• Partner closely with Manager to VP-level Sales Leadership to optimize our Enterprise Sales motion • Lead large cross-functional programs focused on improving Sales outcomes • Intake, assess, and prioritize Sales-specific requests and process gaps based on business impact and effort • Develop and maintain operational metrics that uncover inefficiencies or risks within the seller workflow • Collaborate with Salesforce Systems and RevOps teams to enhance automation and deliver scalable tooling • Champion Samsara’s cultural principles as we scale globally

Role: Sr. Director, Sales Operations (Defense) Location: US Remote (with strong preference to Dallas based candidates) Synonymous Business Title (s): Sr. Sales Operations Director Overview: Blue Yonder Defense Solutions, LLC., a Blue Yonder company, is the leader in supply chain autonomous planning, control towers, and provider of the Digital Supply Chain Network™. Our innovative solutions empower businesses to optimize their supply chains, enhance customer experiences, and drive sustainable growth. We are committed to delivering cutting-edge technology and unparalleled expertise to help our clients navigate the complexities of the modern marketplace. Blue Yonder Defense Solutions is seeking an experienced Senior Director of Sales Operations to lead sales operational excellence for our defense and public‑sector business. This role is embedded with the Sales organization and is responsible for enabling disciplined sales execution through CRM ownership, pipeline management, sales process rigor, and accurate revenue forecasting. The Sr. Director, Sales Operations partners closely with Sales leadership, Finance, and the COO to ensure visibility, predictability, and operational alignment across the full opportunity lifecycle — while operating in the unique constraints of government and public‑sector sales environments. What You Will Do: Sales Operation & Performance Enablement - Serve as the embedded Sales Operations leader, enabling disciplined execution across the Sales organization without carrying quota or originating deals - Define, run, and continuously improve the end‑to‑end sales opportunity flow, ensuring consistent use of stages, deal progression criteria, and close discipline - Partner closely with Sales leadership to prioritize pipeline, identify deal risks, and improve execution efficiency - Provide structure, clarity, and operational rigor to how deals move through the sales lifecycle Pipeline & Revenue Forecasting - Own pipeline inspection, deal qualification rigor, and forecast inputs to support accurate revenue projections - Build and maintain a revenue forecast model for Finance based on opportunity progression, probability, and timing - Define when opportunities are eligible to enter forecast, accounting for public‑sector and defense sales dynamics - Produce clear, reliable pipeline and forecast reporting for executive leadership Process, Methodology & Operating Cadence - Establish and maintain sales process standards, methodologies, and operating cadences (e.g., pipeline reviews, forecast calls, deal reviews) - Ensure sales process adherence and consistency across the team through enablement and clear expectations - Drive continuous improvement in sales execution practices based on performance insights and outcomes - Support Sales leadership by bringing structure and repeatability to how deals are managed and reviewed - Champion adoption of new processes through enablement, change management, and clear communication. Systems, Data & Tools - Act as the business owner for HubSpot, ensuring CRM data accuracy, integrity, and usability - Drive adoption and effective use of HubSpot to support pipeline visibility, forecast accuracy, and reporting needs - Ensure sales data is reliable, timely, and actionable for Sales leadership, Finance, and executive stakeholders - Partner with cross‑functional teams to align CRM configuration with sales process and reporting requirements Cross-Functional Partnership - Partner closely with Finance to translate sales pipeline data into reliable revenue forecasts - Maintain strong alignment with the COO (dotted‑line relationship) to ensure sales operations support broader business priorities - Collaborate with Sales leadership to surface risks, bottlenecks, and execution gaps early - Serve as a trusted operational advisor across functions by providing fact‑based insights and recommendations What We’re Looking For: Required Qualifications - Bachelor’s degree in business, Finance, Operations, or a related field; MBA preferred. - 10+ years of experience in Sales Operations or Revenue Operations, with strong ownership of sales process, CRM, pipeline management, and forecasting within an enterprise - Hands‑on HubSpot experience required - Proven experience enabling Sales organizations without carrying quota or closing deals - Strong understanding of public‑sector or government sales cycles and forecasting implications - Demonstrated ability to build revenue forecasts for Finance based on pipeline and deal maturity Preferred Qualifications - MBA preferred - Active Security Clearance OR ability to obtain a clearance - Experience supporting defense, government, or highly regulated customers - Experience operating in a matrixed or dotted-line reporting environment Leadership Attributes - Highly analytical, structured, and detail‑oriented - Strong executive communication skills, with the ability to synthesize pipeline data into actionable insights - Collaborative leader who influences through partnership rather than authority - Comfortable operating in complex, high‑accountability, regulated environments ------------------------------------------- The base salary range for this role is $143,752 to $194,000. The salary range information provided, reflects the anticipated base salary range for this position based on current national data. Minimums and maximums may vary based on location. Individual salary will be commensurate with skills, experience, certifications or licenses and other relevant factors. In addition, this role will be eligible to participate in either the annual performance bonus or commission program, determined by the nature of the position. At Blue Yonder, we care about the wellbeing of our employees and those most important to them. This is reflected in our robust benefits package and options that includes: - Comprehensive Medical, Dental and Vision - 401K with Matching - Flexible Time Off - Corporate Fitness Program - A variety of voluntary benefits such as; Legal Plans, Accident and Hospital Indemnity, Pet Insurance and much more At Blue Yonder, we are committed to a workplace that genuinely fosters inclusion and belonging in which everyone can share their unique voices and talents in a safe space. We continue to be guided by our core values and are proud of our diverse culture as an equal opportunity employer. We understand that your career search may look different than others, and embrace the professional, personal, educational, and volunteer opportunities through which people gain experience. Our Values If you want to know the heart of a company, take a look at their values. Ours unite us. They are what drive our success – and the success of our customers. Does your heart beat like ours? Find out here: Core Values All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.

