Director of Sales Operations

About this role

Job Description:

THE OPPORTUNITY

Scholastic (“the Company”) is the world's largest publisher and distributor of children's books, a leading provider of literacy curriculum and professional services, and a producer of educational and entertaining children's media. The Company creates quality books and ebooks, print and technology-based learning programs for K-12 classroom magazines and other products and services that support children's learning both in school and at home. With operations in 14 international offices and exports to 165 countries, Scholastic makes quality, affordable books available to all children around the world through school-based book clubs and book fairs, classroom collections, school and public libraries, retail and online.

WHY?

For more than a century, Scholastic Education has played a defining role in expanding access to literacy and learning for children everywhere. That mission remains critical today, even as the PK-12 education market has undergone a structural reset. Growth now depends far less on funding alignment and far more on disciplined sales execution, trusted relationships, and clear, defensible value. Scholastic is uniquely positioned to lead. As one of the few scaled, publicly traded companies in PK-12 education, the company is pairing its 100+ year literacy mission with renewed leadership, stronger operating discipline, and a sharper focus on accountability and data. This Regional VP of Sales role will be critical to the Scholastic Education’s ongoing evolution and modernization. 

WHAT?

The Director of Sales Operations is responsible for guiding the strategic direction and execution of teams that support the organization's commercial capabilities. This role enhances revenue effectiveness by establishing measurable processes to improve efficiency in channel execution and setting growth objectives. The Director of Sales Operations works closely with the sales, operations, product, marketing and finance teams to develop strategies, implement performance metrics, design and deliver enablement and training programs, and ensure alignment on priority projects and improvement infinitives.  This position oversees all aspects of channel execution and go-to-market (GTM) operations, ensuring that revenue-generating teams have the necessary resources and technology to effectively engage with customers and drive the divisions revenue growth. They will work hand in hand with the CRO, providing dynamic leadership, delivering accurate reporting and improving process documentation and implementation fidelity. 

Key responsibilities include, but are not limited to the following areas:   YOUR RESPONSIBILITIES

• Collaborates with sales and channel leadership to achieve growth goals, aligning go-to-market strategies across acquisition, utilization, and retention.

• Builds strong relationships with stakeholders and facilitates meetings to review reports, track insights, prioritize demands, and approve enterprise data definitions.

• Leads Sales Operations, including strategy, process optimization, technology, territory planning process, commission plans, lead-to-deal processes, and sales enablement.

• Ownership of the revenue tech stack (SalesForce.com) and adoption as well as recommending, adopting and implementing new tools as needed.

• Works with the CRO and CTO to align technology strategy and ensure data integrity in commercial systems.

• Supports bookings and revenue growth by providing data insights to improve win rates, expand the client base, and enhance sales processes.

• Defines key metrics and dashboards, leading sales reporting and implementing data analysis best practices to boost productivity.

• Ensures data integrity in CRM and other tools, providing analytical insights for confident decision-making.

• Develops and deploys data insights and visualizations, connecting product, marketing, and sales through the customer journey.

• Provides analysis to support key decisions and aids sales leadership in understanding pipeline, forecasts, and KPIs.

• Leads projects on customer health, process refinement, systems implementation, and data infrastructure.

• Drives revenue strategy execution across customer segments, ensuring efficient and aligned sales, marketing, and customer experience processes.

• Integrates planning, forecasting, and budgeting with other processes.

• Designs and implements training programs for sales and go-to-market teams, focusing on client expansion and retention as well driving efficiency through best practices and use of enterprise systems.

• Oversees sales compensation plans and collaborates with leadership to design competitive incentive programs.

• Works with accounting, finance, and HR to establish sales compensation rules and procedures.

GOVERNANCE AND YOUR KEY RELATIONSHIPS

The Director of Sales Operations is involved in governance areas such as business strategy, enterprise architecture, IT, and marketing planning. This role requires building strategic relationships with key stakeholders: • Chief Revenue Officer (CRO) and senior executives: Engages to understand organizational goals and ensure alignment in internal and external activities.

• Sales and Marketing VPs: Collaborates to align resources, evaluate risks, and drive organizational transformation.

• Chief Technology Officer (CTO) and IT leadership: Partners to execute technology opportunities and ensure data integrity in GTM systems.

• Chief Operations Officer (COO) and Operations leadership: Sales Operations partners with Operations to align forecasting, processes, and execution priorities, ensuring resources, capacity, and customer delivery stay tightly coordinated with revenue goals.

• Finance VP (CFO) and finance team: Works to integrate planning, forecasting, and budgeting with firm-wide processes.

• Human resources (HR) team: Collaborates to design sales enablement programs and establish sales compensation policies.

• Business unit GMs: Inte

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