Role Description 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. We have a dynamic, diverse, and inclusive culture, grounded in trust, hospitality, collaboration, and innovation. We are looking for an experienced Director of Sales Operations for our industry-leading training and certification products. 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. You will serve as a strategic thought partner to the SVP, Product Sales, ensuring Sales, Marketing, Product, Customer Success, and Finance operate from a common set of data, processes, and performance objectives. 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. Qualifications - Bachelor’s degree is preferred in Business, Analytics, Finance, Information Systems, or related field. - Seven years of proven experience, including three years in a leadership role, in Revenue Operations, Sales Operations, Business Operations, or similar roles. - Advanced Salesforce expertise required. Administrator certification preferred. - Experience supporting complex B2B sales organizations. - Prior experience within association, education, SaaS, hospitality, restaurant, franchise, or professional services highly desirable. - Experience with Power BI, Tableau, or similar BI platforms a plus. - Prior experience administering sales compensation programs. - Strong operational judgment with experience scaling processes, systems, and infrastructure in evolving organizations. - Excellent presentation skills and ability to partner and influence key stakeholders and other decision makers. - Strong organizational, time management, priority-setting and problem-solving skills, plus project management and business planning. - Thoughtful interpersonal and diplomacy skills; ability to interact and communicate effectively at all levels of organization. - Ability to work as part of a team and to work independently; a self-initiator, versatile and assumes risk with responsibility. - Exceptional analytical and critical thinking skills. - Significant communication skills in written and verbal formats; displays clear and concise manner. - Highly proficient in using such as Word, Excel, PowerPoint, and Outlook. Ability to learn other software programs as needed and enter and maintain accurate data/information. - Possess strong work ethic and high degree of integrity. - Highly adaptable; ability to work well under pressure, within fast-paced and fluid environment. - Capable strategic vision in areas of business, sales, and the hospitality industry, with sound decision making abilities. Requirements - Approximately 20% travel anticipated. - Compensation includes a competitive base salary plus a variable sales incentive, structured at 80% base and 20% performance-based earnings. Benefits - Comprehensive benefits designed to support financial, professional, and personal well-being. - Outstanding healthcare coverage (medical, dental and vision). - Competitive salaries. - Generous vacation and leave time. - Matching 401(k) plan. - A unique collection of corporate discounts and memberships. - Programs to support career and skills development, including learning and tuition assistance.

• Lead commercial execution for the Flavor Systems business in partnership with the Director of Sales. • Own the strategic direction, revenue growth, and profitability of the U.S. beverage and frozen dessert ingredient platform. • Directly manage Midwest accounts and prospects; drive regional performance through direct reports across the U.S. • Develop and execute category strategies that deliver profitable growth. • Grow assigned accounts and prospects while coaching Account Managers, setting clear performance expectations, and holding the team accountable for pipeline development, customer engagement, and sales results. • Partner closely with Marketing, R&D, and business leadership to interpret market trends, identify customer needs, and advance innovative, commercially viable solutions.

• Build and run Storm's conversion engine as an AI-first system • Build and maintain the proof library as structured, agent-readable context • Build and maintain the approved claims library • Create and maintain the pitch and proposal module system • Draft and produce case studies from delivery work, account team notes, retrospectives and client feedback • Assemble tailored pitch decks and proposal outlines for live opportunities • Own RFP and procurement readiness • Create service one-pagers, offer explainers and collateral for the AI transformation offer • Run the request intake • Define asset governance • Coordinate with account managers and delivery teams to capture proof, outcomes and examples from current work as it happens • Build QA into every workflow • Track whether the engine is working

• Build and run Storm's conversion engine as an AI-first system • Maintain proof and claims libraries • Create and maintain pitch and proposal modules • Draft and produce case studies and pitches • Own RFP and procurement readiness • Coordinate with account managers and delivery teams