Director of Sales Operations

We are looking for a Director, Sales Operations to join our team. At Oura, Sales Operations is the backbone of our Commercial organization. You'll own the processes and manage the people that take a deal from quote all the way through close and cash. For non-standard deals, you’ll own our Deal Desk to review strategic partnerships, drive revenue and steer accountability. Your efforts will create a measurable impact on the Oura business by helping us continue to right size our approach to rapidly scaling growth. This is a highly cross-functional, builder role for someone who loves turning ambiguity into scalable processes, and who can be equally comfortable in a spreadsheet, a systems diagram, and a room with Sales, Finance, and Legal leadership.

• Build and lead the Sales Operations team — a mix of full-time employees and contractors/contingent staff — setting team direction, goals, and growth plans
• Determine the right blend of FTE vs. contractor capacity as deal volume scales, and manage contractor/vendor relationships and performance alongside direct FTE reports
• Partner with Commercial Systems to identify opportunities to automate and improve the efficiency of the contracting process
• Define and maintain sales policies (e.g., deal approvals, order management) and ensure consistent adoption across the Commercial organization
• Develop reporting and analytics that give sales and executive leadership visibility into pipeline health, forecast accuracy, and deal-cycle performance
• Represent Sales Operations in QBRs and leadership forums, and act as a key partner to Finance, Legal, and Sales Leadership on strategic and operational priorities

• Optimize and run Oura's Deal Desk function: the centralized process for reviewing and approving non-standard deals (custom pricing, terms, discounting, contract structures)
• Establish clear deal approval policies, tiers, and escalation paths that balance deal velocity with commercial risk and consistency (in partnership with Systems and Enablement)
• Serve as a trusted advisor to Commercial leadership and reps on deal structuring, alternative contract options, and value-based positioning to drive deal closure
• Act as the primary point of escalation for complex, high-value, or non-standard deals, bringing together Sales, Finance, Legal, and Product as needed
• Build a scalable Deal Desk operating model (people, process, and tooling) that keeps pace with sales growth

• Own the end-to-end quote-to-cash process, from initial quote configuration through contract execution, order entry, and revenue handoff to Finance
• Manage a high volume of concurrent contracts (standard and non-standard) with accuracy, speed, and strong SLAs
• Partner with Finance, Legal, and Revenue Operations to ensure contract terms, pricing, and bookings comply with company policy and revenue recognition requirements
• Identify and eliminate bottlenecks across the deal lifecycle; build metrics and dashboards (quote velocity, approval turnaround, error rates) to track and improve performance

This is a remote US role with a slight preference for candidates based in San Francisco, San Diego, or Boston.

• 10+ years of progressive experience in Sales Operations, Deal Desk, Revenue Operations in a B2B SaaS/technology environment, including 5+ years leading teams
• Experience managing a team composed of both full-time employees and contractors/contingent staff, including sourcing, onboarding, and performance management of contractor resources
• Demonstrated experience owning a quote-to-cash process end-to-end, including contract management, order management, and revenue handoff to Finance
• Strong proficiency with CRM and CPQ/contract lifecycle management tools (e.g., HubSpot, IronClad or similar)
• Proven ability to manage a high volume of concurrent, competing priorities with accuracy and composure, especially during period-end close
• Excellent cross-functional communication skills; comfortable partnering with and influencing Sales, Finance, Legal, and executive leadership
• Ability to navigate ambiguity and build scalable process and systems from the ground up