Job description

QXO is a leading distributor and installer of building products serving an $800 billion market. The company’s mission is to modernize the building products industry through advanced technology and a best-in-class customer experience. QXO is North America’s largest distributor and installer of insulation, the second-largest distributor of roofing products, the second-largest publicly traded distributor of lumber and building materials, and the largest distributor of waterproofing products. The company is targeting $50 billion in annual revenue within the decade through accretive acquisitions and organic growth. For more information, visit QXO.com. We are looking for a bold, enterprise-minded Head of Sales Operations to help build the commercial operating system behind QXO's next stage of growth. Partnering directly with the Chief Sales Officer, this executive will turn strategy into consistent execution across a large, complex, multi-location organization - strengthening how we plan, forecast, measure performance, enable sellers, and serve customers. This is a rare opportunity to shape enterprise commercial capabilities at scale. You will modernize CRM and analytics, create disciplined operating rhythms, integrate acquired businesses, and build a high-performing team that helps QXO grow revenue, expand margin, and make it easier for our sales teams to win. What you'll do: Commercial strategy and execution • Partner with the Chief Sales Officer to translate QXO's commercial strategy into clear, executable operating plans. • Design and optimize the commercial operating model across business units and acquired companies. • Lead territory planning, account segmentation, organizational design, and sales coverage strategy. • Develop scalable processes that improve seller productivity and the customer experience. Sales performance management • Establish enterprise KPIs and executive dashboards that provide timely visibility into sales performance. • Lead forecasting, pipeline management, opportunity reviews, and performance reporting. • Create consistent operating rhythms, including monthly operating reviews, quarterly business reviews, and forecast reviews. • Turn data into actionable insights that accelerate revenue growth, gross margin, and sales productivity. CRM technology and analytics • Drive CRM adoption, process standardization, automation, and AI-enabled selling capabilities. • Partner with Technology to prioritize system enhancements, integrations, and improvements that simplify selling and strengthen management visibility. • Build a best-in-class commercial analytics capability, including predictive insights that improve forecasting and decision-making. • Establish strong data governance and ensure integrity across commercial systems. Commercial excellence and enablement • Improve forecasting accuracy, pipeline discipline, and end-to-end sales process effectiveness. • Partner with Pricing to strengthen pricing governance and margin performance. • Optimize how teams prospect, manage opportunities, quote, engage customers, and grow accounts. • Develop enterprise playbooks, messaging guides, competitive materials, and other tools that help sellers execute consistently. • Build a strong feedback loop between the field and internal teams to continuously improve sales effectiveness. Leadership and enterprise partnership • Lead, develop, and scale a high-performing Sales Operations organization across operations and enablement disciplines. • Partner closely with Sales, Marketing, Operations, Finance, Pricing, Supply Chain, and Technology to align go-to-market execution. • Identify and remove bottlenecks in the revenue engine through data-driven insights and process reengineering. • Establish governance and best practices for pipeline management, forecasting cadence, and go-to-market execution. Mergers and acquisitions integration • Lead commercial integration for newly acquired companies, balancing speed, consistency, and business continuity. • Standardize sales processes, reporting, CRM, compensation support, and performance management. • Identify revenue synergies and accelerate customer growth through cross-selling and greater operational consistency. What you'll bring: • 15+ years of progressive experience in Sales Operations, Revenue Operations, Commercial Excellence, or Sales Enablement in a B2B environment. • Proven success leading Sales Operations in a large, complex, multi-location organization; experience in distribution, manufacturing, or industrial sectors is strongly preferred. • Experience leading multidisciplinary teams and developing strong leaders across operations, analytics, systems, and enablement. • A track record of transforming commercial organizations through process improvement, CRM modernization, analytics, and change leadership. • Advanced knowledge of Salesforce or a comparable CRM, business intelligence tools, and sales automation platforms. • Strong command of forecasting, pipeline management, territory design, account segmentation, performance metrics, and sales operating cadences. • Familiarity with sales methodologies such as MEDDIC, Challenger, or SPIN and with modern enablement frameworks. • Exceptional analytical, problem-solving, communication, and stakeholder-management skills, including the ability to influence senior executives. • Strong business and financial acumen, with the ability to connect commercial decisions to revenue, margin, productivity, and customer outcomes. • Bachelor's degree required; MBA or another relevant advanced degree is a plus. What you'll earn • 401(k) with employer match • Medical, dental, and vision insurance • PTO, company holidays, and parental leave • Paid training and certifications • Legal assistance and identity protection • Pet insurance • Employee assistance program (EAP) QXO is an Equal Opportunity Employer. We value diversity and do not discriminate on the basis of race, color, religion, gender or sexual orientation , national origin, age, disability, or any other protected status. To comply with Pay Transparency laws, employers must disclose an annual salary range. Actual offers depend on factors such as location, experience, skills, and market data. This position may also offer variable compensation.

Requirements

Must-haves

Commercial strategy and execution
Partner with the Chief Sales Officer to translate QXO's commercial strategy into clear, executable operating plans.
Design and optimize the commercial operating model across business units and acquired companies.
Lead territory planning, account segmentation, organizational design, and sales coverage strategy.
Develop scalable processes that improve seller productivity and the customer experience.
Sales performance management
Establish enterprise KPIs and executive dashboards that provide timely visibility into sales performance.
Lead forecasting, pipeline management, opportunity reviews, and performance reporting.
Create consistent operating rhythms, including monthly operating reviews, quarterly business reviews, and forecast reviews.
Turn data into actionable insights that accelerate revenue growth, gross margin, and sales productivity.
CRM technology and analytics
Drive CRM adoption, process standardization, automation, and AI-enabled selling capabilities.
Partner with Technology to prioritize system enhancements, integrations, and improvements that simplify selling and strengthen management visibility.
Build a best-in-class commercial analytics capability, including predictive insights that improve forecasting and decision-making.
Establish strong data governance and ensure integrity across commercial systems.
Commercial excellence and enablement
Improve forecasting accuracy, pipeline discipline, and end-to-end sales process effectiveness.
Partner with Pricing to strengthen pricing governance and margin performance.
Optimize how teams prospect, manage opportunities, quote, engage customers, and grow accounts.
Develop enterprise playbooks, messaging guides, competitive materials, and other tools that help sellers execute consistently.
Build a strong feedback loop between the field and internal teams to continuously improve sales effectiveness.
Leadership and enterprise partnership

Nice-to-haves

Proven success leading Sales Operations in a large, complex, multi-location organization; experience in distribution, manufacturing, or industrial sectors is strongly preferred.
Bachelor's degree required; MBA or another relevant advanced degree is a plus.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

aigo

Platform: jibe
Effort: medium

Benefits

Benefits detected in the listing.

Dental

Vision

401(K)

Pto

Parental Leave