About the role
ezCater is the #1 food tech platform for workplaces in the US. The company makes it easy for any organization to manage its food needs and order from over 125,000 restaurants nationwide. For workplaces, ezCater provides flexible and scalable solutions for everything from employee meal programs to one-off meetings, all backed by 24/7 service and business-grade reliability. For restaurant partners, ezCater helps grow their business by bringing them new high-value customers and large orders. We are looking for an experienced, dynamic Director to lead our Sales Operations and Enablement team and build the operational backbone of our go-to-market engine - spanning go-to-market planning, target setting and management, sales commission management, sales process optimization, and sales enablement and training. Reporting to the Chief Growth Officer, this leader will collaborate with executive leadership, sales leaders, finance, analytics, and marketing to enhance sales productivity and selling effectiveness, and to accelerate revenue growth. Success in this role will be measured by tangible improvements across the sales engine: sharper commissions and forecast accuracy, stronger pipeline visibility and quality, higher seller productivity, deeper CRM adoption, faster new-hire ramp time, more effective enablement programs, and clear, measurable ROI from sales technology and AI investments. We are looking for a self-starter who is passionate about their work, detail-oriented, and analytical, with a demonstrated ability to navigate ambiguity in a high-growth environment and proactively solve problems with limited oversight.
What You'll Do: Responsible for the overall efficiency and effectiveness of the sales organization and champions close working relationships with key stakeholders to ensure the sales organization is successful Strong background and experience in sales strategy development, sales operations management, people leadership and a proven track record of driving profitable revenue growth Build and lead a high-performing Sales Operations and Enablement team - recruiting top talent, developing managers and individual contributors alike, and creating a culture where people do their best work and grow their careers Establish and drive improvements in planning, reporting and target assignment Design sales commission plans and manage commission calculations, administration and tracking with commission management software such as CaptivateIQ Partner with Sales leadership to define monthly targets, sales forecast and operational cadence to track key performance metrics. Implement comprehensive pipeline reporting from top of funnel to customer value realization, account development and retention, in partnership with sales analytics Identify and deploy AI-powered tools and opportunities for automation that improve sales reporting, forecasting, and seller productivity, while enabling reps to sell more effectively and measuring adoption and business impact. Lead cross functional initiatives to transform and streamline processes to drive improved sales productivity and velocity Be a key stakeholder in CRM design, implementation, change management and overall CRM adoption Design and oversee training programs that enhance the skills and knowledge of the sales team Identify, deploy and provide reporting feedback on sales plays and pipeline excellence to stimulate demand across all market segments Drive the adoption of winning sales behaviors by reinforcing our sales methodology, usage of digital tools, providing onboarding enablement for new hires, and maintaining current sales content and assets Collaborate with marketing and product teams to create and maintain sales materials What You Have : 10+ years proven experience as Sales Operations leader with demonstrated success developing, leading, and scaling a Sales Operations function at a high-growth company, ideally in the tech industry Experience leading market segmentation and Go-To-Market strategy development in partnership with marketing and sales teams Proficient with CRM development, management and forecasting. Skilled at using Salesforce.com, Tableau and Sigma, including data integrations and implementations Organized, with excellent attention to detail and the ability to work in a fast-paced and change driven environment Proven success leading and managing annual, quarterly and monthly planning (territories, quota, headcount) Experience building, managing & coaching high performing teams Excellent problem solving and collaboration skills, a motivated self-starter that is proactive and action-oriented Demonstrates sound business judgment, strong written and verbal communication skills and a proven ability to influence senior leaders Ability to operate successfully in a lean, fast-paced environment, and to create sales processes that can scale quickly In-depth experience in two-sided marketplace, B2B technology platforms, or B2B solutions strongly preferred Ability to travel up to 5 days per quarter for Together Weeks, team gatherings and other events, when applicable. The national total target cash
