[Remote] Director, Sales Operation

Note: The job is a remote job and is open to candidates in USA. Candescent is a forward-thinking technology company transforming how financial institutions deliver Intelligent Banking experiences. They are seeking a strategic and results-driven Director of Sales Operations to lead and scale their revenue operations function, driving disciplined and profitable growth across the full revenue lifecycle through data-driven decision-making and strong cross-functional execution.

Responsibilities

• Own the end-to-end renewals operating model, including process design, timelines, ownership, escalation paths, and systems
• Develop and operationalize retention strategies to improve Gross and Net Revenue Retention (GRR/NRR), reduce churn, and drive expansion
• Implement account health scoring and early-warning indicators to proactively identify and mitigate renewal risk
• Partner with Sales and Customer Success on renewal playbooks, segmentation, pricing/uplift strategies, and incentive alignment
• Establish disciplined renewal forecasting with clear pipeline visibility by segment, cohort, and stage
• Lead annual and quarterly sales planning, including headcount modeling, territory design, and quota setting
• Build equitable, scalable territory and quota models aligned to growth and profitability goals
• Drive alignment across Sales, Finance, and Executive Leadership on planning and forecasting assumptions
• Design and oversee KPI frameworks across the full funnel and renewal lifecycle (pipeline, conversion, attainment, productivity, renewal rate, churn, GRR, NRR)
• Monitor leading and lagging indicators; surface trends, risks, and opportunities to senior leadership
• Translate complex data into actionable insights that drive performance improvement
• Consolidate data and analyze trends to support accurate new-business and renewals forecasting
• Partner with revenue leaders to diagnose performance drivers and develop data-backed action plans
• Deliver recurring reporting for executive and board-level reviews
• Identify and implement process improvements to reduce friction and increase sales efficiency
• Standardize best practices in sales methodology, pipeline management, and performance tracking
• Act as a strategic advisor to sales leadership on operational readiness, incentives, and scale
• Lead, develop, and scale a high-performing Sales Operations team
• Foster a culture of data literacy, accountability, and continuous improvement
• Mentor team members and support career development

Skills

• 10+ years of experience in Sales Operations, Revenue Operations, or Business Operations within a B2B environment
• 3+ years of people leadership experience
• Proven ownership of a renewals and retention motion with measurable impact on GRR/NRR
• Strong background in territory and quota planning, forecasting, and performance management
• Excellent analytical, problem-solving, and project management skills
• Executive-level communication and stakeholder management capabilities
• Bachelor's degree in Business, Finance, Economics, or work experience
• Deep understanding of B2B and FinTech sales models
• Experience supporting both direct and indirect sales motions
• Strong business acumen with a data-first mindset
• Comfortable operating in a high-growth, fast-paced, and ambiguous environment

Company Overview