Director of Sales Strategy and Operations

This leader will act as a force multiplier for Sales and Account Management by ensuring teams are focused on the right opportunities, executing with discipline, and making sound commercial decisions. The role will partner closely with Sales Leadership, Account Management, Finance, Marketing, Service Delivery, Legal, and Deal Desk to improve pipeline quality, forecast accuracy, cross sell / upsell execution, pricing discipline, and overall revenue performance.

This is not a back-office reporting role. This individual will operate alongside sales and account leadership, participating in pipeline reviews, Deal Desk discussions, account strategy sessions, and performance reviews to challenge assumptions, identify risks, and recommend actions that improve outcomes.

Key Responsibilities

1. Sales Enablement and Performance Support
   • Partner with Account Executives and Account Managers to improve sales performance, deal quality, and execution discipline.
   • Act as a second set of eyes in pipeline, deal, and account reviews to ensure opportunities are properly qualified, realistic, and actionable.
   • Support Sales Leadership with pipeline quality, win rates, retention performance, and deal execution.
   • Help AM teams identify, prioritize, and execute high-value cross sell / upsell opportunities.
2. New Logo Performance Optimization
   • Improve pipeline quality, conversion rates, sales cycle efficiency, and forecast accuracy for new logo sales.
   • Establish, maintain, and enforce pipeline standards, stage definitions, and qualification expectations.
   • Identify gaps in lead-to-opportunity conversion, win rates, deal progression, and sales cycle length.
   • Partner with Marketing and Sales Leadership to ensure alignment between demand generation, pipeline creation, and revenue outcomes.
3. Cross sell, Upsell and Account Growth Strategy
   • Ensure Account Managers are maintaining accurate account data, including users, locations, current services, and expansion potential.
   • Help prioritize high-impact growth opportunities based on client fit, revenue potential, timing, and likelihood to close.
   • Analyze territories, client assignments, and account coverage models, making recommendations for improvement.
   • Drive consistency in account planning, opportunity creation, and follow-through.
   • Track and improve opportunity-to-close conversion rates.
4. Deal Desk Participation and Commercial Governance
   • Participate in Deal Desk discussions for strategic, complex, or non-standard opportunities.
   • Partner with Sales, Account Management, Finance, Legal, Service Delivery, and Solution Engineering to evaluate pricing, margin, contract structure, discounting, terms, and operational feasibility.
   • Help ensure deals are commercially sound, executable, properly structured, and aligned with company standards.
   • Provide guidance on pricing discipline, renewal strategy, cross-sell economics, exception approvals, and deal structure.
   • Identify trends from Deal Desk activity and recommend improvements to pricing, packaging, compensation, process, or sales enablement.
5. Compensation Plan Design and Management
   • Design, manage, and evaluate compensation plans for Account Executives, Account Managers, and other commission-driven roles.
   • Ensure compensation plans drive the desired behaviors, including new logo growth, expansion, retention, renewal execution, and profitable revenue.
   • Confirm plans are financially sound, scalable, clearly understood, and aligned with company goals.
   • Review commission calculations, reporting, and handle dispute resolution.
   • Continuously evaluate plan effectiveness and recommend adjustments as needed.
6. Forecasting, Pipeline, and Performance Management
   • Enforce a consistent forecasting methodology across Sales and Account Management teams.
   • Improve forecast accuracy, pipeline visibility, and revenue predictability at all levels of the business.
   • Develop dashboards and reporting for pipeline health, coverage, conversion rates, deal progression, retention, and individual/team performance.
   • Proactively identify risks and partner with Sales Leadership to drive corrective actions.
   • Provide leadership with data-driven insights, modeling, and performance recommendations.
7. Pricing Strategy & Optimization
   • Design, implement, and continuously optimize pricing models including recurring monthly services, bundled offerings, project-based services, and multi-year contract structures.
   • Analyze market trends, competitive pricing, customer segmentation, margin performance, and win/loss data to drive data-informed pricing decisions and improve revenue growth.
   • Develop pricing tools, calculators, and quoting frameworks that enable sales teams to create accurate, scalable, and profitable customer proposals.
   • Implement data-driven pricing analytics and forecasting capabilities to improve revenue predictability and support long-term growth planning.
8. Process and Operational Excellence
   • Standardize and optimize core sales and account management processes, including pipeline management, account planning, EBR execution, Deal Desk workflow, opportunity tracking, and forecast reviews.
   • Ensure CRM and PSA systems support accurate, scalable, and repeatable revenue operations.
   • Drive accountability for data integrity, process adherence, and consistent execution.
   • Identify process gaps and recommend improvements that reduce friction, improve visibility, and increase revenue team effectiveness.
9. Cross-Functional Leadership

• • Act as a key liaison between:
    • Sales / Account Executives
    • Account Management / CSMs
    • Lifecycle Managers
    • Solution Engineers
    • Deal Desk
    • Finance
    • Legal / Contract Operations
    • Marketing
    • Service Delivery
  • Translate business strategy into operational execution plans.
  • Ensure commercial, operational, financial, and client-facing considerations are aligned before key decisions are made.
  • Provide leadership with recommendations that improve growth, retention, profitability, and execution discipline.

Qualifications

• 8–12+ years of experience in Sales Leadership, Sales Operations, Sales Strategy, Deal Desk, or Sales Leadership support roles.
• Experience supporting both new logo / hunter sales teams and account management / expansion teams.
• Strong background in B2B services, MSP, SaaS, technology services, or recurring revenue environments.
• Deep expertise in pipeline management, forecasting, compensation design, sales process, account planning, and commercial deal review.
• Experience participating in Deal Desk processes, including pricing, margin review, discounting, contract terms, and exception approval workflows.
• Proven ability to influence and challenge senior sales leaders constructively.
• Strong analytical, financial modeling, and business judgment skills.
• Experience with CRM and PSA tools such as HubSpot, ConnectWise PSA, or similar platforms.
• Excellent communication skills and executive presence.
• Experience with channel / partner sales programs preferred.

Success Profile

The successful candidate will:

• Operate as a strategic revenue operator, not just a reporting function.
• Be comfortable engaging with and challenging both hunters and farmers.
• Bring discipline to pipeline quality, forecasting, cross sell / upsell execution, and Deal Desk decisions.
• Balance strategy with hands-on involvement in the field.
• Drive measurable improvement in:
• • New logo revenue
  • Cross Sell and Upsell growth
  • Pipeline quality
  • Forecast accuracy
  • Deal quality
  • Retention
  • Compensation effectiveness
  • Revenue team execution

Physical Demands:

Sedentary work environment- Exerts up to 10 pounds of force occasionally, a negligible amount of force frequently, and/or constantly having to lift, carry, push, pull or otherwise move objects, including the human body. Sedentary work involves sitting most of the time.  

Benefits & Compensation 

Meriplex employees receive a full benefits package including medical, dental, vision, disability, group term life insurance, 401K, plus PTO, holiday pay, as well as referral bonuses.

Disclaimer: 

The above information in this description has been designed to indicate the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to this job. 

Meriplex Communications and Meriplex Solutions are Equal Employment Opportunity Employers. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status.