Must-Haves:
- Experience with CRM, Salesforce strongly preferred
- Experience selling into industries such as Government, Insurance, Education, Financial Services
- Highly analytical individual with experience using Power BI or Tableau
- Experience with Sales Operations Frameworks
Nice-To-Haves:
- Experience in SaaS industry
- Direct Sales Experience
Client is hiring for a Director/Senior Director of Sales Operations who is responsible for leading, overseeing and optimizing the sales operations of the Companys US based direct sales organization. This senior-level role will be responsible for collaborating with existing sales leadership to lead, mentor, develop and execute strategic sales operations, including planning, forecasting, budgeting, and implementing sales reporting, tools and processes to improve, streamline and guide enterprise-wide SaaS sales revenue growth. This integral role combines strategy, analytics, process improvement, leadership, and training to ensure the sales organization is running efficiently while achieving revenue and margin targets. Key responsibilities include tracking and driving efficiency, building SaaS sales operational frameworks, optimizing performance across all direct sales teams, managing CRM activity (Salesforce), ensuring data integrity, influencing executive leadership to set sales targets appropriately and ensuring alignment with company revenue goals. The Senior Director will partner closely with the VP of Sales and other senior leaders to drive organizational effectiveness, pipeline velocity, and customer success.
Location:
Hybrid: Three days per week (Tuesday, Wednesday and Thursday) in-office in Long Beach, CA
Remote work from home on Mondays and Fridays
About the Role - Key Responsibilities:
Sales Strategy & Planning:
Oversee the direct sales organization, providing leadership, goal setting, and performance management
Develop and execute SaaS sales strategies to scale revenue, improve sales efficiency, and ensure delivery excellence for our SaaS solutions
Partner with executive leadership to set sales goals and revenue targets
Drive territory planning, sales forecasting, and pipeline management and analysis
Generate sales reports, analyze key performance indicators (KPIs), and provide actionable insights to sales leadership
Mentor and develop high-performing leaders and teams, fostering a culture of accountability, collaboration, and continuous improvement
Operations & Process Optimization:
Develop and streamline sales processes, policies, and systems
Implement and optimize sales enablement technologies including CRM system (Salesforce), to improve efficiency and productivity. Ensure high levels of quality, accuracy, and consistency in sales data within Salesforce
Standardize reporting and performance dashboards using SaaS best practices for sales adoption
Establish a data-driven sales operations framework
Revenue & Performance Management:
Support the development and assignment of sales targets while monitoring performance
Monitor win rates, deal cycles, and churn rates
Identify and recommend adjustments to improve sales cycles, processes, and policies to improve effectiveness and efficiency
Implement best practices in deal structuring and resource allocation
Provide regular reporting and business insights to the VP of Sales and executive leadership team to support decision-making
Promote best practices for direct sales team customer-related performance
Cross-Functional Leadership:
Drive operational alignment between sales, professional services, and finance to optimize customer onboarding, adoption, and long-term value realization
Partner with Finance, Marketing, and Product teams to ensure business strategies support revenue growth and customer satisfaction
Ensure smooth handoffs from sales to post sales teams
Work closely with Finance and the VP of Sales to provide input on the design and administration of sales incentive compensation plans
About You - Essential Qualifications:
Bachelors degree or equivalent experience preferred
10+ years of experience in sales operations or sales leadership in a SaaS organization
10+ years in direct and channel partner sales in a SaaS organization
Proven track record of leading direct SaaS sales organization with measurable revenue and delivery growth
Deep expertise in SaaS sales operations processes, including forecasting, pipeline analysis, and sales enablement
Strong financial and business acumen with the ability to model, analyze and communicate complex data
Hands-on experience with CRM and analytics systems. Salesforce and Power BI, a plus
Exceptional leadership skills with the ability to build, motivate and scale high-performing teams
Outstanding communication, influencing, and executive-level presentation skills