Director of Sales Operations

About the Company

The Pack Labs is a high-growth company building standout brands in a fast-moving and still-evolving environment. We move quickly, hold a high bar, and are deeply focused on creating high-quality products, strong identities, and scalable growth across regulated markets. From product development to brand storytelling and go-to-market execution, The Pack Labs exists to create brands and products that connect, perform, and endure.

About the Role

We’re hiring a Director of Sales Operations to build and own the data and systems backbone of our national sales organization. This is not a coordinator role. You will architect the CRM, instrument every stage of the funnel, and make data the operating language of the sales team. If a number can’t be trusted, you fix the system that produced it. If a process can’t be measured, you redesign it until it can. The end goal: an operational foundation that lets the sales org 2–3x without breaking.

Responsibilities

• Systems & Process
• Establish the CRM as the single source of truth for sales activity, pipeline, and deal state, integrated cleanly with the commerce platform as the source of truth for revenue.
• Architect deal stages, properties, workflows, and automations so the system enforces the right behaviors without manual policing.
• Own the integration layer between CRM and commerce — reconcile activity to revenue, surface mismatches, eliminate double-entry.
• Stand up and govern the sales tech stack: dialers, sequencers, enrichment, BI.
• Codify playbooks, SOPs, and checklists into the system itself (workflows, required fields, stage gates) so process is enforced, not just documented.
• Data & Forecasting
• Define the data model: what we track, how we track it, who owns each field.
• Build and maintain dashboards for pipeline coverage, conversion, deal velocity, rep performance, and forecast accuracy.
• Run weekly data hygiene audits and drive remediation.
• Build forecasting models with documented assumptions and quantifiable variance against actuals.
• Cadence & Accountability
• Lead weekly pipeline reviews grounded in data, not opinion.
• Identify risks early — pipeline gaps, stalled deals, activity drop-offs — and drive corrective action.
• Define and enforce sales fundamentals: prospecting volume, follow-up cadence, CRM hygiene, deal progression.
• Set go/no-go data criteria for launches and promotions; pause or redesign initiatives that can’t be measured cleanly.
• Partner with Marketing, Finance, and Operations to align revenue, inventory, and cash flow data into one coherent picture; reconcile sales-reported numbers against finance-of-record monthly.

Qualifications

Required

• Minimum of 8 years in Sales Operations or Revenue Operations, with at least 3 years owning a CRM end-to-end.
• Built or rebuilt a modern CRM (HubSpot, Salesforce, or similar) from the ground up — not just administered an existing instance.
• Strong forecasting and pipeline modeling skills with a track record of variance under 10%.
• Hands-on with SQL, spreadsheets at a power-user level, and at least one BI tool (Looker, Tableau, Power BI, or similar).
• Analytical, systems-thinking mindset — you instinctively look for the broken process behind the bad number.

Preferred

• Comfortable with APIs, webhooks, and integration tooling (Zapier, Make, native connectors) to get systems talking.
• Experience with B2B/wholesale commerce or ERP platforms.
• Regulated CPG category experience a plus (hemp, alcohol, supplements, tobacco/nicotine, or similar).
• Light scripting (Python, JS) for data work.

What Success Looks Like

• CRM adoption above 95% with weekly data quality audits passing.
• Forecast accuracy within 10% of actuals, three quarters in a row.
• Every active deal has a current next step, owner, and expected close date.
• Pipeline coverage, conversion, and velocity visible to the entire org in real time.
• Sales decisions made from dashboards, not from spreadsheets emailed around the night before.

At-Will Employment Disclaimer

Your employment with The Pack Labs is on an “at-will” basis. This means your employment may be terminated by either you or The Pack Labs at any time, with or without notice and with or without cause. Likewise, we respect your right to leave The Pack Labs at any time, with or without notice and with or without cause. Furthermore, The Pack Labs reserves the right to modify or alter an employee’s position, in its sole discretion, with or without cause or advance notice, through actions other than termination, including demotion, promotion, transfer, reclassification, suspension, change of work responsibility, or reassignment.

Equal Opportunity Statement

The Pack Labs is an Equal Opportunity Employer and Prohibits Discrimination and Harassment of Any Kind. The Pack Labs is firmly committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at The Pack Labs are rigorously based on business needs, job requirements, and individual qualifications, without regard to race, color, religion or belief, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. The Pack Labs will not tolerate discrimination or harassment based on any of these characteristics.