Director, Sales Operations

U.S. Green Building Council

. Build and lead the commercial operating foundation for USGBC/GBCI .

Posted 11/11/2026full-timeRemote • United StatesLead💰 $160,000 - $180,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in sales operations and revenue operations, with a strong focus on pipeline governance, forecasting processes, and commercial performance analysis. Proven ability to lead cross-functional initiatives and manage operational change in complex, matrixed organizations.

Highest-signal resume keywords

Sales Operations ManagementSalesforce ProficiencyCommercial Analytics ExpertiseCross-Functional LeadershipChange Management

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Process DevelopmentForecasting FrameworksData GovernancePerformance ReportingPipeline ManagementCRM GovernanceSales EnablementBusiness Systems AnalysisData AnalysisOperational Improvement

Soft Skills

Analytical JudgmentExecutive CommunicationRelationship BuildingChange LeadershipPrioritization

Tools & Technologies

SalesforceMicrosoft ExcelMicrosoft Power BITableauMicrosoft 365

Certifications & Qualifications

Salesforce CertificationRevenue Operations CertificationBusiness Analytics CertificationProject Management CertificationLEED Green AssociateLEED AP Credential

Industry Keywords

B2B Commercial FunctionsSales OperationsRevenue OperationsCommercial ProcessesGeographic RegionsPerformance IndicatorsOperational StandardsSales Enablement ProgramsMarket DevelopmentSustainability in the Built Environment

Tech Stack

Tools & technologies

Tableau

About the role

Key responsibilities & impact

Build and lead the commercial operating foundation for USGBC/GBCI
Provide global oversight of sales operations, commercial processes, systems, analytics, and sales enablement
Establish scalable sales processes, data governance, forecasting frameworks, performance reporting, and enablement resources
Lead the Sales Operations function, including the Sales Operations Analyst and Sales Enablement Lead
Recruit or develop staff, coach and assess employees, manage workloads, and prioritize operational initiatives
Establish consistent commercial processes, reporting frameworks, and operational standards across regions
Design sales territories, account hierarchies, segmentation, assignment frameworks, lead routing, regional handoffs, partner attribution, and joint-pursuit rules
Recommend and administer quota and KPI allocations
Establish opportunity stages, pipeline reviews, commercial handoffs, and forecasting procedures
Consolidate forecasts and coordinate commercial plans with market development leadership and Finance
Own commercial data definitions, data quality standards, reporting priorities, and the Salesforce business-improvement backlog
Oversee business requirements, testing, and adoption activities while coordinating technical delivery with Technology
Lead sales enablement priorities, including onboarding, playbooks, learning resources, tools, and process adoption
Develop and implement scalable global sales enablement programs
Liaise with Marketing and Communications on campaign setup, audience segmentation, lead routing, and ROI reporting
Collaborate with Product, Client Solutions, Finance, Legal, HR, and Technology on commercial processes and operational priorities
Monitor process adoption, commercial performance, customer and partner data, costs, and capacity
Establish global sales operations reporting and performance indicators
Provide accurate and timely reporting to commercial leaders
Identify and lead operational improvements, standard operating procedures, and change-management practices
Manage team performance, operational priorities, review cadence, data standards, and enablement requirements
Recommend territory planning, quota and KPI methodologies, staffing, system investments, incentive reporting processes, and operational improvements
Escalate unresolved process issues, capacity conflicts, attribution disputes, systems risks, and proposed operational changes

Requirements

What you’ll need

Minimum of 10 years of progressively responsible experience in sales operations, revenue operations, commercial operations, or related B2B commercial functions
At least 5 years with substantive responsibility for sales processes, forecasting, commercial analytics, or business systems
At least 3 years of direct people-management experience
Demonstrated success building, scaling, or materially transforming a sales or revenue operations function
Expertise in pipeline governance, forecasting processes, account coverage, partner attribution, and commercial performance analysis in a complex B2B environment
Experience translating commercial needs into Salesforce business requirements and governing improvements with technical teams
Experience developing employees, managing resources, resolving commercial conflicts, and maintaining auditable reporting
Experience supporting sales operations across multiple geographic regions or international markets
Experience standardizing commercial processes, forecasting practices, and performance reporting for geographically distributed teams
Experience leading cross-functional initiatives and managing operational change in a complex, matrixed organization
Experience leading global sales or revenue operations functions supporting multiple business units, regions, or commercial models
Experience developing sales operations frameworks, reporting dashboards, or CRM governance practices from the ground up
Bachelor's degree in business administration, finance, economics, marketing, business analytics, operations management, or related field required
Advanced proficiency with Salesforce or comparable CRM platform
Advanced proficiency with Microsoft Excel, including data analysis, pivot tables, forecasting models, and performance reporting
Experience with business intelligence and data visualization tools such as Microsoft Power BI, Tableau, or comparable platforms
Proficiency with Microsoft 365 applications, including PowerPoint, Word, Outlook, Teams, and SharePoint, or comparable tools
Experience using sales reporting, forecasting, and performance management systems
Ability to define business system requirements, support user acceptance testing, and partner with technology teams on CRM enhancements, integrations, and process automation
Strong change leadership, cross-functional influence, prioritization, analytical judgment, and executive communication
Ability to lead, develop, and coach employees while managing performance and competing priorities
Strong analytical and problem-solving skills
Excellent communication, stakeholder management, and relationship-building skills
Strong strategic planning, project management, and organizational skills
Ability to balance standardized global processes with regional business needs and market conditions
High business acumen, financial literacy, and attention to detail
Commitment to USGBC and GBCI missions and interest in advancing sustainability in the built environment
Professional certifications in Salesforce, revenue operations, business analytics, project management, or change management preferred
LEED Green Associate or LEED AP credential preferred
Ability to work Monday to Friday, 9:00 AM to 5:30 PM in the candidate's time zone
Flexibility to coordinate meetings across international time zones
Ability to travel for domestic or international team meetings, customer and partner engagements, and organizational events as needed

Benefits

Comp & perks

Competitive compensation
401(k) with employer matching
Professional development reimbursement
Healthcare plan through Cigna including medical, dental, vision, and prescription drugs
Employer-paid healthcare premiums
Health Reimbursement Arrangement (HRA) assisting with in-network medical deductible
12 paid holidays
9 paid personal sick days
2 to 3 weeks PTO based on career level
Operations closed for a full week between Christmas and New Year’s
6 weeks paid renewal leave after 7 years of continuous service
Purpose-driven, inclusive culture
Opportunities to grow your career and take ownership of meaningful work
Opportunity to make a measurable impact on global sustainability efforts