Associate Director — Sales Operations
MarketStar | Bangalore, India
Who is MarketStar
Rated as a Top Workplace for multiple consecutive years, MarketStar employs over 3,000+ people across 60+ countries and is headquartered in Ogden, UT. We are sales experts offering Sales as a Service™ to our clients through data-driven insights, powerful technology, and highly specialized support. For over 35 years, we have consistently delivered exceptional sales results for some of the most innovative tech companies across the globe. Our actions are based on our core values and a relentless desire to achieve our purpose — To Create Growth.
About the Associate Director — Sales Operations:
MarketStar is seeking a high-impact Associate Director of Sales Operations to lead, scale, and transform a sales program for one of the top companies globally. This is a senior leadership role designed for a technically grounded, commercially-savvy leader who thrives in complexity and brings a proven track record of managing layered sales teams across agents, team leads, and managers.
As the AD — Sales Operations, you will serve as the strategic and operational backbone of the program — bridging client expectations with frontline execution, driving performance excellence, and building a world-class sales organization. You will be the primary escalation point, the voice of the program to senior stakeholders, and the architect of the team's growth strategy.
Location: Bangalore, India — Work from Office | Marathahalli
Shift: US Shift (Aligned to North America business hours)
What Will You Do
Strategic Leadership & Program Ownership:
- Own the end-to-end Sales Operations strategy for the program — defining vision, execution roadmaps, and performance benchmarks across all layers of the team.
- Serve as the primary point of contact for senior client stakeholders and internal leadership, driving alignment on business priorities, escalations, and strategic initiatives.
- Provide executive-level reporting, business reviews (WBRs, MBRs, QBRs), and data-driven insights to senior stakeholders and clients.
- Drive continuous innovation in sales processes, technology adoption, and operational frameworks to maintain program competitiveness.
Team Management & People Leadership:
- Lead a multi-layered sales organization comprising BDRs/SDRs & Team Leaders — ensuring each layer is aligned, productive, and high-performing.
- Build and maintain a high-performance culture through structured performance management, proactive coaching, career development frameworks, and recognition programs.
- Design and execute succession planning and talent development strategies to build bench strength and ensure leadership continuity.
- Drive team engagement, retention, and morale — acting as a champion for your people while holding the team accountable to results.
- Mentor and develop Team Leaders into strategic contributors, building a strong second-line leadership layer.
Technical Sales & Revenue Operations:
- Leverage deep technical sales expertise to guide the team in positioning complex B2B SaaS and enterprise solutions — ensuring technical credibility in every customer interaction.
- Establish and enforce sales methodologies, pipeline management disciplines, and deal governance frameworks to maximize win rates and deal velocity.
- Analyze sales data, pipeline health, and market signals to identify growth opportunities, risks, and corrective actions in real-time.
Operational Excellence & Process Optimization:
- Design and implement scalable operational frameworks, SOPs, and quality standards that drive consistency and efficiency across the program.
- Own program KPIs and SLAs — building robust reporting dashboards and monitoring mechanisms to track performance in real-time.
- Identify and eliminate operational bottlenecks through process re-engineering, automation, and technology enablement.
- Ensure seamless collaboration between onshore client teams and offshore delivery operations — maintaining transparency and accountability at every layer.
- Champion the adoption of tools and platforms (CRM, analytics, Google Workspace) to enhance team productivity and decision-making quality.
Client & Stakeholder Management:
- Build and sustain strong, trust-based relationships with client stakeholders — acting as a strategic advisor, not just a delivery owner.
- Proactively manage client expectations, communicate program performance, and position MarketStar as an indispensable growth partner.
- Lead QBR and executive stakeholder presentations with data-backed narratives, actionable recommendations, and forward-looking strategies.
- Navigate complex client relationships with professionalism, influence, and commercial acumen.
Skills & Qualifications:
Education:
- Bachelor's degree in Sales & Marketing, Business Development, International Business, Strategic Management, or Operations Management.
- MBA in Sales & Marketing, Business Development, International Business, or Strategic Management is strongly preferred.
Experience:
- Minimum 12+ years of overall experience with at least 7+ years in B2B SaaS & Enterprise Technical Sales — mandatory.
- Proven track record managing large enterprise accounts for the US/North America market.
- 5+ years of progressive leadership experience managing multi-layered sales teams — including direct experience managing BDRs/SDRs, Team Leaders.
- Strong technical sales background — mandatory. Must have hands-on experience positioning and selling complex technical solutions (SaaS, cloud, or enterprise software) to senior client stakeholders.
- Prior experience in a vendor management, outsourced sales, or BPO/RPO environment supporting a US-based client is a strong advantage.
- Demonstrated ability to manage programs at scale — overseeing 20+ member sales teams across multiple layers.
Core Competencies:
- Technical Sales Expertise — Mandatory: Deep understanding of SaaS, cloud, and enterprise technology sales cycles, deal structures, and client engagement models.
- Multi-Layer Team Management: Proven ability to lead, inspire, and hold accountable teams across agents, TLs, AMs, simultaneously.
- Strategic Thinking & Commercial Acumen: Ability to translate business strategy into executable sales plans with measurable outcomes.
- Executive Communication: Exceptional verbal and written communication skills — comfortable presenting to C-level stakeholders and global clients.
- Analytical & Data-Driven Mindset: Strong proficiency in using data, dashboards, and KPIs to drive decisions and manage performance.
- Change Management: Ability to lead teams through organizational change, program transformations, and scaling challenges.
- Coaching & Development: Natural mentor who builds capability at every layer of the organization.
- Proficiency in Google Workspace (G-Suite, Google Sheets, Google Slides) and CRM platforms is preferred.
What's In It For You
- A senior leadership role with direct visibility to global client stakeholders and MarketStar's executive leadership.
- Opportunity to lead and shape a high-impact sales program at scale.
- Work with one of the world's most iconic tech brands as your primary client.
- Be part of a rapidly growing organization with opportunities across the globe.
- Continuous learning culture — customized training programs catered to personal and professional development.
- People-first organization — comprehensive health insurance, generous leave policy, well-being initiatives, and fast-track growth for high-potential leaders.
- An organization with 60%+ homegrown leaders — we believe in growing our own.
- Equal opportunity employer — we believe passionately that employing a diverse workforce is central to our success.