• Drive value selling adoption and reinforcement across the field. Design and deliver training programs, workshops, and certifications that operationalize Smartsheet Value Selling (SVS) — our framework built on the Value Map and Power Map. Build continuous reinforcement mechanisms including role-play scenarios, deal review frameworks, self-assessment tools, and ongoing coaching content so the methodology becomes muscle memory, not a one-time event. • Facilitate live training and enablement sessions. Lead virtual and in-person sessions for Account Executives and new hires globally. Your facilitation style is clear, engaging, and grounded in practical application. You're equally comfortable running a 60-person onboarding cohort and a 6-person workshop, and you adapt in real time based on what the room needs. • Leverage AI to scale enablement impact. Identify opportunities to use AI tools for personalized learning paths, content generation, coaching simulations, and performance reinforcement. You see technology as a force multiplier for human impact and know how to evaluate what's hype versus what delivers measurable results. • Monitor adoption and optimize based on performance data. Track leading and lagging indicators of methodology adoption — certification rates, deal application, win rates by adherence. Pull data from Salesforce, synthesize front-line feedback, and diagnose where sellers struggle with discovery, objection handling, multi-threading, or quantifying business impact. Build targeted interventions that move the needle on quota attainment. • Partner cross-functionally to ensure alignment. Collaborate with Sales leadership, Revenue Operations, Marketing, and Business Development teams to ensure enablement initiatives support strategic priorities. You're the bridge between strategy and execution — translating business goals into field-ready programs and surfacing adoption barriers to leadership. • Own program infrastructure and the enablement library. Build and maintain the SVS playbook including templates, battle cards, email frameworks, call prep guides, certification checklists, and self-service resources. Track adoption metrics, maintain version control, and ensure reinforcement programs run on schedule with documented workflows. Everything you build is practical and continuously improved based on what's actually getting used.

• Assist in the processing and fulfillment of orders by ensuring orders and financial documentation are accurate for EMEA B2B and OTP sales. • Supports sales reps by communicating and assisting with completion of other department’s requirements forms, templates, etc. (finance, education) • Be a subject-matter expert on the order-entry process using the Salesforce platform for the B2B and OTP sales team • Manage EMEA B2B post sales class fulfilment process (fulfillment changes, pre-class instructor calls, enrollment reports etc.) to ensure classes are delivered on time and without issue • Support with the assessment of opportunity creation metrics for individual sales team members; to ensure accurate Salesforce pipeline entries • Support EMEA sales by submitting IT tickets for SFDC related issues • Manage EMEA sales support issues (exam, training, and AMF vouchers) through to resolution • Responsible for implementing Post Class Satisfaction Surveys • Responsible for creating/distributing class certifications of completion • Participate in weekly calls, regarding upcoming classes, with cross-functional and internal teams • Responsible for all Salesforce training to new sales representatives for EMEA region • Responsible for OTP and new instructor onboarding process with education for EMEA region • Miscellaneous duties as assigned