About Pantheon

Pantheon WebOps Platform powers the open web, running more than 300,000 sites in the cloud for customers including Google, Princeton, Salesloft, and Doctors Without Borders. Every day, thousands of developers and marketers create, iterate, and scale WordPress and Drupal sites to reach billions of people globally. Pantheon’s multitenant, container-based platform enables organizations to manage all of their websites from a single dashboard. Organizations including Clorox and the United Nations drive results through accelerated development and real-time publishing using Pantheon’s collaborative workflows.

The Role

As the Sales Operations Director, your mission is to engineer the volume, velocity, and value of acquisition outcomes, ensuring our go-to-market motion is optimized, repeatable, and continuously improving.

This is a high-impact role that sits at the intersection of Sales, Marketing, Finance, Central Ops, CRM, and Business Analytics. You will act as a force multiplier for sales leadership, ensuring that revenue teams have the right insights, methodologies, and operational frameworks to execute at scale.

You will own forecasting methodology and execution, conversion rate optimization, and territory & compensation strategy alignment—driving data-backed sales execution across our North America & EMEA sales teams (~20 reps + supporting SDRs and SEs).

This is a Principal-level IC role. You are empowered to lead change in collaboration with cross-functional teams (GTM Ops, Central Ops, CRM, BAs, and Analytics) to drive business outcomes, not just surface problems.

You will be responsible for:

• Owning the forecasting execution model for new business, ensuring accuracy, predictability, and strategic insights.
• Optimizing the full sales motion—from SQO creation to Closed-Won, improving every conversion rate along the way.
• Driving comp & incentive effectiveness, partnering with Finance & Sales Leadership to design data-driven incentive strategies.
• Leading insights-driven decision-making, ensuring our go-to-market teams are aligned, efficient, and high-performing.
• This is a high-impact, execution-first role—where you’ll work hands-on to optimize sales strategy, improve conversion rates, and build scalable revenue processes.

What You Need to Succeed

Drive Forecasting Excellence & Sales Execution

• Own the execution and methodology for new business forecasting— ensuring it is accurate, predictable, and drives meaningful insights.
• Lead forecasting meetings, ensuring Sales Leadership operates with a clear and data-driven approach.
• Collaborate with Central Ops, CRM, and Analytics teams to refine forecasting models, improve data hygiene, and evolve forecasting methodologies.
• Align forecasting execution with Finance & Central Ops, ensuring a holistic, cross-functional approach to revenue predictability.
• Drive accountability for forecast accuracy, ensuring that sales teams meet expectations and identify risk areas proactively.

Optimize Sales Conversion & Pipeline Velocity

• Analyze conversion rates at every stage of the sales motion to identify bottlenecks and design targeted improvements.
• Work cross-functionally with Marketing Ops to optimize the handoff from marketing to sales, ensuring smooth lead qualification and pipeline management.
• Proactively identify bottlenecks in the sales funnel and lead data-backed initiatives to resolve them.
• Partner with GTM Revenue Enablement to ensure reps are equipped to execute high-quality interactions that drive conversion improvements.
• Implement structured experimentation frameworks to continuously improve sales effectiveness and deal velocity.

Lead Sales Compensation Planning & Incentive Optimization

• Partner with Finance & Sales Leadership to optimize comp plans, ensuring they drive desired rep behavior and revenue impact.
• Own comp execution, compliance, and strategic feedback loops, driving continuous improvements based on performance data.
• Ensure reps & managers understand and execute comp structures effectively, driving alignment across Sales & GTM Ops.

Align Sales Strategy with Territory & GTM Design

• Ensure sales territories are structured effectively, balancing growth opportunities and rep productivity.
• Partner with Central Ops to ensure territory changes support broader GTM territory strategies.
• Partner with Sales Leadership to ensure territories maximize coverage, minimize conflicts, and align with revenue goals.
• Drive insights & strategy for territory planning, headcount allocation, and go-to-market coverage models.

Build & Drive Operational Excellence

• Partner with CRM & Business Analysts to develop insights and solutions that improve sales efficiency.
• Champion data-driven decision-making, ensuring Sales Ops is a proactive driver of business outcomes, not just a reporting function.
• Provide visibility into pipeline health, sales performance, and key trends, ensuring leadership has the insights they need to act.
• Maintain strong governance over deal execution, ensuring sales processes are followed and optimized for efficiency.

What You Bring to the Table 

• Strategic Sales Ops Leadership – Proven experience leading sales operations in a B2B SaaS environment, focusing on forecasting, conversion rate optimization, and revenue impact.
• Forecasting & Predictability Expertise – Strong ability to drive accurate, data-driven forecasting and ensure sales teams execute effectively against targets.
• Data-Driven & Outcome-Oriented – Ability to transform sales data into clear, actionable strategies that drive revenue growth.
• Conversion Rate Optimization Mindset – Experience diagnosing pipeline inefficiencies and designing structured solutions to improve deal velocity and close rates.
• Compensation & Incentive Design Understanding – Ability to influence and enforce compensation plans that drive the right behaviors and outcomes.
•  Cross-Functional Influence – Experience partnering with Sales, Finance, Marketing, CRM, and Central Ops to align on sales strategy and execution.
•  Execution & Problem-Solving Focus – Ability to move beyond analysis and drive real operational improvements that impact business performance.

Why Join Us?

•  High Visibility, High Impact – Work directly with the CRO, Finance, and Sales Leadership to drive operational excellence and revenue growth.
• Lead Sales Strategy & Execution Across North America & EMEA – Optimize pipeline performance for a team of 15-20 AEs, SDRs, and Sales Engineers.
•  Build & Scale a Best-in-Class Sales Ops Program – Shape how our sales organization executes and grows over time.

What We Offer

We have all the usual perks and benefits but what we can really offer you is a fantastic work environment powered by an amazing team.

• Industry competitive compensation and equity plan
• Flexible time off, sick days, and 13 paid holidays
• Comprehensive medical insurance including Health, Dental, and Vision
• Paid parental leave (plus fertility, adoption, and other family planning benefits)
• In-office workspace (San Francisco)
• Monthly allowance for wellness, reading, and access to LinkedIn Learning for continued development
• Events and activities both team-based and company-wide that inspire, educate, and cultivate

Pantheon is an equal-opportunity employer and we welcome applications from all backgrounds regardless of race, color, religion, sex, national origin, ancestry, age, marital status, sexual orientation, gender identity, veteran status, disability, or any other classification protected by law. Pantheon complies with federal and local disability laws and makes reasonable accommodations for applicants and employees with disabilities. If you need reasonable accommodation due to a disability for any part of the interview process, please contact talent@pantheon.io. Pursuant to local and federal regulations, Pantheon will consider qualified applicants with arrest and conviction records for employment.

The US base salary range for this position is $170,000 - $190,000 per year. This position also offers variable compensation dependent on performance. Our salary ranges are determined by role, level, and location. 

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