Director/Senior Director of Sales Operations

Our client is hiring for a Director/Senior Director of Sales Operations who is responsible for leading, overseeing and optimizing the sales operations of the Company's 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. 

Location: Hybrid: Three days per week (Tuesday, Wednesday and Thursday) in-office in Long Beach, CA

Remote work from home on Mondays and Fridays

 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
  
  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