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Salary: USD 178,176 - 456,360 / annual
Veeam Software, the Data and AI Trust Company, is seeking a Sales Operations Director to lead the operational engine for the AMER (Americas) sales region. This is a senior individual contributor role that drives regional performance through influence in a matrixed organization, partnering closely with AMER sales leadership and cross-functional teams.
Key Responsibilities:
- Own the AMER operating calendar, including weekly forecast calls, pipeline inspections, performance reviews, QBRs, and serve as the first point of contact for AMER sales leadership on operational issues.
- Shape agendas and direct analysis for key forums, converting outcomes into tracked actions with clear owners and dates.
- Lead the AMER forecast process end-to-end, including cadence, roll-up logic, and snapshot discipline, with accountability for forecast accuracy.
- Set standards for commit criteria, stage definitions, and pipeline hygiene; diagnose forecast errors to root cause and close recurring gaps.
- Partner with Finance on sales-to-financial forecast linkage, including reconciliation, variance explanation, and authoring forecast narratives for AMER and global leadership.
- Lead the AMER Annual Operating Plan process, including sequencing, inputs, dependencies, segmentation, territory design, account distribution, quota setting, and capacity modeling.
- Shape go-to-market structure and headcount scenarios; influence Sales Compensation on plan design; direct in-year changes including territory moves and reorganizations.
- Set priorities and sequence work across Sales Operations professionals supporting AMER while maintaining standards for analytical rigor, data integrity, and quality recommendations.
- Mentor experienced operations professionals, represent AMER in global Sales Operations forums, and bring global standards into the region.
- Diagnose process, tooling, and data challenges; pioneer AI and automation use; retire ineffective processes; drive adoption of approved changes with Corporate IT and global Sales Operations.
Technologies: Salesforce, AI-enabled productivity and automation tools, sales forecasting and pipeline management platforms, revenue analytics and reporting tools, territory planning and quota management tools, data quality and business intelligence solutions.
Note: The team seeks someone based on the East Coast or willing to work Eastern hours to align with the team.
Requirements:
- Bachelor's degree or equivalent experience; advanced degree in Economics, Mathematics, or Business Administration preferred.
- 10+ years in sales operations, revenue operations, or commercial strategy at a technology company (ideally SaaS), or in strategy or technology consulting.
- Direct ownership of a regional or global sales forecast process, including forecast accuracy improvement.
- Direct ownership of an annual sales planning cycle, including segmentation, territory design, quota setting, and capacity modeling.
- Proven ability to drive complex, cross-functional programs through influence rather than direct authority.
- Strong analytical rigor, including ability to structure ambiguous problems, generate insight from quantitative analysis, identify data issues, and defend recommendations under challenge.
- Credibility with senior sales leaders and highly effective written, verbal, and presentation skills.
- Experience with Salesforce and the surrounding commercial technology stack.
- Fluent in English.
- Willingness to travel occasionally, both domestically and internationally, and work across time zones.
Bonus Skills:
- Experience with AI-enabled productivity and automation tooling.
- Experience building or improving forecast governance, pipeline hygiene, and sales operating cadences.
- Experience partnering across Finance, Sales Compensation, Marketing, Revenue Operations, and Technology organizations.
- Experience leading organizational change, territory realignments, or sales force transformations.
- Experience operating within complex global, matrixed organizations.
