Senior Director, Sales Operations
Red River
At Red River Managed Services, we provide a welcoming and positive workplace where everyone feels valued and able to do their best work, fostering a one-team mentality. Our employees work together to foster wise decision-making that relies on data, experience, and collaboration. We seek self-motivated individuals who are open to an environment based on this teamwork and shared success.
Our team works directly with our clients to create innovative solutions, challenge the status quo, and deliver first in class solutions. Our client-centric culture works to anticipate needs with an urgency to resolve issues and build long-term client relationships.
We aim to expand our growing workforce with passionate individuals who are resilient in the face of uncertainty and possess a creative spirit, all while keeping the needs of our clients top of mind to foster individual and organizational success. Interested candidates must possess a desire for growth through continuous learning and feedback.
Ideal candidates will possess the following skills and come prepared to discuss how they have experienced each of these areas in previous roles:
- Collaboration — You bring a collaborative spirit to all interactions with others; you work to ensure everyone around you is welcomed and positioned to do their best work; you view every Red River colleague as a member of one team.
- Creativity— You welcome new ideas and listen with the intent to understand; you are passionate and persistent in pursuit of innovative solutions; you value “brainstorming” as an expression.
- Empathy — You take the time to understand both the needs of your clients and your team members; you anticipate client needs and address issues effectively; you work to make each client feel valued and understood; you foster loyalty and a long-term relationship.
- Integrity — You willingly receive and give feedback; you are open about what’s working and what needs to improve; you admit mistakes openly and share learnings widely.
- Judgment — You are intentional when making decisions, with an aim toward long-term solutions rather than quick fixes; you rely on data, training, and collaboration with others to inform your decisions.
- Purpose— You exhibit courage in searching for the truth; you are willing to risk personal failure to help, or challenge the status quo, in the pursuit of excellence.
- Resilience — You thrive in rapidly changing circumstances; you adapt to change; you know when to include or escalate to others; you embrace a hard challenge.
- Selflessness — You are considerate when searching for new and different ideas; you seek what’s best for the team and organization; you discern how your actions could affect others; you seek to make those around you successful.
Position Summary
The Senior Director of Sales Operations is the operational engine behind Red River’s Managed Services (MS) revenue organization. This leader drives sales productivity, pricing governance, forecasting accuracy, and cross‑functional execution to ensure predictable, profitable growth.
The role oversees Sales Operations, Deal Desk/Pricing, CRM data integrity, pipeline discipline, and executive reporting, while developing and maintaining a high‑performing team that supports Account Executives, Solution Architects, and renewal motions.
This position is ideal for a seasoned MSP sales operations executive who thrives in a deadline‑driven environment, excels at building scalable processes, and can translate strategy into disciplined execution across sales, operations, finance, and delivery.
Key Responsibilities
Sales Operations Leadership & Strategy
Build, lead, and maintain a high‑performing Sales Operations organization supporting the Managed Services sales motion, including bid/no bid reviews, solutioning, proposal oversight, pricing, deal reviews and win/loss metrics management and analysts.
Partner with the VP of MS Sales to define sales priorities, coverage models, quotas, and compensation structures aligned to revenue and profitability goals.
Establish and enforce sales governance standards across forecasting, pipeline hygiene, renewal tracking, pricing approvals, and deal qualification.
Drive continuous improvement of sales processes, operating rhythms, and cross‑functional workflows to increase efficiency and reduce friction for AEs and SAs.
Pricing, Deal & Negotiation Governance
Lead the pricing and negotiation function for Managed Services, ensuring proposals are competitive, profitable, and aligned with delivery capabilities.
Oversee deal operations, including discount governance, SLA alignment, risk assessment, and approval workflows.
Partner with Finance and MS Operations to validate scope relevance, cost models, margin targets, and contractual commitments.
Ensure renewal pricing, uplift strategies, and contract modifications are executed with discipline and accuracy.
Forecasting, Pipeline Management & Executive Reporting
Own the MS bookings forecast, including weekly forecast calls, pipeline inspection, and AE accountability for CRM hygiene.
