customer agreements. Serve as a key stakeholder in shaping the organization’s commercial evolution as Gabriel & Co. continues to scale. QUALIFICATIONS 8–12+ years of leadership experience in Sales Operations, Revenue Operations, or related commercial strategy roles. Background in wholesale, retail, luxury, or consumer goods industries preferred — with genuine fluency in both wholesale and retail dynamics, including the economics of an independent retailer and the demands of a department store partner. Demonstrated success in building scalable sales operations capabilities within growth-oriented companies. Strong analytical and financial acumen, including forecasting, profitability modeling, and executive reporting — paired with the commercial judgment to know which numbers matter and the communication skill to make them land. Experience leading CRM implementations, sales technology modernization, and data governance initiatives. Exceptional cross-functional leadership with the ability to influence senior stakeholders and drive organization-wide alignment. A track record of building trust with a field sales organization — credible with Regional Sales Managers and account teams, and able to hold difficult conversations without damaging the relationship. Tenacity and follow-through: you own outcomes end to end, close the loop without being chased, and keep moving when the answer is not immediately available. Comfortable in a privately owned, founder-led, fast-moving environment — able to adapt, prioritize, and execute with a high degree of ownership. PREFERRED Experience within jewelry, fashion, or beauty categories. Prior support of field-based or regional sales teams. Exposure to both wholesale and direct-to-consumer channels within the same business. WHAT SUCCESS LOOKS LIKE IN YEAR ONE A single, trusted source of truth for sales performance — used by the VP of Sales, Finance, and the field alike. A standardized reporting and forecasting cadence that leadership relies on without chasing. Measurable CRM adoption across the field, driven by usefulness rather than mandate. Commission and incentive frameworks running accurately and transparently, with disputes materially reduced. Regional Sales Managers describing Sales Operations as a commercial partner they seek out — not a back-office function. #J-18808-Ljbffr