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Oura is seeking a Director of Sales Operations to lead the backbone of its commercial organization. This is a strategic, high-impact role that owns the end-to-end quote-to-cash process and manages the Sales Operations team that drives deal velocity from quote through close and cash collection.
You will build and lead a Sales Operations team composed of full-time employees and contractors, setting direction, goals, and growth plans. You'll determine the optimal FTE-to-contractor mix as deal volume scales and manage vendor relationships alongside direct reports. Working closely with Commercial Systems, you'll identify automation opportunities and improve contracting efficiency.
A core responsibility is owning Oura's Deal Desk function—the centralized process for reviewing and approving non-standard deals (custom pricing, terms, discounting, contract structures). You'll establish clear deal approval policies, tiers, and escalation paths that balance deal velocity with commercial risk. You'll serve as a trusted advisor to Commercial leadership on deal structuring and value-based positioning, and act as the primary escalation point for complex, high-value deals, bringing together Sales, Finance, Legal, and Product as needed.
You'll define and maintain sales policies (deal approvals, order management) and ensure consistent adoption across the Commercial organization. You'll develop reporting and analytics that give sales and executive leadership visibility into pipeline health, forecast accuracy, and deal-cycle performance. You'll represent Sales Operations in QBRs and leadership forums, partnering with Finance, Legal, and Sales Leadership on strategic priorities.
On the quote-to-cash side, you'll own the entire process from initial quote configuration through contract execution, order entry, and revenue handoff to Finance. You'll manage high volumes of concurrent contracts (standard and non-standard) with accuracy, speed, and strong SLAs. You'll partner with Finance, Legal, and Revenue Operations to ensure compliance with company policy and revenue recognition requirements. You'll identify and eliminate bottlenecks, building metrics and dashboards (quote velocity, approval turnaround, error rates) to track and improve performance.
This is a remote US role with a preference for candidates based in San Francisco, San Diego, or Boston.
