Director / Senior Director of Sales Operations

Job Title : Director / Senior Director of Sales Operations

Job Location : Long Beach, CA

Job Type : Full Time

Job Description :

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 :

Bachelor's 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

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