Director, Sales Operations

Overview

The Director, Sales Operations at GumGum is a hands-on individual contributor role sitting between strategy and execution, responsible for managing the systems, data, and processes that drive revenue growth across global regions (NA, EMEA, JAPAC), products, and customer segments. Reporting to the VP of Sales Strategy and Operations, this role serves as the functional source of truth—partnering closely with regional sales leadership, Finance, Legal, and Product Marketing to convert complex planning rules and sales motions into seamless Salesforce configurations, trusted dashboards, and actionable seller workflows. Success requires deep technical CRM expertise, strong commercial judgment, and the ability to turn operational ambiguity into structured, reliable forecasting and scalable go-to-market execution, with potential to lead a small team as the function matures.

What You’ll Acheive

• Partner with the Salesforce owner to manage CRM configuration, data models, and workflows to align with GTM rules.
• Own the revenue reporting suite (pipeline, bookings, forecasts) and lead forecasting cadences with Sales leadership and Finance.
• Execute annual and quarterly sales planning, including territory design, account assignment, coverage models, and quota deployment.
• Deliver executive-ready performance analysis, regional business reviews, and account-level intelligence to sales leadership.
• Provide operational inputs for incentive compensation plan designs, quota models, and payout administration.
• Define and maintain sales processes, stage definitions, pricing approvals, and rules of engagement across global regions.
• Lead onboarding, tool training, and change management for reps to drive effective adoption of CRM workflows and sales motions.

Skills You’ll Bring

• 8+ years of experience in sales operations, revenue operations, sales strategy, management consulting, or sales effectiveness.
• Deep, hands-on experience owning a Salesforce environment in a complex B2B sales organization (Salesforce Admin certification preferred).
• Proven track record of executing forecasting and sales planning cycles (territory, coverage, quota deployment).
• Advanced analytical and modeling skills in Excel or Google Sheets, with working knowledge of BI tools like Tableau, Looker, or Power BI.
• Strong understanding of sales compensation mechanics, quota setting, and pipeline management.
• Excellent communication and presentation skills with the ability to turn complex data into actionable recommendations for executives.
• Preferred background in ad tech, digital media, or SaaS across direct/agency sales motions and global regions.

What We Offer

At GumGum, competitive base pay is a part of a total rewards package which also includes benefits, an emphasis on recognition, development, and wellness. The reasonable estimated base pay range for this role is from $174,000 - $210,500 annually.  The actual amount may be higher or lower. Individual compensation will vary based on factors including, but not limited to, relevant qualifications, work location, and labor market conditions.

The total rewards package offered also includes an employer-matched 401(k) retirement plan, and depending on the role, participation in a bonus, commission, or stock incentive program. Your recruiter can share more specifics during the hiring process. Learn more about our U.S. benefits & perks package at gumgum.com/benefits.

Note: GumGum fosters a flexible work environment, offering GumGummers the ability to work either in-office or remotely/from home. However, for occasional in-person collaboration, we kindly ask that this position be located within a 'commutable' distance to our office.