Director of Sales Operations

Director of Sales Operations

Location: Charlotte, NC (Remote)

Reports To: Chief Revenue Officer

Direct Reports: 3

Employment Type: Full-Time, Exempt

Summary

SOLID Surface Care is a leading provider of surface care, maintenance, and restoration services for commercial facilities. Backed by private equity and an active M&A strategy, we're growing quickly across new markets and acquired businesses.

We're looking for a Director of Sales Operations to lead the systems, processes, data, and infrastructure that support SOLID's sales organization as we scale.

This is a highly visible, hands-on leadership role reporting directly to the Chief Revenue Officer. You'll lead an existing team of three while serving as a key owner of Salesforce and the broader sales operations function. You'll work closely with Sales, Finance, Operations, Marketing, and HR to improve how our sales organization operates—from CRM management and pipeline visibility through territory design, quota support, reporting, and the handoff of sold work to downstream teams.

The ideal candidate is both a Salesforce expert and a strategic Sales Operations leader—someone who can get into the CRM and solve problems directly, while also building scalable processes and using data to improve sales performance.

What You'll Own

Sales Process & Operations

· Own and continuously improve the end-to-end sales process from opportunity creation through close and order handoff.

· Identify and eliminate process bottlenecks and inefficiencies while establishing consistent sales processes and standards.

· Partner with Sales, Finance, and Operations to improve sales execution, data accuracy, and the transition from sold work to downstream execution.

· Support RFP processes for large-scale opportunities.

Salesforce & CRM Ownership

· Serve as the primary business owner and internal subject-matter expert for Salesforce.

· Own Salesforce administration, configuration, workflows, automation, reporting, dashboards, data integrity, and governance.

· Troubleshoot CRM issues, implement enhancements, and optimize Salesforce to improve seller productivity, visibility, and adoption.

· Establish CRM standards and drive consistent Salesforce adoption across the sales organization, ensuring the system accurately reflects the sales process.

Territory & Quota Strategy

· Design and maintain sales territories and account assignment structures.

· Support annual and mid-year quota-setting through data analysis, capacity modeling, and performance trends.

· Provide scenario analysis to help leadership evaluate territory, account, and resource changes.

· Support territory and CRM integration as SOLID continues to acquire and integrate new businesses.

Sales Performance & Capability

· Use pipeline, CRM, and conversion data to identify sales process, performance, and capability gaps.

· Provide Sales leadership with actionable recommendations around process improvement, productivity, and performance.

· Develop and maintain reporting that helps Sales leaders understand performance and make informed decisions.

· Partner with HR and Sales leadership to incorporate CRM, process, and compliance training into new-hire onboarding.

Technology & Data

· Ensure Salesforce and other commercial systems support accurate, efficient sales execution.

· Establish data governance standards and maintain high levels of CRM data quality.

· Evaluate sales technology that can improve efficiency, reporting, data quality, and seller productivity.

· Partner with Marketing to ensure lead generation and campaign activity are accurately reflected in Salesforce.

· Identify opportunities to automate manual processes and improve the overall sales technology ecosystem.

What We're Looking For

Required

· 6+ years of progressive Sales Operations experience, including 2+ years in a leadership role.

· Advanced, hands-on Salesforce experience with the ability to independently administer, configure, troubleshoot, and optimize Salesforce, including workflows/automation, dashboards, reporting, data management, and user adoption.

· Demonstrated ability to independently troubleshoot Salesforce issues and translate business requirements into CRM solutions.

· Experience building and improving sales processes in a field-based, multi-location B2B services organization.

· Experience with territory design, account assignment, and quota-setting support.

· Strong analytical and problem-solving skills with the ability to turn data into actionable recommendations.

· Strong cross-functional communication and collaboration skills.

· Ability to operate strategically while remaining highly hands-on and comfortable working directly in systems and data.

Preferred

· Salesforce Administrator certification is a plus.

· Experience supporting M&A integrations from a Sales Operations or CRM perspective.

· Private equity-backed experience.

· Experience with Salesforce integrations and sales technology ecosystems.

· Bachelor's degree in Business, Operations, Analytics, or a related field preferred.

· A hands-on, entrepreneurial approach and comfort operating in a fast-paced, high-growth environment.