Deliver executive‑ready reporting for bookings, renewals, pipeline coverage, forecast accuracy, and sales performance metrics.
Develop dashboards and analytics that provide actionable insights to sales leadership, finance, and executive stakeholders.
Maintain a rigorous operating cadence (weekly pipeline reviews, monthly business reviews, quarterly executive reviews) using the existing Sales Management System with modifications agreed by the VP of MS Sales.
CRM, Data Integrity & Sales Technology Stack
Serve as the MS Sales owner of the CRM (MS Dynamics), ensuring data accuracy, completeness, attribution integrity, and compliance with privacy requirements.
Partner with Pre-Sales, IT and MS Leadership to optimize the sales technology stack, including CRM, quoting tools, analytics platforms, sales engagement systems, and proposal automation.
Drive automation and standardization of sales workflows to reduce administrative burden and increase selling time.
Cross‑Functional Alignment & Operational Excellence
Collaborate with MS Operations, Inside Sales, Supply Chain, BizOps, and Finance to define and optimize the end‑to‑end order processing workflow for new MS deals.
Coordinate with Sales Development and Cloud Programs teams to maintain attribution reporting, pipeline visibility, and renewal/expansion tracking.
Ensure seamless handoff from sales to delivery, including transition packages, documentation, and customer onboarding readiness.
Lead the preparation and coordination of MS Executive Reviews for new and existing MS opportunities.
Sales Enablement, Collateral & Proposal Management
Participate and support the development and maintenance of MS sales collateral, including discovery frameworks, proposals, pricing templates, presentation materials, and renewal packages.
Ensure proposal managers and sales operations staff deliver high‑quality, timely support for AEs and Solution Architects.
Partner with Presales to develop training, playbooks, and tools that improve AE productivity and renewal execution.
Required Qualifications
15+ years of Sales Operations, Revenue Operations, or Deal Desk leadership experience, including at least 5 years in a management role.
Deep understanding of MSP or IT services sales motions, including recurring revenue models, SLAs, pricing structures, and renewal cycles.
Proven experience managing pricing, deal desk, or negotiation teams supporting complex service offerings.
Strong analytical and financial acumen with the ability to interpret complex data and translate insights into action.
Demonstrated success driving forecasting accuracy, pipeline discipline, and executive‑level reporting.
Expertise with CRM platforms (Dynamics, etc.) and sales analytics tools.
Exceptional communication, collaboration, and executive‑level presentation skills.
Ability to lead cross‑functional initiatives and influence stakeholders across sales, operations, finance, and delivery.
Basic Qualifications:
- U.S. Citizenship Required
Red River offers a competitive salary, excellent benefits and an exceptional work environment. You can review our benefit offerings here. If you are ready to join a growing company, please submit your resume and cover letter (optional).
EOE M/F/DISABLED/Vet
Red River is an equal opportunity employer. All qualified applicants will receive consideration for employment. Discrimination or harassment based upon any protected characteristics as defined by state or federal law is wholly inconsistent with our company values and will not be tolerated.
In order to ensure reasonable accommodation for individuals protected by Section 503 of the Rehabilitation Act of 1973, the Vietnam Veterans Readjustment Act of 1974, and Title I of the American’s with Disabilities Act of 1990, applicants that require accommodation in the job application process may contact accommodation@redriver.com. PLEASE NOTE: This contact channel is reserved for use by individuals with disabilities who require special accommodations in order to submit an expression of interest in a position within Red River.
Red River does not accept unsolicited resumes from individual recruiters or third-party recruiting agencies in response to job postings or otherwise. Placement fees will not be paid to any recruiter unless Red River has an active agreement in place with the recruiter and such a request has been made by the Red River Talent Acquisition team and such candidate was submitted to the Red River Talent Acquisition Team via our Applicant Tracking System. Any unsolicited resumes or other data submitted to Red River in violation of this policy may be used by Red River without obligation to pay any fees of any kind to the recruiter.