Director of Sales Operations

Join IANS as the Director of Sales Operations, a strategic leadership role responsible for the operational foundation of our revenue organization. You will lead the Sales Ops function, set the operating model for the revenue team, and serve as the primary GTM liaison to TechOps on all Salesforce and CPQ matters. This is a hybrid position based in our vibrant Boston office.

• Serve as the primary liaison between the Go-To-Market (GTM) team and TechOps for all Salesforce needs, translating business requirements into actionable requests.
• Own the Sales Operations function end-to-end, defining the operating model, setting the cadence, and holding the team accountable to results.
• Drive strategic planning cycles, including territory design, quota setting, segmentation, and annual capacity modeling in partnership with Sales leadership and Finance.
• The right candidate is equally at home in an executive strategy conversation and a TechOps sprint review: a systems thinker who builds with rigor, leads with data, and moves fast without leaving process debt behind
• 8–12+ years in Sales Operations, Revenue Operations, or a closely related GTM function, with at least 2–3 years in a leadership or director-level role
• Working knowledge of Salesforce architecture — comfortable reading flows, validation rules, and data models well enough to write a clear spec and partner with TechOps; Salesforce Admin certification a plus, not required
• Familiarity with CPQ concepts — quoting flows, pricing rules, approval workflows — enough to partner with TechOps on requirements; hands-on CPQ configuration experience a plus, not required
• Proven track record as a GTM–TechOps liaison: you've successfully bridged business requirements and technical execution in a high-growth B2B environment
• Exceptional cross-functional communicator: equally credible in a TechOps architecture review and a board-level pipeline discussion
• Fluency with modern RevOps and AI tooling — Gong, Clari, LLMs, automation platforms — and a genuine curiosity about what's next
• Strong strategic instincts backed by analytical rigor — you build frameworks, not just reports, and you know how to move from data to recommendation to action
• Experience leading or growing a small team; you develop people and know how to build a function's culture and capability over time