Director Sales Operations

Company Overview

Company Overview

Shine on as a Director of Sales Operations & Enablement.

Specialized Education Services, Inc. (SESI), a division of FullBloom, is a premier provider of education services for K-12 students who require additional supports to overcome challenges that impede success in a traditional school setting. SESI partners with school districts to run in-district classrooms and standalone schools that meet the academic, behavioral, and social needs of special and alternative education students. Partnering with over 600 school districts nationwide, SESI serves more than 7,000 students. Join our team members who shine a positive light on our students and uncover the unique learner within. Have a profound impact, grow, learn, and thrive as part of our team.

Overview

What you can expect from us.

• Career pathways, mobility up and across our national network, and ongoing professional and leadership development.
• Support and clarity to execute in your role flawlessly and with the right tools and expertise from colleagues across the company.
• Authentic alignment to the Core5 Values - https://sesischools.com/company/#core5
• Data-driven, evidence-based learning and growth opportunities, including direct coaching from team members and leaders
• An attractive and robust suite of benefits, including comprehensive healthcare benefits, 401(k) with employer match, employee assistance program, mental health support, fertility and family building, and more.

Position Overview

The Director of Sales Operations & Enablement serves as the architect and owner of SESI's revenue operating system and enablement functions to increase the effectiveness of the sales team. This role is responsible for the continuous improvement of the sales operations, processes, reporting, forecasting discipline, and enablement framework that allows SESI's Partnerships/Sales organization to scale revenue growth predictably and efficiently.

The Director ensures that SESI's sales leaders have and are using the systems, data, insights, and operating rigor necessary to consistently generate qualified pipeline, improve conversion rates, increase forecast accuracy, and achieve annual revenue targets.

Success in this role directly impacts SESI's ability to:

• Increase sales productivity and improve forecast reliability
• Scale into new markets and achieve annual growth targets
• Make informed investment and resource allocation decisions

This role serves as a strategic business partner to the Vice President of Business Development and the Partnerships/Sales Team and is accountable for ensuring that SESI's sales organization operates with excellence, discipline, visibility, and accountability.

This role owns the integrity of SESI's revenue operating processes and outcomes and serves as a central point of accountability for sales process governance, forecasting discipline, pipeline visibility, and performance reporting.

Why This Role Matters

SESI's growth strategy depends on the ability to consistently generate, manage, forecast, and convert revenue opportunities across multiple states and service lines. The Director of Sales Operations & Enablement ensures the systems, processes, and operating discipline are in place to transform growth ambitions into predictable revenue outcomes.

Responsibilities

Core Responsibilities

• Revenue Operations & Sales Infrastructure
• Collaborate with the marketing ops and IT teams to optimize the sale's teams use of Microsoft Dynamics, Gong, Power BI, and AI-enabled sales technologies and drive to our shared outcomes.
• Refine and govern sales stages, qualification criteria, required fields, and process standards empowering the sales team to ensure we achieve our intended outcomes and revenue targets.
• Validate data integrity, pipeline visibility, and reporting consistency with the sales team as they use our sales systems effectively.
• Forecasting, Pipeline Health &State Performance Management
• Engage directly with our 3-year strategic state growth plans to help drive the corresponding pipeline growth and market strategy to monitor our actions against our state growth plans.
• Lead a structured forecasting process that improves accuracy and transparency.
• Monitor pipeline health, coverage ratios, stage progression, deal quality, and sales velocity.
• Identify revenue risks and opportunities early and provide actionable recommendations.
• Facilitate pipeline review cadences driving accountability and maintain target qualified pipeline coverage.
• Sales Enablement & Productivity
• Lead sales training in collaboration with marketing ops and IT teams to further the adoption of CRM standards, Gong, KPI fluency, and sales process discipline to accelerate Ops through the pipeline and identify winning sales behaviors.
• Support onboarding and ongoing development related to systems and sales execution.
• Increase seller productivity by improving process efficiency and helping to highlight trends on customer insights to further empower our work.
• Leverage AI-enabled technologies and automation to improve seller productivity and forecasting accuracy.
• Strategic Planning & Executive Reporting
• Work with marketing ops and the IT teams to develop executive dashboards and actionable reporting. Support executive meetings, QBRs, strategic planning sessions, and Board presentations. Translate data into strategic recommendations regarding market expansion, territory planning, and resource allocation. Serve as a trusted advisor to sales leadership through clear, structured, and actionable insights.

Key Success Measures

Revenue Growth

• Increased attainment of annual bookings and revenue goals.
• Increased pipeline generation and pipeline coverage.

Forecast Accuracy

• Consistent forecast accuracy within agreed leadership thresholds.
• Improved visibility into revenue risks and opportunities.

Pipeline Health

• Qualified Pipeline Coverage Ratio maintained at target levels.
• Improved stage progression and conversion rates.

CRM & Data Integrity

• High CRM and sales tool adoption and compliance.
• Accurate, timely, and actionable reporting.

Sales Productivity

• Reduced administrative burden on sellers.
• Increased selling time and execution effectiveness.
• Faster onboarding and ramp-up of new team members.

Operating Context & Expectations

This role will focus on establishing, optimizing, and scaling SESI's revenue operating system. Success requires strong prioritization, disciplined execution, and the ability to drive adoption across a geographically distributed sales organization.

The Director must balance strategic thinking with hands-on execution, ensuring foundational systems and processes are implemented with quality and adopted consistently before broader initiatives are launched.

Qualifications

Qualifications

• 7+ years of experience in Sales Operations, Revenue Operations, or Sales Enablement.
• Strong expertise with CRM platforms, preferably Microsoft Dynamics.
• Experience with Power BI or similar reporting and visualization tools.
• Familiarity with Gong and conversation intelligence platforms, including use of AI.
• Proven success building or transforming sales operations functions.
• Experience implementing forecasting methodologies and pipeline governance frameworks.
• Experience supporting geographically distributed sales organizations.
• Experience supporting organizations with significant revenue growth objectives.
• Exceptional analytical, communication, and problem-solving skills.
• Ability to present business insights to senior and executive leadership teams.
• Education sector experience required.

Posted Salary Range

USD $115,000.00 - USD $130,000.00 /Yr.

Physical Requirements

Physical Requirements

• Ability to operate a computer or tablet for up to 8 hours daily.
• Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of this position.
• Ability to travel ~10% of the time as needed to support sales or learning opportunities.

Equal Opportunity Employer

FullBloom is an equal opportunity employer.

Equal Employment Opportunity has been and will continue to be a fundamental principle at FullBloom, where employment is based on personal capabilities and qualifications. The company prohibits discrimination against any applicant or employee based on any legally recognized basis, including, but not limited to age (40 and over); color; gender, physical or mental disability; mental status; civil union/domestic partnership; national origin; ancestry; citizenship status; race; religion; creed; sex; pregnancy, childbirth, lactation, and related medical conditions; gender, political affiliation; veteran status and uniformed servicemember status; genetic information (including testing and characteristics); or any other consideration protected by applicable federal, state, or local law.