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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

Lumiere Systems

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Director/Senior Director of Sales Operations