Director of Sales Operations - NDT (56119)

Applied Technical Services, LLC (“ATS” or the “Company”) is a leading provider of critical testing, inspection, certification, and compliance services. The Company serves clients across a diverse set of large and stable end markets including manufacturing, power generation, aerospace, medical, and defense. ATS was founded in 1967 and is headquartered in Marietta, GA. Today the Company employs nearly 2,100 team members in over 95 locations across the United States.

Our purpose is to create a safe and reliable world and our mission is to deliver assurance through precise technical and professional services.

Summary: ATS is seeking a strategic and results-driven Director of Sales Operations to build, optimize, and scale our sales processes and go-to-market strategies across our Inspection services business. The Director will serve as the bridge between commercial operations and operations leadership, driving data-driven decision-making, pricing optimization, customer targeting, and growth strategy development across our NDT, Reliability, and Mechanical Integrity service lines.

Responsibilities/Duties:

• Sales Process & Strategy Development: Design and implement scalable sales processes, methodologies, and best practices across all service lines. Develop go-to-market strategies including market segmentation, customer targeting frameworks, and territory planning. Lead sales forecasting, pipeline management, and establish performance metrics and KPIs.
• Pricing Strategy & Revenue Optimization: Develop dynamic pricing strategies and models across service lines. Create pricing governance frameworks including approval workflows and discount guidelines. Analyze pricing effectiveness, win/loss rates, and margin performance. Partner with operations to develop value-based pricing approaches.
• Market Development & Growth Planning: Identify and prioritize customer segments, vertical markets, and geographic expansion opportunities. Conduct market analysis to identify service gaps and competitive threats. Develop business cases for new service offerings and strategic investments.
• Sales & Operations Integration: Lead sales and operations planning (S&OP) processes to align capacity and revenue goals. Partner with operations leadership to optimize service delivery and customer satisfaction. Develop feedback loops between sales and operations for continuous improvement.
• Knowledge Management & Succession Planning: Lead knowledge transfer initiatives for retiring sellers, capturing critical customer relationships and market intelligence. Develop onboarding programs and sales training curricula. Build and mentor high-performing sales operations team.
• Systems, Analytics & Technology: Oversee CRM strategy, implementation, and optimization. Develop business intelligence capabilities including dashboards and predictive analytics. Implement sales technology stack including CPQ, proposal automation, and enablement tools.
• Leadership & Cross-Functional Collaboration: Provide strategic guidance to executive leadership on revenue operations. Foster collaboration between sales, operations, finance, and leadership teams. Drive organizational change and adoption of new processes and systems.
• Account Assignments & Reviews: Oversee strategic account assignments and territory allocations for Business Development and Account Management teams. Conduct regular account portfolio reviews to optimize resource allocation and maximize revenue opportunities.
• Commission Review & Approval: Review and approve commission calculations and payouts for Business Development and Account Management teams. Ensure commission structures align with business objectives and sales performance targets.
• Recruiting & Hiring: Lead recruiting and hiring initiatives for sales operations and sales team positions. Partner with HR to develop job descriptions, candidate profiles, and assessment criteria for sales roles.
• Inside Sales & Marketing Collaboration: Work closely with inside sales and marketing teams to optimize lead generation, qualification processes, and campaign effectiveness. Establish feedback mechanisms to improve marketing-to-sales handoffs and conversion rates.