Director of Sales Operations

Qualified is the Agentic Marketing Platform for B2B companies. With Piper the AI SDR Agent, Qualified offers a whole new way to grow inbound pipeline. Piper operates across both the website and email, working to engage website visitors, capture leads, and convert buyers into pipeline around the clock. Hundreds of the world’s leading brands—including Crunchbase, Asana, Box, and Grubhub—choose Qualified to increase lead conversions, generate more meetings, and improve efficiency within their inbound pipeline motion.

What You’ll Do

As the Director of Sales Operations, you’ll be the strategic and operational backbone of our GTM motion. Partnering with Sales, Finance, Marketing, and RevOps, you’ll ensure our sales team is set up to consistently achieve — and exceed — company growth goals. Your responsibilities include:

• GTM Planning & Deployment - Drive the entire Sales Planning process starting with our financial plan, crafting our GTM strategy with Executive leadership (defining ICP & segmentation), and ensuring every Sales Rep begins each fiscal year with a defined territory, quota, and comp plan. Qualified is successful when we hit both New Logo acquisition and Expansion goals.

• Pipeline Management & Acceleration - Define what exceptional pipeline coverage and progression looks like. You’ll monitor key conversion rates and ensure adequate quality pipeline scales with our hiring plan. You will work directly with Sales Leadership to enforce our best practices, optimize our dashboards/reporting, and consistently deliver business rigor & predictability.

• Sales Rep Productivity - Identify the main drivers for maximum productivity and participation from our growing sales team. Work with Sales Enablement and Sales Leadership to operationalize best practices, minimize time to ramp, and consistent quota attainment. This goes beyond training and dashboards. It extends to creating repeatable pipeline plays, delivering individual scorecards & coaching reports, enhancing account planning, driving usage of our sales methodology, and more.

• GTM Reporting & Analytics - Standardize metrics across ACV performance, pipeline health, activity, and pipe gen. We need to democratize reporting & dashboard access for leadership visibility and company-wide alignment.

• Ownership of the Sales GTM Tech Stack - Define what mission critical tooling and software is needed, develop our AI GTM Strategy, and invest in data quality & enrichment. The RevOps team owns the evaluation and integration.

What You Bring

• 8–10 Years Experience in Sales Ops, GTM Strategy, or RevOps, with direct support of Sales Leaders and frontline teams

• Data Analysis & Insights: Must have mastery over data, including data enrichment, data manipulation with BI tools, creation of reporting dashboards, and extraction of actionable insights

• Strong Communication & Interpersonal Skills: You must be capable of dealing directly with senior sales leaders & C-Suite members. You must have a track record of successfully managing multiple stakeholders and driving business outcomes

• Problem Solving: You must be capable and willing to work at all altitudes, understanding the big picture and prioritizing objectively. You will pull every business lever to drive ACV, pipeline generation, pipeline management, sales rep productivity, and overall close rates.

Change Agent Mindset: Being a startup doesn’t mean we can’t be world class. We strive for constant improvement and need someone resilient, agile, and able to drive adoption across GTM teams.

Why You’ll Love It Here

• You are a BUILDER - You want ownership in the business and want the ability to design its strategy & operations the way you see fit. You will need to drive things autonomously here with the support of a highly collaborative team. The work can be ambiguous, but you will be empowered to enact your vision.

• You want the FULL PICTURE - You’re not here to do just a job, you’re here to learn how the entire Sales organization is run, and you’re here to roll up your sleeves to help us grow beyond $100M ARR.

• You want INCREDIBLE TEAM - You will work with strong Sales Leaders, hands-on C-Suite executives, knowledgeable cross-functional stakeholders, and of course, the mightiest, hungriest, and most knowledgeable RevOps team there is!

• You operate with a SENSE OF URGENCY - You’re resilient, you move fast & methodically, AND you can go with the flow. We are growing fast and making business decisions fast. While there will be the predictability of running a Sales org, there’s always the need to adjust on the fly.

About Qualified

Qualified is the Agentic Marketing platform for B2B companies around the world. Headquartered in San Francisco, Qualified delivers pipeline generation at scale with Piper the AI SDR for thousands of customers like Crunchbase, Demandbase, Greenhouse, Plaid, and Suse. Led by former Salesforce CMO Kraig Swensrud and former Salesforce Product SVP Sean Whiteley, Qualified boasts 1100+ 5-star reviews on G2 and is ranked #1 on the Salesforce AppExchange. Qualified is funded by Sapphire, Tiger Global, Norwest Venture Partners, Redpoint Ventures, and Salesforce Ventures. Visit qualified.com to learn more.

One Team

We’re all in this together with a shared goal: grow the business and each other.  Work as a team, win as a team.  Collaborate and strategize across departments to deliver A+ work.  We are bold thought leaders that value creating a sense of belonging for all and celebrating our wins, big or small.

Customer Obsessed

Prioritize the customer above everything else. Build a product that our customers love. Establish ourselves as their trusted advisor and do “Whatever it takes” to make them successful. Prove the ROI. Only when our customers win do we win.

Think Big & Move Fast

We’re defining a new category and we have fierce competition. Fast-paced innovation is the name of the game. We look forward. We reimagine. We throw out new ideas. We test things. We move quickly. We challenge the norm. We don’t settle for status quo.

On the heels of their Series C financing, Qualified is looking to grow the team so that they can do even more, even faster; they’re focused on delivering our customers more innovation, additional services, an expanded product portfolio, and even deeper ties into the Salesforce CRM platform. Qualified is looking for folks that are fired up about joining a fast-paced, fast-growing company that is doing big things.

Diversity & Inclusion

Qualified is committed to bringing together individuals from different backgrounds and perspectives. We strive to create an inclusive environment where everyone can thrive, feel a sense of belonging, and do great work together.

We are proud to be an equal opportunity employer open to all qualified applicants regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or expression, Veteran status, or any other legally protected status.