Director, Revenue Operations

Role Summary

SolarWinds is seeking a strategic, data-driven Director of Sales Operations to partner with sales leadership and cross-functional stakeholders to improve forecast accuracy, pipeline visibility, planning rigor, and operating execution across the business. This leader will drive sales process excellence, reporting and analytics, operating cadence, and systems optimization to help the organization scale efficiently and make better commercial decisions. The role requires strong business acumen, deep Salesforce and analytics expertise, and the ability to influence senior leaders across Sales, Finance, Marketing, Channel, Product, HR, and other partner functions

Key Responsibilities

• Lead the Sales Operations function for SolarWinds AMER and Public Sector regions, setting the vision, priorities, and operating model to support revenue growth, productivity, and execution excellence.
• Partner closely with senior sales leaders on forecasting, pipeline management, performance tracking, territory and quota planning, operating reviews, and executive decision support.
• Drive the execution of core sales operating cadences, including forecast reviews, pipeline reviews, KPI reporting, business reviews, and management updates.
• Drive accurate, timely, and actionable reporting and analytics that provide visibility into bookings, pipeline health, conversion trends, attainment, and leading indicators of performance.
• Identify process gaps and operational inefficiencies across the opportunity-to-close, renewals, and cross-functional handoff workflows; design and implement improvements.
• Partner with Sales, Finance, Marketing, Channel, Customer Success, HR, and Product teams to align business rules, processes, metrics, and planning assumptions
• Partner in the ongoing optimization of Salesforce and related commercial systems, ensuring strong governance, data quality, adoption, documentation, and fit-for-purpose automation.
• Develop and mentor a high-performing Sales Operations team, while establishing clear priorities, service levels, and stakeholder engagement practices.

What Success Looks Like

• Improved forecast accuracy and stronger confidence in revenue visibility across leadership teams.
• Consistent pipeline hygiene, stage discipline, and clearer insight into coverage, conversion, and deal progression.
• Faster and more effective executive decision-making enabled by high-quality reporting, scenario analysis, and business recommendations.
• Streamlined sales processes, stronger cross-functional alignment, and measurable improvements in operational efficiency.
• Higher-quality Salesforce data, stronger system governance, and increased adoption of standardized workflows and reporting.

Required Qualifications

• 10+ years of experience in Sales Operations, Revenue Operations, Business Operations, Finance, or a related commercial operations function, with meaningful experience supporting global or regional sales organizations.
• 5+ years of leadership experience managing teams and influencing senior stakeholders in a fast-paced B2B technology environment.
• Deep expertise in forecasting, pipeline management, reporting and analytics, sales process design, and operational planning.
• Strong knowledge of Salesforce and adjacent sales technology like Tableau, with the ability to translate business requirements into scalable process and system solutions.
• Demonstrated ability to work cross-functionally and drive decisions across Sales, Finance, Marketing, Channel, Product, HR, and executive leadership.
• Excellent analytical, problem-solving, and program management skills, with a track record of turning data into business action.
• Strong executive communication and presentation skills, including experience building business reviews, dashboards, and decision-ready recommendations.
• Bachelor’s degree in Business, Finance, Economics, Analytics, or a related field; MBA or equivalent advanced degree is a plus.

Preferred Qualifications

• Experience in a recurring-revenue software or SaaS business model
• Experience in Sales tools Salesforce, Gong, Tableau etc.
• Experience supporting global go-to-market teams across multiple regions and segments.
• Familiarity with territory design, quota planning, compensation inputs, and commercial policy frameworks.
• Experience leading systems enhancement, process redesign, or business intelligence initiatives at scale.

Core Competencies
• Strategic thinking and business partnership
• Forecasting and pipeline management
• Salesforce management and data governance
• Reporting, analytics, and scenario modeling
• Sales process optimization and operational rigor
• Executive communication and stakeholder influence
• Cross-functional leadership and program management
• Team leadership, coaching, and talent development

Why Join SolarWinds?

• This is an opportunity to shape how SolarWinds plans, measures, and scales commercial performance. The Director of Sales Operations will play a critical role in connecting strategy to execution, improving visibility for leadership, and enabling the sales organization to operate with greater consistency, insight, and impact.