Director of Sales Operations

About the role

Face Reality is scaling rapidly across multiple B2B revenue motions, including Medical and Professional channels, field sales, inside sales, national accounts, and education‑driven revenue. To support this growth, we are hiring a Director of Sales Operations to own the end‑to‑end revenue operating system for B2B.

This is a senior, operator‑first role responsible for how the business is run: performance visibility, forecasting accuracy, quota and incentive mechanics, and cross‑functional revenue alignment. The Director of Sales Operations ensures leaders have clear, trusted insight into what is happening, why it is happening, and what actions are required to deliver predictable revenue outcomes.

The Director of Sales Operations partners closely with the CRO and VP of Sales and works cross‑functionally with Finance, Analytics, and Growth Marketing. It does not manage sales reps directly and is not a reporting‑only or systems‑admin role. Success is measured by forecast reliability, execution rigor, and leadership confidence in the numbers. This position is a Hybrid position working out of our San Ramon office Tuesday - Thursday and remotely Mondays and Fridays. *Please note this position is not eligible for visa sponsorship. Candidates must have authorization to work in the US without current or future sponsorship. 

Reporting & Key Partnerships:  

• Reports to: CRO
• Works as the day-to-day operating partner (“right hand”) to the VP of Sales
• Key partners: CFO/Finance, Analytics, Growth Marketing, Sales leaders across Medical & Pro, and Education leadership.
• CRM (Zoho): Power user and governance partner; CRM system ownership is outside this role.

Scope of Support:

• Medical: Field Sales, Inside Sales, National Accounts
• Professional: Account Management, Inside Sales, National Accounts
• Education-driven revenue across both channels
• Growth Marketing partnership for non-managed account segments

KEY RESPONSIBILITES

Sales Execution Operating Cadence (Operator-first)

• Own the weekly and monthly business rhythm: gap-to-plan analysis, driver diagnosis, and action tracking across all B2B teams
• Deliver clear, team-specific performance views that translate insights into actions (what changed, why, and what we will do this week)
• Create and enforce consistent KPI definitions and operating standards across channels and motions

Forecasting (Multi-Channel)

• Own the sales forecasting cadence and methodology across Medical and Pro, including field, inside, national accounts, and education-driven revenue
• Partner with Finance and Analytics to ensure forecasts are accurate, explainable, and decision-ready for leadership and board reporting
• Improve forecast reliability by systematizing inputs, assumptions, and risk identification (not merely “reporting the news”)

Dashboards, Reporting and Performance Metrics

• Own the requirements for executive and team dashboards: what is measured, how it is segmented, and how it is used in cadence
• Partner with Analytics to leverage the data warehouse and to continuously improve signal quality, timeliness, and usability
• Standardize recurring reporting and business commentary so leaders spend efforts driving outcomes

Quotas, Capacity and Coverage Planning

• Lead annual and in-year quota planning and governance across teams and channels
• Support coverage, capacity, and book/territory design in partnership with Sales leadership, ensuring alignment to strategy and plan
• Build simple, scalable planning models that support growth and accountability

Commissions and Quota-Linked Incentive Mechanics

• Own the logic and governance for commissions and quota measurements (plan rules, calculations, timing, and clarity).
• Partner with Finance/HR as needed on administration and controls; ensure accuracy, transparency, and trust among sales teams
• Recommend improvements to incentive mechanics to reinforce the right behaviors across channels and motions

Cross Functional Revenue Alignment

• Ensure consistent revenue measurement and accountability across Sales and Growth Marketing where ownership overlaps
• Create shared definitions, dashboards, and routines that prevent “multiple sources of truth.”
• Serve as a connective tissue across CRO, VP Sales, Finance, Analytics, and Growth to drive predictable revenue outcomes

AI- Enabled Enablement (Build the future while stabilizing the present)

• Identify and pilot high-impact AI use cases (e.g., forecast risk signals, anomaly detection, automated insights and commentary) to reduce manual burden and improve predictability
• Partner with Analytics/IT as needed to ensure responsible deployment and measurable business impact

Qualifications and Skills Needed: 

• Bachelor's degree in Business Administration, Marketing, or a related field; MBA or relevant advanced degree is a plus
• 10+ years of experience in Sales Operations, Revenue Operations, or Commercial Operations in a B2B environment
• Demonstrated experience building, scaling, and operating Sales Ops under a Chief Revenue Officer and VP, Sales with deep partnership across Sales leadership
• Proven support of complex, multi-channel sales motions, including inside sales, field sales, and national or strategic accounts
• Experience scaling a revenue organization (e.g., < $50M to $200M+ in revenue or equivalent  complexity growth)
• Strong analytical and financial acumen, including forecasting, KPI design, segmentation, quota/commission mechanics
• Experience partnering with an analytics function and data warehouse to deliver trusted, self-serve performance insights
• Exposure to AI-enabled sales operations or forecasting improvements, with a pragmatic, impact-focused mindset.
• Hands-on, operator mentality -  comfortable rolling up sleeves as a senior individual contributor while influencing at the executive level.
• ·Executive-ready communication skills, with the ability to create clarity, alignment, and accountability across senior stakeholders

At Face Reality you will have the opportunity to:

• Partake in and contribute to a high-growth brand journey
• Be part of a high performing growing team
• Contribute to executing initiatives across professional channels

Physical Demands:

• Must be able to lift and carry objects weighing up to 25 pounds
• Ability to stand, walk, and bend for extended periods
• Excellent hand-eye coordination and manual dexterity
• Ability to move around the office including stooping, crouching, and/or kneeling to troubleshoot issues
• Must possess a valid driver’s license and have a clean driving record
• Ability to perform repetitive tasks with accuracy and attention to detail
• Must be able to communicate effectively in verbal and written form
• Comfortable lifting, pushing, and pulling equipment and materials
• Comfortable using a computer, keyboard, and mouse

The employee must be able to perform the essential functions of the position satisfactorily and, if requested, reasonable accommodations will be made to enable employees with disabilities to perform the essential functions of their job, absent undue hardship.

Salary: $165k - $180k, 20% yearly bonus, award units and comprehensive benefits package