Director of Sales Operations, IANS
$144-180k
+ Bonus
Cybersecurity insights & CISO guidance
Job no longer available
Cybersecurity insights & CISO guidance
501-1000 employees
Job no longer available
$144-180k
+ Bonus
501-1000 employees
Company mission
To provide experience-based security insights for Chief Information Security Officers and their teams.
Role
Who you are
- The right candidate is equally at home in an executive strategy conversation and a TechOps sprint review: a systems thinker who builds with rigor, leads with data, and moves fast without leaving process debt behind
- 8–12+ years in Sales Operations, Revenue Operations, or a closely related GTM function, with at least 2–3 years in a leadership or director-level role
- Working knowledge of Salesforce architecture — comfortable reading flows, validation rules, and data models well enough to write a clear spec and partner with TechOps; Salesforce Admin certification a plus, not required
- Familiarity with CPQ concepts — quoting flows, pricing rules, approval workflows — enough to partner with TechOps on requirements; hands-on CPQ configuration experience a plus, not required
- Proven track record as a GTM–TechOps liaison: you've successfully bridged business requirements and technical execution in a high-growth B2B environment
- Strong strategic instincts backed by analytical rigor — you build frameworks, not just reports, and you know how to move from data to recommendation to action
- Experience leading or growing a small team; you develop people and know how to build a function's culture and capability over time
- Fluency with modern RevOps and AI tooling — Gong, Clari, LLMs, automation platforms — and a genuine curiosity about what's next
- Exceptional cross-functional communicator: equally credible in a TechOps architecture review and a board-level pipeline discussion
What the job involves
- IANS is looking for a Director of Sales Operations to lead the operational foundation of our revenue organization. This is a strategic and execution-oriented leadership role — responsible for how our Sales teams are measured, enabled, and run. The Director will lead the Sales Ops function, set the operating model for the revenue team, and serve as the primary GTM liaison to TechOps on all Salesforce and CPQ matters
- Serve as the primary GTM liaison to TechOps for all Salesforce needs — translating business requirements into clear, actionable requests and ensuring GTM priorities are reflected in the roadmap
- Bring solid working knowledge of Salesforce architecture to every conversation — enough to write a clear spec and sanity-check TechOps work, without needing to build it yourself
- Partner with TechOps on CPQ enhancements — quoting flows, product catalog, pricing rules, approval workflows — by translating GTM requirements clearly, not by configuring CPQ directly
- Own GTM-side data governance: define field standards, hygiene rules, and usage policies; hold the revenue team accountable to them
- Act as the connective tissue between GTM stakeholders (Sales, Marketing, Finance, CS) and TechOps — ensuring both sides speak the same language and projects don't stall in translation
- Own the Sales Ops function end-to-end: define the operating model, set the cadence, and hold the team accountable to results
- Drive strategic planning cycles: territory design, quota setting, segmentation, and annual capacity modeling in partnership with Sales leadership and Finance
- Identify and eliminate systemic friction in the revenue motion — from lead routing to close to renewal — through process redesign, automation, and cross-functional alignment
- Partner with Finance on revenue recognition, bookings reconciliation, and commission accuracy; ensure Sales Ops is a trusted partner in financial planning
- Own the Deal Desk function end-to-end: approval policy, discounting guardrails, non-standard terms review, and contract turnaround SLAs
- Directly manage a Deal Desk contractor — set priorities, review their work on complex or time-sensitive deals, and be the quality-control backstop
- Serve as the final escalation point for deal structuring questions that fall outside standard approval thresholds
- Continuously tighten Deal Desk workflows in partnership with Sales, Finance, and Legal to reduce cycle time without sacrificing deal quality
- Reports to: VP of Revenue Operations
Our take
Amidst the escalating threats and regulatory demands in the cybersecurity sector, Chief Information Security Officers (CISOs) face a daunting array of challenges. IANS steps in as a trusted ally, offering tailored solutions to address these pressing issues.
Through its practitioner-led model and collaboration with seasoned experts, IANS provides independent research, advisory services and a community platform. It provides CISOs with subscription-based support content, professional development opportunities and consulting services, enabling them to navigate the complex cybersecurity landscape with confidence.
With a strategic investment from the Apax Digital Funds, IANS is poised for accelerated growth and innovation. This partnership will fuel product development, expand the company's value proposition and enhance its go-to-market strategies, solidifying its position as the leader in the InfoSec decision support space.
Freddie
Company Specialist at Welcome to the Jungle
Company
Company benefits
- 401(k) Program: Fidelity 401(k) plan with company match
- Employee Recognition: Annual incentive program, monthly shout outs and peer-to-peer recognition
- Health Coverage: Medical, dental & vision, deductible reimbursement, fitness stipend, Calm app
- Pre-Taxed Benefits: Dependent care FSA, healthcare FSA, transit, parking
- Social: Monthly 'Club IANS', annual summer outings, team events and social gatherings
- Volunteer Opportunities: Employee-led community volunteer initiatives, paid volunteer day
- Work Environment: Hybrid (2 days/week) in our vibrant Boston office with a weekly lunch stipend
- Work/Life Balance: PTO, paid holidays, sick time, Summer Fridays
Company HQ
Downtown, Boston, MA
Leadership
Phil Gardner
(Founder & CEO)Founded IANS in 2001 and has served as the CEO ever since. Prior to this, they founded Provant where they served as the Vice President. They also worked as an Associate at McKinsey & Company.
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