Overview

Our client, a leading enterprise SaaS platform, is seeking a Director or Senior Director of Sales Operations to lead, oversee, and optimize the U.S.-based direct sales organization. This senior-level role will be responsible for driving sales strategy, process improvement, forecasting, and analytics to accelerate revenue growth and operational excellence.

The ideal candidate is a strategic leader with deep experience in SaaS sales operations, passionate about scaling teams, refining processes, and partnering cross-functionally to achieve company-wide revenue and margin goals.

Key Responsibilities

Sales Strategy & Planning

Lead and manage the U.S. direct sales operations, including goal setting, forecasting, and performance management.
Develop and execute scalable SaaS sales strategies to increase revenue and sales efficiency.
Partner with executive leadership to set and monitor revenue goals and pipeline objectives.
Deliver actionable insights through KPI analysis, dashboards, and performance reporting.
Mentor and develop sales leaders and teams to foster a culture of collaboration, accountability, and continuous improvement.

Operations & Process Optimization

Design, streamline, and optimize sales processes, systems, and workflows to improve productivity and scalability.
Implement and manage sales enablement tools, including Salesforce, ensuring data integrity and consistency.
Build standardized reporting and analytics frameworks using SaaS best practices for sales adoption and visibility.
Drive operational excellence by establishing data-driven methodologies and clear performance metrics.

Revenue & Performance Management

Support revenue planning and target-setting across sales teams while monitoring performance and forecasting accuracy.
Track and optimize win rates, deal cycles, and churn to improve efficiency and conversion.
Recommend enhancements to sales structures, deal processes, and resource allocation.
Provide leadership with ongoing reporting, trend analysis, and business insights to guide strategic decisions.

Cross-Functional Leadership

Ensure strong alignment between Sales, Finance, Marketing, and Professional Services to enhance customer onboarding and retention.
Collaborate with Finance and the VP of Sales on sales incentive design, planning, and performance measurement.
Partner with cross-functional leaders to align sales strategies with corporate objectives and long-term customer success goals.

Qualifications

Bachelors degree or equivalent experience required; advanced degree preferred.
10+ years of experience in sales operations and/or sales leadership within a SaaS organization.
Proven success leading direct and channel partner sales teams with measurable revenue growth.
Deep knowledge of SaaS sales processes, forecasting, pipeline analysis, and enablement.
Strong analytical and financial acumen with the ability to model and communicate complex data.
Hands-on experience with Salesforce and analytics tools (e.g., Power BI).
Excellent leadership, communication, and executive presentation skills.

This is a high-impact role for a data-driven, strategic sales operations leader ready to help scale a growing SaaS business and optimize sales performance across the enterprise.

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, and experience with Sales Operations Frameworks.

Package Details

Hybrid: Three days per week (Tuesday, Wednesday and Thursday) in-office in Long Beach, CA
Remote work from home on Mondays and Fridays

Perks & Benefits at a Glance

Generous time off:
15 Days of Vacation
3 Floating Holidays
2 Paid Volunteer Days
9 Paid Holidays
Hybrid Work Environment
Free Parking: covered and EV charging stations
Various 401 (k) Investment Options and Generous Company Match
HMO and PPO Medical Care Options (Employees are fully covered under HMO)

NO VISA SPONSORSHIP

travel up to 20% of the time

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Director of Sales Operations - SaaS Operation