Sales Operations Director

About Sayari: 

Sayari is the judgment infrastructure for trustworthy AI in economic security and commercial risk. The Sayari Commercial World Model resolves 11.7B+ primary-source records from 250+ jurisdictions forming the ground truth of global commerce. A Judgment Ontology, encoding over a decade of investigative tradecraft, and Superconductor, an agentic orchestration platform, deliver AI that reasons like an expert analyst, shows its work, and traces every finding to its source. Trusted by U.S. Customs and Border Protection, HM Revenue & Customs, and Fortune 500 enterprises, Sayari is used by thousands of professionals across 35+ countries to secure supply chains and dismantle illicit networks. Headquartered in Washington, D.C., with offices in London, Singapore, Tokyo, and Tel Aviv.

Position Overview

Sayari sells to Fortune 500 enterprises and government agencies across the Americas, EMEA, and APAC. With new pricing models, named-account coverage supported by embedded engineers, and two buying motions that buy differently, sales operations owns the planning and operating infrastructure underneath all of it.

You own territory and quota administration, the weekly forecast and pipeline cadence, compensation operations, and the performance reporting sales leaders manage from. It is a non-quota, internal-facing role working across Sales, Finance, Enablement, and People.

Much of that operating layer is being written for the first time. Territory, quota, forecast, and compensation practice all have to hold across a commercial motion and a government motion at once, against a product line and a price book that are still moving. Revenue Operations builds its own internal applications and runs AI against its own revenue data; this seat uses that stack and adds to it. The forecast this role produces is the one the executive team and the board see.

Job Responsibilities

• Run the weekly forecast and pipeline cadence: roll-up mechanics, submission discipline, variance against plan, and the record of what each leader committed.
• Own territory and quota administration end to end: patch and account coverage, mid-year moves, annual resets, and the Salesforce records behind them.
• Run sales compensation operations and lead the Manager, Sales Compensation Operations, a role being hired alongside this one: plan documents, quota letters, crediting, Everstage administration, dispute resolution, and monthly payout accuracy, with People, Legal, and Finance, and plan decisions through the Commissions Committee. Until that seat is filled, you run the monthly payout cycle hands-on.
• Mature and operationalize the performance reporting managers coach from: attainment, productivity, activity and conversion, ramp, and coverage by patch, with one agreed definition for every measure.
• Turn the coverage plan from GTM Strategy & Planning into territories and quotas: cut the lines between territories, balance them, handle exceptions and holdovers, work with managers on final quota adjustments and territory plans, and keep the Salesforce records current through mid-year moves and the annual reset.