VP, Sales Operations

VP, Sales Operations: Architect how Sales operates

ECI is modernizing its go-to-market operating model across a business built through decades of growth and acquisition. As VP, Sales Operations, you'll partner closely with our Chief Revenue Officer to design how Sales operates, translating company strategy into the planning, processes, governance, technology, and operating rhythms that drive consistent execution.

You'll oversee Sales Operations, Strategy & Planning, bringing together forecasting, pipeline management, territories, quotas, compensation, CRM governance, and operational excellence into a single operating model. Working closely with GTM Engineering and GTM Intelligence, you'll help shape the technology roadmap, improve seller productivity, and introduce AI capabilities that make the organization more effective.

What you'll own

The sales operating model. Design and continuously improve how Sales operates across opportunity management, pipeline governance, forecasting, territory design, quota deployment, compensation, inspection, and operational cadence.

Sales strategy and planning. Lead annual planning, including capacity modeling, account segmentation, territory design, quota allocation, compensation strategy, and executive recommendations that align commercial resources with company objectives.

Forecasting and pipeline management. Build the operating discipline that gives leaders confidence in the forecast while improving pipeline quality, inspection, opportunity management, and frontline coaching.

Seller productivity. Simplify how sellers work by improving processes, strengthening CRM adoption, and partnering with GTM Engineering to automate repetitive work and thoughtfully introduce AI into everyday selling.

Sales technology strategy. Partner with GTM Engineering to define the roadmap for CRM, forecasting, pipeline management, sales engagement, conversation intelligence, and AI technologies. Evaluate where to buy, build, automate, or retire capabilities as the organization evolves.

The Sales Operations organization. Build and lead the teams responsible for Sales Operations, Strategy & Planning while establishing the operating rhythms that connect Sales leadership, Finance, HR, Marketing, Systems, and all post-sales functions.

Who you are

• Typically 10+ years leading Sales Operations, Revenue Operations, or commercial operations within B2B SaaS.

• You've built forecasting discipline, pipeline governance, planning capabilities, and compensation models that improved how organizations sell, not simply how they report.

• Experience supporting complex sales organizations spanning multiple business units, product lines, or acquired businesses.

• Comfortable moving between executive strategy and operational execution, helping leaders make commercial decisions while staying close enough to improve the systems behind them.

• You naturally think in operating models, combining process, technology, planning, and governance into repeatable ways of working.

• You build trust through sound judgment, analytical rigor, and operational credibility. Sales leaders rely on your recommendations because they improve execution without creating unnecessary complexity.

Why this role matters

ECI is investing in the operating model that will support its next stage of growth.

You'll shape how Sales plans, executes, and scales by building the processes, governance, planning capabilities, and management systems that improve execution across the organization. Working alongside Sales leadership and all related business partners, you'll establish the foundation for a more predictable and scalable commercial organization.

Reports to: SVP, Customer Success & Operations

Location: Remote (US), occasional travel