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Director, Sales Operations (Compensation)

Requisition Id:  338004
Business Unit:  LTL

North Richland Hills, TX, US, 76180


Solutions driven success.


XPO is a top ten global provider of transportation services, with a highly integrated network of people, technology and physical assets. At XPO Logistics, we look for employees who like a challenge and can communicate effectively in all situations. We want to leverage your skills and years of experience to drive positive results while ensuring a bright future for yourself and XPO. If you’re looking for a growth opportunity, join us at XPO. 


As the Director, Sales Operations, you will be responsible for territory design, lead identification, goaling/quota setting, and developing effective compensation programs for the less-than-truckload (LTL) business. You will partner with senior sales leadership to develop channel strategies that drive LTL’s business growth objectives.  You will lead a team to execute on territory design and coverage, ensuring strong opportunity for all sales members. You will also lead a team that manages and executes all compensation and SPIFF programs. We’ll count on your skills and years of experience to enhance our sales force effectiveness, drive loyal customers, and lead a team to deliver exceptional results.  


What you’ll do on a typical day:

  • Partner with the Senior Vice President, Sales Operations to envision, plan, and implement effective channel and territory designs, sales goaling, and compensation plans
  • Design territories and coverage models for the sales team across all channels (Inside Sales, Local Sales, National Sales, Strategic Sales) ensuring optimal coverage to achieve corporate objectives
  • Automate lead identification and partner with sales leadership to prioritize the best potential business for LTL
  • Lead sales goaling, incentive and compensation programs in partnership with Sales Leadership and Human Resources.
  • Oversee sales compensation plan administration.
  • Establish sales compensation program rules, policies, and procedures
  • Provide sales and channel insights to optimize our customer base, improve financial performance, and deliver customer value
  • Partner with training and sales leadership to create sales team training as needed
  • Lead a high performing Sales Operations team, enabling career development and XPO growth

What you need to succeed at XPO:

At a minimum, you’ll need:

  • Bachelor’s degree in Business, Sales Management, Supply Chain Management, Marketing or a related field, or equivalent related work or military experience
  • 7 years’ experience including 5 years of Sales Operations experience in a business-to-business environment

It’d be great if you also have:

  • Strong business acumen: ability to go beyond the numbers to identify and exploit business opportunities for increasing revenue, improving productivity, and strengthening sales performance and effectiveness
  • Strong executive presence and proven ability to work cross-functionally leading through data
  • Expertise with, territory modeling tools, and compensation systems (Xactly)
  • Availability to travel 10-15% of the time (~30% if living in remote office location)

Be part of something big.


We are proud to be an Equal Opportunity/Affirmative Action employer. Qualified applicants will receive consideration for employment without regard to race, sex, disability, veteran or other protected status.


All applicants who receive a conditional offer of employment may be required to take and pass a pre-employment drug test. 

The above statements are not an exhaustive list of all required responsibilities, duties and skills for this job classification.  

Review XPO's candidate privacy statement here. 

Nearest Major Market: Dallas
Nearest Secondary Market: Fort Worth

Job Segment: Operations Manager, Logistics, Sales Management, Sales Operations, Supply Chain Manager, Operations, Sales