Director Sales Ops

Replit•Foster City, CA

8d•Onsite

About The Position

Replit is the agentic software creation platform that enables anyone to build applications using natural language. With millions of users worldwide, Replit is democratizing software development by removing traditional barriers to application creation. We are seeking an experienced Director, Sales Operations to play a pivotal role in driving Replit’s evolving go‑to‑market strategy. This role is a strategic business partner to Sales leadership, responsible for driving operational excellence, revenue predictability, and scalable growth. This role leads the design and execution of sales operating rhythms, forecasting rigor, territory and capacity models, and data-driven decision-making for a complex evolving go-to-market.

Requirements

10+ years of experience in Sales Operations, Revenue Operations, or related roles, with significant enterprise focus
6+ years leading teams in a complex, matrixed B2B environment
A high-performance people leader, experience leading and developing a strong regional team with a track record of engaging and growing diverse talent to greater success
Skilled with data, analysis, and delivering insights
Deep expertise in enterprise GTM models, forecasting, quota/territory design, and pipeline management
Proven track record of improving forecast accuracy, pipeline quality, and revenue predictability at scale
Deep understanding of sales motions, processes, go‑to‑market processes, and supporting technologies (CRM, analytics,).
Strong executive communication skills, both interpersonal and written, and influence; skilled at translating complexity into clarity
Strong analytical and storytelling skills; ability to translate data into executive-ready insights
Ability to diagnose complex, ambiguous business problems and translate them into clear operating plans, processes, and metrics
Experience inspiring change management across large sales organizations, including process adoption, tool rollout, and behavioral change

Nice To Haves

Active Replit user with understanding of developer tools and coding platforms
Experience at a high-growth SaaS company or developer-focused platform
Background in finance, accounting, or business operations
Experience with sales enablement and training programs
Experience with consumption-based or usage-based revenue models in addition to traditional SaaS contract structures
Have experience integrating AI/ML capabilities into business systems to drive automation and predictive insights
Have experience with international GTM operations and multi-currency, multi-entity commercial systems

Responsibilities

Partner closely with the sales leadership and other senior leaders across Go to Market to drive and operationalize GTM strategy and global growth
Lead strategic and operational GTM planning, and drive excellence in execution
Lead and build a high-performing Sales Operations team; Set clear priorities, success metrics, and development paths for your team
Drive executive level business presentations (i.e. Business Reviews)
Lead key sales productivity initiatives focused on customer success, bookings growth, pipeline development and ecosystem alignment
Design territory, account segmentation, capacity, and quota models to improve growth and productivity
Deliver actionable insights on pipeline health, deal velocity, win rates, and sales performance