Director of Sales Operations

PandaDoc is looking for a Director of Sales Operations to build the repeatable, predictable, scalable engine behind our revenue growth. In this role, you will drive operational excellence across the sales organization by owning key processes, systems, and insights that enable our sales team to perform at the highest level. You’ll partner closely with Sales Leadership to optimize pipeline management, refine forecasting accuracy, and ensure our sales motion is efficient, data-driven, and poised for scale.

As a member of the Revenue Operations leadership team, you’ll lead a team that is constantly hunting for opportunities across the business and tenaciously driving for excellence, efficiency, and impact. You’ll proactively identify, analyze, prioritize, and execute on opportunities for optimization, innovation, and growth.

In this role, you will:

• Lead a team of operators to draw insights from rigorous analyses, develop informed recommendations, and drive implementation on the most critical opportunities and challenges facing the sales organization
• Apply thought leadership, analytical skills, and business judgment to help Sales Leadership define strategic priorities, deliver operational excellence, and foster sustainable revenue growth
• Own key business operating rhythms that drive sales performance and accountability, including forecast calls, pipeline reviews, QBRs, and MBRs
• Own and refine KPI dashboards to provide visibility into sales performance, trends, and areas for improvement, delivering data-backed insights that drive action plans for growth and efficiency
• Partner with Sales Leadership to align on revenue targets, forecast accuracy, and pipeline health, proactively identifying risks and opportunities, and develop the annual sales ops roadmap including territory design, quota setting, and GTM planning milestones
• Act as the bridge between Sales Leadership and technical teams (Data, GTM Engineering), translating business needs into clear, actionable technical requirements with defined success criteria and timelines
• Maintain working fluency in the sales technology stack, owning tier 1 Salesforce configurations and single-system workflows while partnering with GTM Systems team for multi-system integrations, evaluating new tools and driving change management to ensure adoption and impact
• Manage process improvement efforts to constantly identify and execute on opportunities for efficiency, deal velocity, and revenue predictability
• Collaborate with cross-functional teams (Marketing, Product, Finance, CS) to improve lead flow, conversion strategies, and overall GTM alignment
• Proactively identify opportunities to leverage AI tools and automation to increase efficiency, accuracy, and scale in sales operations workflows

About you:

• 7+ years of relevant work experience in high-velocity SaaS, partnering with VP+ sales leaders
• Deep expertise in sales operations (planning, forecasting, pipeline management, process optimization, KPIs)
• Strong balance of strategic vision and executional grit, able to roll up sleeves, deliver immediate impact, and build long-term momentum
• Fast learner who thrives in ambiguity, adapts quickly, and maintains resilience under pressure
• Demonstrated people leadership: building, coaching, and inspiring high-performing teams with clear accountability and a growth mindset
• Strong influencing and communication skills, with a track record of driving consensus across complex stakeholder groups
• Ability to prioritize ruthlessly based on business impact, focus on high-leverage, strategic work appropriate for your level
• Communicate clearly and effectively, simplifying complex concepts whether through written or oral communication
• Accountable, proactive, and solutions-oriented, you see challenges as opportunities and take ownership of outcomes
• Required: Salesforce, sales engagement platforms (Outreach, Salesloft, Gong), Excel/Google Sheets (advanced), data analysis and reporting tools
• Preferred: SQL, Tableau/Looker, AI/ML tools and frameworks