Director, Sales Operations

The National Restaurant Association and National Restaurant Association Educational Foundation are proud to be part of a highly respected industry, providing hospitality, opportunity, and quality of life. Much like the industry we represent, we have a dynamic, diverse, and inclusive culture, grounded in trust, hospitality, collaboration, and innovation. These are the core values that inspire our work, and what we are looking for in an experienced Director of Sales Operations for our industry leading training and certification products.

The learning products offered by the National Restaurant Association, and its family of brands ServSafe, ServSuccess, National Registry of Food Safety Professionals, and American Hotel and Lodging Educational Institute, has led the way in training and certifying millions of current and future hospitality workers. We provide best-in-class food safety, risk mitigation, career development and leadership training to restauranteurs, hoteliers, food service businesses, retail operations, and academic institutions across the world. We equip our global audience with innovative, engaging training utilizing multiple platforms, from textbooks to online resources, courses to mobile applications, with a focus on both compliance-driven and career-development suites.

As Director of Sales Operations, you will be responsible for designing, optimizing, and scaling the systems, processes, analytics, and operating rhythms that power revenue growth across the National Restaurant Association's product portfolio. Serving as strategic thought partner to SVP, Product Sales, you will be the operational backbone and champion of the commercial organization, ensuring Sales, Marketing, Product, Customer Success, and Finance operate from a common set of data, processes, and performance objectives.

Ideal candidates bring a minimum of seven years of experience in an operational leadership role supporting a multifaceted B2B sales organization. Prior experience within an association, education, SaaS, hospitality, restaurant, franchise, or professional services operation highly desirable. Must bring deep Salesforce expertise, including the strategic configuration, administration, optimization, and ongoing evolution of the platform to support business objectives.

Position requires a highly collaborative, tenacious, and strategic leader, with deep experience in forecasting, pipeline management, and GTM systems, and ability to translate data into actionable insights that influence strategy and outcomes.

The role can operate fully remote within the United States (within a company-approved territory). Priority consideration for qualified candidates located in Orlando, DC or Chicago. Approximately 20% travel anticipated. Compensation includes a competitive base salary plus a variable sales incentive, structured at 80% base and 20% performance-based earnings.

We are proud to offer our team members comprehensive benefits, designed to support their financial, professional, and personal well-being. In addition to outstanding healthcare coverage (medical, dental and vision), competitive salaries, generous vacation and leave time, we offer a matching 401(k) plan, a unique collection of corporate discounts and memberships, as well as programs to support career and skills development, including learning and tuition assistance, and so much more.

Responsibilities

Revenue Operations Leadership
 • Develop and execute the organization's Revenue Operations strategy.
 • Establish scalable processes aligning Sales, Marketing, Product, and Customer Success.
 • Create a single source of truth for revenue performance and customer insights.
 • Lead commercial process improvement initiatives.
 
Salesforce & Technology Ownership
 • Serve as primary business owner of Salesforce and related revenue technologies.
 • Drive CRM optimization, data governance, workflow automation, and user adoption.
 • Manage lead routing, opportunity management, account hierarchies, and territory structures.
 • Evaluate and implement productivity-enhancing technologies.
 
Reporting, Analytics & Forecasting
 • Build executive dashboards and KPI reporting.
 • Standardize reporting on pipeline, bookings, revenue attainment, retention, and productivity.
 • Lead forecast management processes.
 • Deliver actionable insights for strategic decisions.

Sales Planning & Performance Management
 • Partner on territory planning, account segmentation, and coverage models.
 • Support quota-setting and incentive compensation processes.
 • Monitor performance and identify productivity opportunities.
 
Sales Enablement & Productivity
 • Remove barriers to seller productivity.
 • Partner with Marketing and Product on lead quality and launch readiness.
 • Develop onboarding, process documentation, and training programs.
 
Cross-Functional Leadership
 • Act as operational bridge between Sales, Marketing, Product, Finance, and Customer Success.
 • Lead business reviews and performance discussions.
 • Support executive leadership with strategic analyses and growth initiatives.

Requirements