Director, Sales Operations
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About this role
Excel Sports Management is an industry-leading sports agency representing top-tier talent, blue-chip brands and marquee properties. Our success is rooted in our people, our high character reputation and our commitment to creating a diverse and welcoming workplace. We focus on team chemistry, collaboration, strong relationships, valuable networks, and ambitious ideas to deliver innovative solutions that keep our clients and agency ahead of the curve.
Excel Sports Management is an Equal Opportunity Employer (EOE).
Position Summary: Excel Sports Management is seeking a strategic and operationally driven Director, Sales Operations to help build and implement a centralized revenue engine that supports all Excel revenue-generating business units, including Talent (Football, Baseball, Basketball, Golf, NIL, Media), Events, Properties, and other emerging verticals. Reporting to the Vice President, Sales Operations, this executive will design and operationalize a best-in-class commercial infrastructure focused on revenue growth, sales efficiency, and intelligence optimization. The Director will oversee centralized prospecting, category intelligence, strategic positioning, and sales enablement systems to ensure Excel maximizes revenue opportunities across the enterprise. The ideal candidate is a builder with deep expertise in revenue operations, commercial strategy, and cross-functional leadership.
Essential Duties and Responsibilities:
- Develop and implement a unified commercial operations structure supporting all revenue-generating divisions.
- Create scalable processes that increase efficiency, visibility, and revenue performance.
- Build a centralized file sharing system that allows for seamless cross-departmental intelligence sharing and ensures consistent organization of deliverables, sales intelligence, best practices, etc.
- Drive cross-selling coordination across talent, events, and properties.
- Build a centralized prospecting hub responsible for identifying and prioritizing brand targets.
- Develop a Category Center of Excellence (COE) focused on revenue opportunities, buying cycles, and white-space identification.
- Maintain proactive outbound strategies aligned to category trends and revenue targets.
- Coordinate with Marketing, Sales, and/or other designated stakeholders on the overarching strategy for an athlete/property/initiative
- Partner with Analytics and Design teams to develop best-in-class revenue-driving materials.
- Manage and mentor Sr. Coordinator, Sales Operations executive and collaborate with other members of the Sales Operations team.
- Foster a culture of disciplined execution and measurable growth.
Qualifications
- 7+ years in Sales Operations, Revenue Operations, Partnerships Strategy, Commercial Insights or a related role
- Experience in sports, entertainment, media, or brand partnerships strongly preferred.
- Proven ability to build new operational structures, teams, and sales infrastructures.
- Familiarity with analytics platforms, sponsorship measurement tools, and data storytelling.
- Strong strategic thinking paired with excellent executional capabilities.
- Outstanding communication skills and ability to drive cross-functional alignment.
- Demonstrated experience managing teams and influencing senior stakeholders.
- Proficiency with Microsoft Office; familiarity with CRM, analytics, or sponsorship tools a plus.
The pay range for this position is $135,000 - $150,000 per year. This position is also eligible for benefits and discretionary bonus.
Please note that the foregoing compensation information is a good-faith assessment associated with this position only and is provided pursuant to the New York City Salary Transparency Law.
Ultimately, the salary may vary based upon, but not limited to, relevant experience, time in role, business sector, and geographic location, among other criteria.
This position is not eligible for sponsorship.
Excel Sports Management provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state or local law. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, leaves of absence, compensation and training.
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