About Backblaze

Backblaze is the object storage leader in the open cloud movement, fueling customer success with cloud storage built purposefully to unlock budgets, unburden administrators, and unleash innovators. Together with our partners, we’re helping customers break free from the restrictive, overpriced legacy solutions that hold them back, and blaze forward with the full power of the open cloud in their hands.

Founded in 2007, we scaled the business with less than $3 million in outside funding until 2021, when we did a traditional IPO on the Nasdaq stock exchange. Today, Backblaze generates over $100m in revenue and is the leading specialized storage cloud - managing over three billion gigabytes of data storage for 500K+ customers in 175+ countries, including businesses, developers, IT professionals, and individuals.

But while there is a lot to celebrate in our past, there is almost as much opportunity ahead of us. We are seeking a Director, Sales Operations!

About the Role:

We are seeking a dynamic, results-driven Director, Sales Operations to architect, scale, and optimize our sales operations function. This leader will be instrumental in driving efficiency, streamlining processes, and enabling GTM success through data-driven decision-making, cutting-edge tools, and operational excellence.

As a key strategic partner to Sales, Marketing, and Revenue Strategy & Operations (RSO), this role will be at the forefront of building scalable processes, integrating best-in-class systems, and ensuring our sales organization operates with precision and agility. The ideal candidate brings deep expertise in sales systems, analytics, and process optimization, combined with a hands-on, strategic mindset to drive sustainable growth and operational scalability.

What You'll Do:

Sales Operations Leadership

Provide strategic leadership and operational oversight for the sales operations function, ensuring alignment with overall company goals and GTM strategy.
Collaborate effectively across key departments, including Legal (managing Conga-related sales contracts), Engineering (driving critical SFDC projects and integrations), and Finance (optimizing commissions, streamlining quote-to-cash processes, and ensuring financial accuracy). Act as a strategic partner to align priorities, enhance efficiency, and drive seamless execution across teams.
Develop and execute scalable processes for sales forecasting, territory planning, pipeline management, quota setting, and performance measurement to ensure predictable and sustainable growth.
Collaborate with Sales and Marketing leadership to define priorities, improve efficiencies, and align efforts toward revenue growth.
Develop frameworks for efficient execution, balancing short-term operational needs with long-term scalability.

Sales Process Optimization

Design and implement scalable processes to improve sales efficiency and reduce friction throughout the sales cycle.
Develop best practices for lead management, pipeline management, forecasting, and reporting.
Identify bottlenecks and collaborate with stakeholders to implement solutions that enhance deal velocity and close rates.

Technical Systems and Architecture

Serve as the lead Salesforce architect, ensuring that the CRM system is optimized to support sales workflows and integrated seamlessly with GTM tools to ensure efficient lead flow and lead management.
Design and implement scalable system architectures and integrations that meet the demands of a growing business.
Develop solutions that balance custom-built functionality with budget discipline, avoiding unnecessary tool proliferation while meeting evolving business requirements.
Lead the evaluation, implementation, and optimization of Sales specific GTM tools, ensuring they integrate effectively with Salesforce and align with company & departmental priorities.
Partner closely with Marketing Operations to optimize and integrate GTM tooling that supports cross-functional marketing initiatives, particularly pipeline generation efforts. Ensure seamless alignment with the RSO tech stack, enabling data-driven decision-making, improved lead flow, and enhanced sales-marketing collaboration to drive revenue growth.

Sales Tools Management

Optimize and streamline the existing sales tech stack, including Gong, HubSpot, Outreach, Spiff, Conga and many others, to maximize efficiency, improve adoption, and explore opportunities for consolidation.
Oversee the selection and implementation of new sales tools that enhance productivity, data visibility, and sales effectiveness. Evaluate emerging technologies to ensure they align with business needs and drive scalable growth.
Ensure tools are integrated and aligned to support the entire sales process.
Help sales managers train the sales team on effective use of technology and tools to maximize productivity.

Cross-Functional Collaboration

Act as a trusted advisor to the CRO providing strategic insights and actionable recommendations to drive operational excellence and scalable growth.
Partner closely with the VP of Customer Success to align Sales Ops strategies with post-sale customer engagement, ensuring seamless handoffs, optimized renewal and expansion opportunities.
Work closely with Sales, Marketing and Product teams to align on go-to-market strategies and solutions
Partner with Finance to manage commission plans, incentives, quote to cash and sales compensation systems.
Collaborate with HR to support hiring, onboarding, and training programs for the sales team.

Team Leadership & Development

Lead and mentor a high-performing technical sales operations team, fostering a culture of accountability, innovation, collaboration and continuous learning.
Focus on career development for team members, creating clear growth paths and providing regular performance feedback.
Build a team that balances technical expertise with strategic thinking to drive results.

Governance & Scalability

Own and maintain the integrity and quality of sales data, ensuring clean and actionable datasets for reporting and forecasting.
Implement governance frameworks for tools, processes, and spend to ensure operational efficiency and budget discipline.
Continuously evaluate and improve GTM processes to ensure they scale effectively as the company grows.
Work with the RSO team to evaluate and optimize the existing process to evaluate new tools or systems in order to prioritize scalable solutions that align with strategic goals and budget constraints.

The Right Fit:

Experience: 10+ years in sales operations, with 5+ years in leadership positions, 2-3 years in sales roles (i.e., SDR, BDR or AE). Experience in the B2B SaaS or cloud storage industry is strongly preferred.
Salesforce Administration: Expertise in Salesforce administration (administrator-level proficiency) and technical architecture, with a proven ability to manage complex system integrations and customizations.
Sales Tools Expertise: Proficiency with HubSpot, Gainsight, Gong, LeanData, Outreach, Spiff, and other sales tools. Strong understanding of GTM tools, integrations and optimization.
Strategic Thinker: Proven ability to develop and execute sales operations strategies that drive revenue growth in upmarket and enterprise segments.
Process-Oriented: Demonstrated success in designing and scaling sales processes to support fast-growing teams.
Leadership: Exceptional leadership and team-building skills, with the ability to influence and align stakeholders across functions.
Analytical: Deep understanding of scalable sales processes, forecasting, and data-driven decision-making.
Collaboration and Communication: Strong cross-functional collaboration skills, with experience partnering with Sales, Marketing, and Revenue Operations, Finance, Engineering and Legal teams.
Must work US PST or EST timezone.

Bonus Points For:

Experience in a SaaS or cloud-based technology company.
Familiarity with marketing automation tools (e.g.,HubSpot) and sales engagement platforms (e.g., Outreach, Gong) and customer success platforms (e.g., Gainsight).
Proven ability to lead and execute system governance, budget oversight, and tool rationalization initiatives.
Demonstrated success in scaling sales operations for a high-growth organization.

At Backblaze, we value being fair and good to our customers, partners, and employees. That’s why diversity, equity, and inclusion are at the core of our values. We are committed to fostering a workforce where all employees feel a sense of belonging regardless of race, ethnicity, nationality, gender, sexual orientation, age, religion, socio-economic status, ability, veteran status, and education. We believe that our dedication to cultivating a diverse workspace not only allows us to better serve our customers in over 175 countries, but further reinforces our commitment to doing the right thing. We are proud to be an Equal Opportunity Employer.

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