Director, Sales Operations - Technology
$165,400–$295,600 year
On-siteWaltham, Massachusetts, United States
Job Summary
Lead the Deal Desk function, establishing ownership, governance, and escalation paths to support effective deal execution. Identify and implement business process improvements that reduce friction, accelerate deal velocity, and contribute to increased bookings each quarter. Build and maintain comprehensive documentation for critical sales processes, policies, approval workflows, and Deal Desk procedures. Establish clear standards and operating procedures that improve consistency and scalability across the sales organization. Partner with Sales leaders to identify recurring deal barriers and develop solutions that make it easier for sellers to execute and close business. Simplify and improve approval processes across pricing, discounting, contracting, and complex deal structures. Use Deal Desk and sales data to identify trends, bottlenecks, cycle-time issues, and opportunities to improve conversion and bookings. Drive automation and process improvements across CRM, CPQ, and other sales systems to reduce manual work and increase seller productivity. Establish meaningful Deal Desk and operational KPIs, including turnaround time, deal velocity, approval cycle time, exception volume, and impact on bookings. Lead and develop Sales Operations professionals responsible for Deal Desk and supporting sales processes.
Required Qualifications
- Strong experience leading Deal Desk operations
- Demonstrated ability to assess, redesign, document, and implement scalable end-to-end business processes
- Strong understanding of the processes and operational levers that improve deal velocity, conversion, and bookings performance
- Ability to create clear policies, procedures, workflows, decision rights, and operating standards
- Proven ability to bring Sales, Finance, Legal, Product, and Operations together to solve complex business problems
- Ability to use operational and sales data to identify friction, prioritize improvements, and measure business impact
- Strong knowledge of CRM, CPQ, workflow automation, and related sales technologies
- Ability to move teams from inconsistent or manual processes to standardized, scalable ways of working
- Ability to communicate complex operational issues clearly and influence leaders across the organization
- Strong focus on translating operational improvements into measurable outcomes, including faster deal cycles, improved conversion, and increased bookings
- Must be able to appear onsite at a Wolters Kluwer office as part of the recruitment process
- Must not use AI tools or external prompts during interviews
- Must not use AI-generated responses or third-party support during interviews
Desired Qualifications
- Strong experience leading Deal Desk operations, complex deal management, pricing and approval processes
- Demonstrated ability to assess, redesign, document, and implement scalable end-to-end business processes
- Strong understanding of the processes and operational levers that improve deal velocity, conversion, and bookings performance
- Ability to create clear policies, procedures, workflows, decision rights, and operating standards
- Proven ability to bring Sales, Finance, Legal, Product, and Operations together to solve complex business problems
- Ability to use operational and sales data to identify friction, prioritize improvements, and measure business impact
- Strong knowledge of CRM, CPQ, workflow automation, and related sales technologies
- Ability to move teams from inconsistent or manual processes to standardized, scalable ways of working
- Ability to communicate complex operational issues clearly and influence leaders across the organization
- Strong focus on translating operational improvements into measurable outcomes, including faster deal cycles, improved conversion, and increased bookings
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