• Partner closely with the Senior Sales Director, New Construction to identify revenue drivers, performance trends, and growth opportunities across the sales organization. • Develop a deep understanding of sales processes and operationalize sales plays based on market opportunities, funnel insights, and team performance trends. • Analyze seller and segment performance to improve pipeline management, conversion, productivity, retention, and overall sales performance. • Identify opportunities to improve sales processes and partner with Operations to increase consistency and efficiency across the organization. • Help design and implement more standardized forecasting processes, including clearer definitions, stronger reporting, and more consistent operating rhythms for pipeline and revenue reviews. • Partner with Sales leadership, Finance, and Analytics to translate business goals into measurable frontline KPIs. • Work with Sales Analytics to refine performance frameworks, dashboards, and reporting that show whether sales strategies and plays are driving results. • Synthesize complex data into clear recommendations and communicate insights, tradeoffs, and risks to senior stakeholders to drive alignment and action.

• Own sales architecture, workflows, reporting, and CRM hygiene. • Build dashboards and KPI reporting for pipeline, forecasting, conversion, and revenue visibility. • Run forecasting and deal review cadences with sales leadership. • Support territory planning, quota management, and operational planning. • Administer and optimize the broader GTM technology stack. • Improve lead routing, pipeline workflows, and handoff processes across teams. • Support onboarding, enablement, and documentation for sales processes. • Partner closely with Marketing, Operations, and Customer Success to maintain operational alignment.

Role Description The Director of Sales Operations will be part of the Sales Practice Service Line for outsourced sales. The role will be responsible for building the Sales Practice from the floor up — designing the operating model, codifying training and coaching, structuring agent-level comp and unit economics, and applying conversation analytics and AI tools to compress speed-to-competency and lift performance across the agent population. The work converts Foundever's sales delivery track record into a market-recognized practice; revenue conversion at scale is the moat — proven in operating data, not claimed in marketing. The opportunity is structural. Buyers are shifting from FTE-priced sales BPO to AI-assisted, outcome-priced revenue generation that internal teams cannot match at speed or scale. Foundever already runs high-value sales programs across travel, hospitality, and other verticals — this role takes that capability to market deliberately. Primary Job Responsibilities - Sales operating model & Agent performance - Diagnose where conversion breaks in a sales operation and prescribe the operating change. - Design and tune the sales operating model across outbound and inbound, B2C and B2B. - Establish QA methodology that predicts revenue outcomes, not just compliance. - Build the unit economics view for every sales program: revenue per call, conversion by funnel stage, ramp economics, contribution margin — and use it to surface the operating levers that move the number. - Speed-to-competency, coaching & objection handling - Own the speed-to-competency methodology: training curriculum, certification gates, ramp targets, and the data that proves agents are productive in weeks, not months. - Codify objection handling as practice IP and embed them in training and real-time agent support. - Design the coaching cadence that turns conversation analytics into behavior change. - Compensation design, pricing & sales economics - Design agent-level compensation structures that drive the right behavior — base/variable splits, SPIFs, accelerators, draws — with judgment for when each motivates and when it corrupts the metric. - Architect outcome-based commercial structures for clients. - Build the pricing toolkit that lets Foundever compete on revenue outcomes. - Practice development & service design - Codify Foundever's operating capability in sales into structured, repeatable service offerings. - Build the Sales Practice service catalogue: outbound and SDR programs. - Develop vertical operating playbooks for highest-opportunity verticals: travel & hospitality, telecom, financial services, retail, SaaS, utilities. - Analyst engagement & GTM support - Translate operating depth into client-facing language: solution briefs, capability decks, RFP content — written by the operator who would run the program. - Support strategic pursuits as the SME — owning the operating narrative, articulating proof points, co-designing solutions with the Solutions team — not leading BD. - Sit across from VP Sales and Sales Operations buyers as the credible practitioner voice. - Lead Foundever's analyst engagement for the practice area. Qualifications - 10+ years running sales operations at scale — sales floor leadership, inside sales operations, or sales BPO delivery — with direct accountability for revenue per agent, conversion rate, ramp, and unit economics. - Track record designing and tuning agent-level compensation — base/variable splits, SPIFs, accelerators, draws — and understanding the behavioral effects of each. - Demonstrated ability to codify operating knowledge into IP: training curriculum, coaching playbooks, QA scorecards, objection-handling libraries that make agents productive faster. - Working fluency with conversation intelligence, AI-assisted coaching, predictive dialing, CRM, and intent-data platforms — applied as operating leverage, not as tech inventory. - Familiarity with regulated sales environments — financial services, insurance, telecom — and the compliance requirements that govern outbound and inbound sales. - Strong credibility with sales operations buyers: VP Sales, VP Inside Sales, COO of revenue organizations, Heads of Sales Operations. - Excellent written and verbal communication; ability to synthesize complex operational and commercial topics into clear executive narratives.

• Design and own the end-to-end sales process map for both Consumer and Fleet sales, ensuring every stage of the customer engagement journey is clearly defined and consistently followed. • Establish behavioral standards for how the sales team engages customers at every touchpoint — from first contact through to purchase — ensuring a consistent, high-quality customer experience that consistently is in line with our brand tone. • Build and maintain standardized engagement playbooks, scripts, and frameworks that guide sales teams through the customer journey with clarity and confidence. • Define and document clear processes for outbound sales activity, inbound lead management, follow-up cadences, and escalation paths. • Develop roadmaps that align all sales processes, tools, and behaviors across Consumer and Fleet teams, ensuring a unified and cohesive approach to selling. • Continuously evaluate and refine processes based on performance data, field feedback, and evolving business needs.