Director of Sales Operations & Strategy

UserTesting is looking for a Director of Sales Operations & Strategy to join its growing team. This is a ‘hands on’ management role reporting to the VP of Sales Operations & Strategy with a critical role to strengthen the execution capability of a high growth, global sales strategy. The successful candidate has a passion for driving key programs for the business while turning data-driven insights into actions. This leader will work in a highly collaborative environment, partnering closely with Sales, Marketing, Customer Success & Services, Finance and Legal, negotiating alignment and managing multiple stakeholders with competing priorities.
The Director of Sales Operations & Strategy will take ownership of building operational/financial models and plans, analyzing large and complex data sets, and improving our processes and tools. This leader will assist in redesigning and improving our data and analytics foundation, including executive reporting, dashboards, and KPIs.

Primary Responsibilities
  • Lead a pipeline management program across sales and marketing to improve quality, volume and velocity of lead flow
  • Manage, review and improve the sales forecasting process
  • Partner with sales management to design and implement territory planning and sales capacity models
  • Lead executive analyses, strategies, and deliverables (i.e. pipeline analyses, quarterly business reviews, board materials)
  • Drive operational efficiency by leveraging industry best practices and designing process, tool, and dashboard improvements to scale our high-growth business
  • Enhance the sales analysis function for reporting across segments, geographies, industries and for cross-organization audiences
  • Serve as the trusted advisor and sales operations lead to segment sales leaders
  • Structure and evaluate business problems, design and implement actionable recommendations, and track success metrics
  • Engage in the selection, implementation and optimization of sales productivity tools
  • Identify and implement programs and processes to accelerate time to productivity for new sales staff 


  • 8+ years of experience building and managing Sales Operations teams
  • Experience in an enterprise SaaS company
  • Project management skills and experience driving programs independently
  • Strong analytical skills and business acumen
  • Ability to frame business questions with data, translating business needs into strategies, and executing tactics and process improvements
  • Proficiency in analyzing, setting priorities, and solving complex problems effectively
  • Ability to communicate the right level of information to executives and cross-functional teams at the right cadence
  • Exceptional interpersonal and influence skills
  • Experience driving cross-functional projects end-to-end
  • Ability to negotiate priorities across organizations at all levels
  • Strong initiative and ability to work in a self-directed environment with a “can do” attitude and growth mindset
  • Data expert. Querying and scoping (Salesforce, SQL), analysis and modeling (GSheet, MS Excel), summarizing (pivot tables, charts, slides, written commentary), reporting (dashboards)
  • Bachelor’s Degree in Business Administration, Economics, Computer Science, or related discipline

Additional Information

Besides a great work environment and the opportunity to change the world, we offer competitive salary, benefits, plenty of perks, as well as stock options. 

Learn more about what it’s like to work at UserTesting at:

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