Sales Operations Director

Interstate Waste Services is the most progressive and innovative provider of solid waste and recycling services in the greater New York, New Jersey and Connecticut markets with a rail-served landfill in Ohio.  IWS is committed to delivering high-quality waste, recycling and environmental services, while prioritizing the safety of our employees, customers and communities. We cater to a diverse range of industrial, medical and commercial/residential customers.

Founded in 1998, IWS has grown over the years through acquisitions, many of which were family-owned businesses that remain a part of our team today. We’re proud to combine the resources of a large company with the values and care of a family-run business.

The Sales Operations Director is responsible for defining and leading the strategy, structure, and execution of the Sales Operations function. This role provides leadership and direction across sales planning, performance analytics, forecasting, process optimization, and sales technology. The Director partners with executive leadership to drive revenue growth, improve sales effectiveness, and ensure operational scalability. This position is accountable for building, developing, and leading a high-performing Sales Operations team while aligning sales operations initiatives with broader organizational objectives.

· Develop, implement, and continuously improve sales operations strategies, processes, and workflows to enhance sales productivity and efficiency.

· Lead the design, implementation, and continuous optimization of sales operations strategy, structure, and processes.

· Own enterprise sales forecasting, pipeline governance, and performance reporting frameworks.

· Provide strategic insights and recommendations to executive leadership regarding sales performance, risks, and opportunities.

· Establish and monitor KPIs, dashboards, and analytics to drive data-informed decision-making.

· Oversee sales technology ecosystem, including CRM strategy, optimization, adoption, and data integrity.

· Drive cross-functional alignment across Sales, Finance, Marketing, and Operations to support revenue objectives.

· Identify organizational inefficiencies and implement scalable solutions to improve sales productivity.

· Lead annual sales planning processes, including territory design, capacity modeling, and quota frameworks.

· Build, mentor, and develop the Sales Operations team, fostering accountability and high performance.

· Serve as a strategic advisor to sales leadership on process, performance, and operational improvements.

· Bachelor’s degree required; MBA or advanced degree preferred.

· Minimum 8–10+ years of experience in Sales Operations, Business Operations, or Revenue Operations.

· Minimum 3–5+ years of leadership experience managing high-performing teams.

· Demonstrated experience supporting senior sales leadership and executive stakeholders.

· Strong strategic, analytical, and financial acumen.

· Deep experience with sales forecasting, pipeline management, and revenue planning.

· Expertise in CRM systems (Salesforce preferred) and sales technology platforms.

· Proven ability to drive process transformation and operational improvements.

· Excellent executive communication, presentation, and stakeholder management skills.

· Ability to influence decision-making at senior leadership levels.

· Six-sigma and or ISR 9110 certification Preferred

Interstate Waste Services provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.