Director, Sales Operations

About the company

Excel Sports Management is a leading sports agency that works with elite talent, major brands, and prominent properties. The organization emphasizes strong character, collaboration, relationship-building, and fresh thinking to develop innovative solutions for clients. It also describes itself as a diverse and welcoming workplace and is an equal opportunity employer.

Role summary

The Director of Sales Operations will play a key role in designing and rolling out a centralized revenue infrastructure that supports all revenue-producing lines of business across the company, including Talent, Events, Properties, and newer verticals. Reporting to the Vice President of Sales Operations, this person will shape the commercial operating model, improve sales effectiveness, and strengthen intelligence-driven decision-making. The role calls for a hands-on builder with deep experience in revenue operations, commercial planning, and cross-functional leadership.

Key responsibilities

• Design and launch a unified sales operations framework across all revenue-generating business units.
• Create repeatable workflows that improve speed, transparency, and overall revenue performance.
• Set up a centralized file-sharing and knowledge system for deliverables, sales insights, best practices, and interdepartmental information exchange.
• Lead cross-selling efforts across talent, events, and properties.
• Establish a central prospecting function to identify and rank priority brand targets.
• Build a Category Center of Excellence focused on opportunity mapping, purchase behavior, and whitespace analysis.
• Support proactive outbound planning based on category trends and revenue objectives.
• Work with Marketing, Sales, and other stakeholders to align on the strategy for athletes, properties, or initiatives.
• Partner with Analytics and Design teams to produce high-quality materials that support revenue generation.
• Supervise and coach the Senior Coordinator, Sales Operations, while collaborating with the broader Sales Operations team.
• Promote a disciplined, accountable, and growth-oriented operating culture.

Requirements

• At least 7 years of experience in Sales Operations, Revenue Operations, Partnerships Strategy, Commercial Insights, or a similar area.
• Background in sports, entertainment, media, or brand partnerships is strongly preferred.
• Proven success in creating new operational frameworks, teams, and sales systems.
• Comfort working with analytics tools, sponsorship measurement solutions, and data-driven storytelling.
• Strong strategic judgment paired with excellent execution skills.
• Excellent written and verbal communication skills with the ability to align multiple stakeholders.
• Experience leading teams and influencing senior leaders.
• Advanced Microsoft Office skills; experience with CRM, analytics, or sponsorship platforms is a plus.
• This position is not open to candidates requiring sponsorship.

Compensation and benefits

The salary range for this role is $135,000 to $150,000 per year. The position also includes benefits and a discretionary bonus. Compensation may vary depending on factors such as experience, time in role, business segment, and location. The company notes that the pay disclosure is provided in line with New York City salary transparency requirements.

Equal opportunity statement

Excel Sports Management provides equal employment opportunities to all employees and applicants regardless of age, color, national origin, citizenship, disability, race, religion, creed, gender, sex, sexual orientation, gender identity or expression, genetic information, marital status, public assistance status, veteran status, or any other legally protected characteristic. This applies to all employment terms and conditions, including hiring, placement, promotion, termination, leave, compensation, and training.