Director of Sales Operations

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: Integrates business goals and opportunities from each unit into the revenue strategy.

• External partners and vendors: Maintains strategic partnerships to enhance Sales Operations capabilities.

Thank you for your consideration in choosing Scholastic.

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HOW YOU CAN FIT

• A bachelor’s or master’s degree in business administration, marketing, finance, or a related field, or equivalent work experience. Additional education in data analytics and technology disciplines is desirable.

• Over 10 years of experience in sales operations, marketing operations, strategy, or sales leadership within B2B environments.

• At least three years of progressive leadership experience, successfully leading cross-functional teams and enterprise-wide programs, and effectively influencing across the organization in complex contexts.

• Demonstrated ability to develop a scalable Sales Operations strategy for large companies, ideally with $300M+ in revenue.

• Experience in analyzing marketing, sales, and customer data.

• Strategy and management consulting experience is a plus.

• Familiarity with mergers and acquisitions is advantageous.

WHAT YOU’LL NEED

• Deep understanding of marketing and sales operations processes and systems (e.g., CRM systems, lead generation, pipeline management, and marketing automation).

• Extensive knowledge of leadership styles, product development, business strategy, and innovation practices, with the ability to adapt management and communications to different leadership styles.

• Strong business acumen and domain-specific knowledge of the PK-12 Education space.

• Understanding of data management, enrichment and governance.

• Excellent analytical, strategic thinking, and consulting skills.

• Strong influence and negotiation abilities.

• Understanding of the technology marketplace and partnership deals.

• Ability to drive people, process and disruptive change in a dynamic environment.

• Excellent communication skills for explaining concepts to both business leaders and technologists alike.

• Embrace a "fail transparently, win together" ethos.

• Expertise in customer journey mapping.

• Proficiency in designing and optimizing business processes.

• Skilled in facilitation and leading group discussions.

• Familiarity with problem-solving frameworks.

• Experience applying critical thinking and problem-solving skills to solve complex business challenges.

• Ability to balance cultural evolution with operational execution.

Scholastic is an Equal Opportunity Employer. Our policy is clear: there shall be no discrimination on the basis of race, religion, color, sex, pregnancy, national origin, marital status, sexual orientation, gender identity or expression, age, non-disqualifying physical or mental disability, or status as a disabled veteran or Vietnam veteran. Those factors shall not influence the determination of qualifications for a job or other opportunity within the company. Further, all personnel actions (such as compensation, tuition aid, benefits, transfers, promotions, and dismissals, company-sponsored training, social and recreational programs) shall be administered without discrimination.

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