Director, Sales Operations

About Eurasia Group and GZERO Media

Eurasia Group is the world's leading global research and advisory firm. We help clients understand, anticipate, and respond to instability and opportunities everywhere they do business.

Together with GZERO Media—the go-to source of first insight into geopolitics—and our full-fledged events team, the Eurasia Group umbrella provides a complete political risk solution.

Headquartered in New York, we have offices in Washington, London, São Paulo, Brasilia, Tokyo, Singapore, and San Francisco, as well as on-the-ground experts in more than a hundred countries in every region of the world.

We are committed to analysis that is free of political bias and the influence of private interests.

Visit us: eurasiagroup.net | gzeromedia.com

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Position Overview

We are seeking a highly strategic, technically fluent Director of Sales Operations to architect and scale our global sales engine. In this role, you will serve as the strategic partner to sales, marketing, and finance leadership, driving revenue predictability, reporting, and pipeline governance and hygiene.

This is a player-coach leadership role. You will lead and develop a team of Sales Operations professionals who execute day-to-day administration, but you must possess the deep technical background (specifically in Salesforce architecture and data modeling) required to mentor your team, design complex solutions, and jump into the systems when high-level troubleshooting is required. If you are a process-oriented visionary who knows how to build a complex Flow or untangle a data model, this role is for you.

Key Responsibilities

• Partner with marketing, sales, finance, and senior leadership teams to design and implement an end-to-end sales process leveraging technology and best practices.

• Develop and oversee early-stage lead funnel management including MQL qualification and lead routing rules, with regular audits and conversion data reporting for sales leadership.

• Drive global adoption of new processes and tools. Ensure your team creates clear documentation and delivers training that translates complex system updates into clear, value-driven seller behaviors.

• Oversee the overarching architecture of Salesforce and the broader sales technology stack.

• Oversee data integrity, objects, record types, and other requirements. Serve as the ultimate technical escalation point for complex workflow automation (e.g., Flow Builder), data governance, and system integrations.

• Establish and enforce rigorous pipeline hygiene standards. Conduct regular audits and enforce pipeline hygiene standards (stages, close dates, probability, notes) to ensure leadership has a highly accurate, real-time view of revenue projections.

• Own regular pipeline reviews and quarterly forecast roll-ups, liaising with both the sales and finance teams.

• Help build and maintain dashboards for leadership and managers to track different metrics and KPIs****--supporting pipeline visibility, sales metrics, and leadership decision-making.****

• Track rep level follow-up behaviors to ensure leads and opportunities are being worked appropriately (e.g., response times, activity minimums, untouched leads, stale opps).

• Leverage workflow automation tools (e.g., Flow Builder) and user administration, including profiles, roles, permission sets, and sharing rules to improve Salesforce efficiency.

• Direct, mentor, and scale a team of Sales Operations professionals. Delegate day-to-day CRM administration (e.g., deduplication, basic reporting, user provisioning) while holding the team accountable to strict SLAs and high-quality execution.

• Ensure high-quality execution across forecasting, process, and reporting.

Qualifications

• At least 7-10 years of experience in Sales Operations, Revenue Operations, or related role, 3-5 in a leadership role

• Deep, hands-on expertise in Salesforce architecture. Supervise daily admin work, possessing the technical depth to audit your team's work, design complex automation, and troubleshoot advanced system issues. (Salesforce Certifications are a strong plus).

• Proficiency in Excel and strong experience with BI tools (e.g., Tableau, Power BI).

• Ability to translate massive datasets into executive-level strategic narratives. Strong understanding of B2B sales motions and funnel metrics.

• Able to work with large amounts of data, write clear documentation, and train others.

• Excellent communication and stakeholder management skills; bias for action and driving meaningful change.

• Experience with project management and change management.

• Ability to manage multiple priorities in a fast-paced environment.

Preferred Experience

• Basic data skills (e.g., SQL or data modeling) are a plus

• Led or actively contributed to enterprise data integration initiatives, such as connecting Salesforce with an ERP (e.g., NetSuite, SAP, Oracle), partnering with IT and business stakeholders to define requirements, ensure data integrity, and enable scalable, end‑to‑end sales and revenue processes.

• Experience managing broader sales engagement platforms (e.g., Outreach, Salesloft, Gong).

At Eurasia Group, our mission is to provide the tools and understanding needed in a world where politics drives disruption. We put politics first for our clients, and we aspire to be the leading place people come to find out about the world. This requires us to maintain a company culture that puts people first. We are committed to fostering an environment that is empowering and globally minded. We firmly believe that bringing people with a variety of ideas and perspectives to the table makes our analysis stronger for our clients and creates a better workplace. Our leadership team is dedicated to embedding this approach into everything we do and how we lead because we care deeply about our work and our people.