Director of Sales Operations
- Boston, United States
Posted 25 days ago
About the role
Our mission at Oura is to empower every person to own their inner potential. Our award-winning products help our global community gain a deeper knowledge of their readiness, activity, and sleep quality by using their Oura Ring and its connected app. We've helped millions of people understand and improve their health by providing daily insights and practical steps to inspire healthy lifestyles.
Empowering the world starts with living our values and empowering our team. As a quickly growing company focused on helping people live healthier and happier lives, we ensure that our team members have what they need to do their best work — both in and out of the office.
We are looking for a Director, Sales Operations to join our team. At Oura, Sales Operations is the backbone of our Commercial organization. You'll own the processes and manage the people that take a deal from quote all the way through close and cash. For non-standard deals, you’ll own our Deal Desk to review strategic partnerships, drive revenue and steer accountability. Your efforts will create a measurable impact on the Oura business by helping us continue to right size our approach to rapidly scaling growth. This is a highly cross-functional, builder role for someone who loves turning ambiguity into scalable processes, and who can be equally comfortable in a spreadsheet, a systems diagram, and a room with Sales, Finance, and Legal leadership.
What you will do:
Sales Operations Leadership
- Build and lead the Sales Operations team — a mix of full-time employees and contractors/contingent staff — setting team direction, goals, and growth plans
- Determine the right blend of FTE vs. contractor capacity as deal volume scales, and manage contractor/vendor relationships and performance alongside direct FTE reports
- Partner with Commercial Systems to identify opportunities to automate and improve the efficiency of the contracting process
- Define and maintain sales policies (e.g., deal approvals, order management) and ensure consistent adoption across the Commercial organization
- Develop reporting and analytics that give sales and executive leadership visibility into pipeline health, forecast accuracy, and deal-cycle performance
- Represent Sales Operations in QBRs and leadership forums, and act as a key partner to Finance, Legal, and Sales Leadership on strategic and operational priorities
Deal Desk Leadership
- Optimize and run Oura's Deal Desk function: the centralized process for reviewing and approving non-standard deals (custom pricing, terms, discounting, contract structures)
- Establish clear deal approval policies, tiers, and escalation paths that balance deal velocity with commercial risk and consistency (in partnership with Systems and Enablement)
- Serve as a trusted advisor to Commercial leadership and reps on deal structuring, alternative contract options, and value-based positioning to drive deal closure
- Act as the primary point of escalation for complex, high-value, or non-standard deals, bringing together Sales, Finance, Legal, and Product as needed
- Build a scalable Deal Desk operating model (people, process, and tooling) that keeps pace with sales growth
Quote-to-Cash Ownership
- Own the end-to-end quote-to-cash process, from initial quote configuration through contract execution, order entry, and revenue handoff to Finance
- Manage a high volume of concurrent contracts (standard and non-standard) with accuracy, speed, and strong SLAs
- Partner with Finance, Legal, and Revenue Operations to ensure contract terms, pricing, and bookings comply with company policy and revenue recognition requirements
- Identify and eliminate bottlenecks across the deal lifecycle; build metrics and dashboards (quote velocity, approval turnaround, error rates) to track and improve performance
This is a remote US role with a slight preference for candidates based in San Francisco, San Diego, or Boston.
Requirements (keep this section to 4-6 bullet points if possible)
We would love to consider you for this role if you have:
- 10+ years of progressive experience in Sales Operations, Deal Desk, Revenue Operations in a B2B SaaS/technology environment, including 5+ years leading teams
- Experience managing a team composed of both full-time employees and contractors/contingent staff, including sourcing, onboarding, and performance management of contractor resources
- Demonstrated experience owning a quote-to-cash process end-to-end, including contract management, order management, and revenue handoff to Finance
- Strong proficiency with CRM and CPQ/contract lifecycle management tools (e.g., HubSpot, IronClad or similar)
- Proven ability to manage a high volume of concurrent, competing priorities with accuracy and composure, especially during period-end close
- Excellent cross-functional communication skills; comfortable partnering with and influencing Sales, Finance, Legal, and executive leadership
- Ability to navigate ambiguity and build scalable process and systems from the ground up
Benefits
At Oura, we care about you and your well-being. Everyone here at Oura has a ring of their own and we are continually looking to improve employee health.
What we offer:
- Competitive salary and equity packages
- Health, dental, vision insurance, and mental health resources
- An Oura Ring of your own plus employee discounts for friends & family
- 20 days of paid time off plus 13 paid holidays plus 8 days of flexible wellness time off
- Paid sick leave and parental leave
Oura takes a market-based approach to pay, which may vary depending on your location. US locations are categorized into tiers based on a cost of labor index for that geographic area. While most offers will be closer to the starting range, successful candidates' pay will be determined based on job-related skills, experience, qualifications, work location, internal peer equity, and market conditions. These ranges may be modified in the future.
- Region 1 $200,600- $236,000
- Region 2 $182,750- $215,000
- Region 3 $194,000- $223,000
A recruiter can determine your Region based on your US location.
We are not considering candidates residing in the following states: Alaska (AK), Delaware (DE), Iowa (IA), Mississippi (MS), Nebraska (NE), South Dakota (SD), West Virginia (WV), and Wisconsin (WI).
Oura is proud to be an equal opportunity workplace. We celebrate diversity and are committed to creating an inclusive environment for all employees. Individuals seeking employment at Oura are considered without regard to age, ancestry, color, gender (including pregnancy, childbirth, or related medical conditions), gender identity or expression, genetic information, marital status, medical condition, mental or physical disability, national origin, protected family care or medical leave status, race, religion (including beliefs and practices or the absence thereof), sexual orientation, military or veteran status, or any other characteristic protected by federal, state, or local laws. We will not tolerate discrimination or harassment based on any of these characteristics.
We will work to ensure individuals with disabilities are provided reasonable accommodation to participate in the interview process, to perform essential job functions, and to receive other benefits and privileges of employment.
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