Director Sales Operations

In this role, you'll help drive the success of Collegis Education's sales organization by strengthening pipeline visibility, improving forecasting accuracy, and building smarter, more efficient sales operations through data, technology, and AI-enabled solutions.

This role exists to lead and continuously improve the sales operating system by establishing consistent processes, maintaining Salesforce data integrity, strengthening accountability, and partnering with leadership to identify risks, improve performance, and advance an increasingly automated sales operations model.

The Director of Sales Operations is accountable for the day-to-day operating discipline of the sales organization and for building the next-generation sales operating model. This is a hands-on role: the Director runs pipeline and forecast processes, recommends Salesforce configuration changes and ensures Salesforce data is credible, drives follow-through and gives leadership an independent view of pipeline health and risk. The Director also defines the processes, data and business rules required to automate more of this work through AI in close partnership with the AI Solutions team.

What You'll Do:

Run the Sales Operating Cadence

• Own and run weekly pipeline and forecast reviews; focus discussions on exceptions, decisions and actions.
• Track commitments and follow-up; ensure agreed actions are completed.
• Provide the CEO, finance and sales leadership with a concise view of what changed, what is at risk and where intervention is needed.

Pipeline, Forecast & Data Discipline

• Operationalize a structured enterprise sales methodology (e.g., MEDDPICC), embedding qualification criteria, stage gates, required data and inspection standards into Salesforce, pipeline reviews and forecasting.
• Enforce stage definitions, qualification criteria, close-date discipline, next steps, stakeholder coverage and required opportunity data.
• Challenge stale, weak or unsupported opportunities and forecasts; maintain a fact-based forecast and pipeline outlook.
• Monitor coverage, aging, slippage, conversion, velocity, pipeline creation and seller/process adherence.

Design & Improve the Sales Operating System

• Define and continuously improve sales processes, data requirements, KPIs, stage gates, review cadence and management rules. Define Salesforce business requirements to support sales operating systems.
• Identify where deals stall or conversion breaks down and recommend changes to improve execution.
• Partner with GTM to operationalize sales plays and market intelligence through repeatable seller workflows and measurable actions.

Build an AI-Enabled Sales Operations Model

• Partner with the AI Solutions team to automate pipeline inspection, alerts, meeting preparation, projections, forecast-risk identification and management reporting.
• Define the business logic and data needed for AI-enabled workflows; validate outputs and embed useful capabilities into the recurring sales cadence.
• Continuously shift effort from manual reporting and inspection toward insight, intervention and improvement.

Role Boundaries

• Sales leadership owns seller coaching, performance and commercial execution.
• The Director owns the sales operating process, data discipline, forecast integrity and process accountability.
• GTM/Marketing owns positioning, messaging, campaigns and sales-enablement strategy/content; Sales Operations helps operationalize and measure it.

What You'll Bring: Experience & Skills

• 7+ years of progressive Sales Operations, Revenue Operations or related experience supporting complex B2B managed services sales.
• Experience in technology managed services
• Hands-on expertise in pipeline management, forecasting, Salesforce/CRM, sales analytics and operating cadence.
• Experience implementing or operating within a structured enterprise sales methodology such as MEDDPICC, ideally in a complex, multi-stakeholder B2B sales environment.
• Strong business judgment and executive presence; able to challenge assumptions and drive accountability without directly managing sellers.
• Comfort with AI, automation and data; able to translate business processes into requirements for technical implementation.

Measures of Success

• Credible pipeline and forecast with materially stronger data discipline.
• Consistent operating cadence that runs effectively without CEO day-to-day management.
• Earlier identification of risk, slippage and required intervention.
• Increasing automation of recurring inspection, analysis and reporting.

Education & Certifications:

• Bachelor's degree in Marketing or related field preferred.

Work Environment & Schedule:

Collegis employs team members in a variety of locations across the country, supporting a flexible and distributed workforce. Depending on candidate location, this position may be structured as either remote or hybrid. Candidates located within 60 miles of our Oak Brook, IL office or a partner school will be expected to follow a hybrid schedule, working onsite 2–3 days per week to support collaboration and team engagement, while those outside this radius may work fully remotely. Specific expectations based on location will be discussed during the interview process.

Who We Are:

Collegis Education partners with higher education institutions to deliver technology, marketing, and enrollment solutions that support the full student lifecycle. Our teams work across institutions to improve operations, enhance the student experience, and drive meaningful outcomes for both students and our partners. For more information about Collegis Education, please visit

Beware of Scams: Please note that all inquiries regarding Collegis Education job postings will come from an email domain of @mail.paylocity.com or @collegiseducation.com.

Collegis Education is committed to the policy that all persons shall have equal access to its programs, facilities, and employment without regard to race, color, creed, religion, national origin, sex, age, marital status, disability, public assistance status, veteran status, or sexual orientation.