Director of Sales Operations

Company Overview: Esri is the global leader in geographic information system (GIS) software, location intelligence, and digital mapping. The ArcGIS platform enables organizations around the world to apply geographic science and spatial analytics to better understand complex systems and solve real-world challenges. More than 700,000 organizations rely on ArcGIS, including 70% of the largest global companies, national governments, all 50 U.S. states, and thousands of commercial enterprises. Esri remains privately held and committed to long-term, sustainable growth. Role Overview: Esri’s Sales Operations team drives efficiency, scalability, and insight across their enterprise sales organization. As Director of Sales Operations, you lead a team responsible for optimizing processes, tools, forecasting, and performance metrics that empower their sales force to succeed. You are both a strategist and an operator—ensuring operational excellence, enabling growth, and aligning sales execution with business priorities. With deep expertise in enterprise sales and sales operations, you guide decision-making across organizational lines and shape best practices that set the standard for the company. Responsibilities: Strategic Leadership. Build and lead a high-performing sales operations organization spanning strategy, revenue operations, and business technology. Foster accountability, collaboration, and execution excellence while developing talent and leadership capability. Operational Strategy and Process Design. Partner with senior leadership to design and optimize cross-functional sales and operational processes across all sales channels. Drive measurable improvements in efficiency, scalability, and alignment to company objectives. Sales Operations Excellence. Oversee forecasting, reporting, pipeline management, and goal setting to ensure data-driven decisions and predictable performance. Continuously refine processes to meet evolving market and business needs. Technology and Systems Enablement. Lead the strategy and adoption of CRM and sales technology platforms. Ensure tools and data insights empower sellers, streamline workflows, and accelerate business outcomes. Change Leadership. Guide organizational and process change with frameworks that engage stakeholders and drive adoption. Align new systems and ways of working to strategic priorities. Strategic Decision-Making. Assess complex business challenges across functions, balancing risk and opportunity to make timely, high-impact decisions. Delegate effectively while maintaining ownership of outcomes. Cross-Functional Alignment. Serve as a trusted partner to across Esri. Align initiatives, remove barriers, and drive company-wide collaboration toward shared goals. Performance Insight and Analytics. Define and communicate key metrics that measure sales effectiveness, operational health, and revenue performance. Lead the creation of reporting frameworks and dashboards that inform executive decisions. Sales Planning and Growth Enablement. Lead strategic sales planning, including territory design and goal setting, grounded in market insights and performance analytics. Ensure plans translate into actionable, high-impact execution. Requirements 10+ years of experience in sales operations with demonstrated success leading multiple teams 8+ years of experience supporting enterprise sales providing solutions to businesses Demonstrated track record of implementing progressive processes and advanced technologies to optimize sales and marketing workflows in support of productivity and revenue growth Expertise in business process modeling, operations, and sales planning Successfully implemented a CRM system that improved lead tracking and increased sales conversion rates by a specific percentage. Developed automated email campaigns that resulted in a measurable increase in customer engagement and sales. Analyzed sales data to identify underperforming areas and implemented strategies that led to improved sales performance. Skilled in metrics, performance management, and forecasting Experienced in leading cross-functional change initiatives Decisive and effective under risk and ambiguity Proven success managing matrixed teams and collaboration Strong leadership, communication, and stakeholder influence Ability to travel domestically or internationally 25-50% Bachelor’s degree in business, operations, or related field required Visa sponsorship is not available for this posting. Applicants must be authorized to work for any employer in the U.S. Recommended Qualifications MBA or advanced degree in business operations Experience leading sales operations in a large, complex, or global enterprise Proven track record of developing and institutionalizing operations best practices Advanced expertise in analytics, financial modeling, and sales performance optimization Strong executive presence with ability to present to senior leadership and influence strategy Compensation The base pay range for this role is $146,000 – $256,000 per year.