Director / Senior Director of Sales Operations

Job Description

Director / Senior Director of Sales Operations - Hybrid

Long Beach, CA (Hybrid : Tues–Thurs Onsite) | Full-Time | $195,000 – $250,000 / year

Lead and scale a high-performing SaaS sales operations team driving efficiency, performance, and revenue growth across a national sales organization.

A global SaaS company is seeking a strategic and data-driven Director / Senior Director of Sales Operations to oversee and optimize its U.S. direct sales organization. The ideal candidate brings a strong background in SaaS sales leadership, analytics, and operational excellence—capable of transforming data insights into scalable growth strategies and enabling teams to exceed revenue and margin goals.

This is a hybrid position based in Long Beach, CA , requiring three in-office days per week (Tuesday–Thursday).

Position Overview

The Director / Senior Director of Sales Operations serves as the operational backbone of the direct sales organization—building frameworks, streamlining processes, and driving performance optimization across teams. This role partners closely with the VP of Sales and executive leadership to establish sales targets, refine go-to-market strategies, and ensure strong alignment between sales, finance, and customer success functions.

Key Responsibilities

Sales Strategy & Planning

Oversee and mentor the direct sales organization to achieve revenue, margin, and customer success targets.

Develop and execute SaaS sales strategies that improve efficiency, scalability, and delivery excellence.

Lead forecasting, territory planning, and pipeline management , providing actionable insights to leadership.

Set and monitor performance metrics, building dashboards and reports to guide sales effectiveness.

Foster a culture of accountability, collaboration, and continuous improvement across sales teams.

Operations & Process Optimization

Design and implement scalable sales processes, policies, and systems that enable growth.

Lead CRM optimization (Salesforce) to ensure accurate data, strong adoption, and consistent reporting.

Standardize sales dashboards and reporting through best practices and data-driven frameworks.

Integrate automation and enablement tools to enhance productivity and reduce cycle times.

Revenue & Performance Management

Partner with Finance and Sales Leadership to set sales targets and align resources to revenue goals.

Track and analyze win rates, deal cycles, churn, and pipeline velocity to identify areas for improvement.

Establish best practices in deal structuring, pricing strategy, and resource allocation .

Deliver regular performance reporting and business insights to executive leadership.

Cross-Functional Leadership

Drive alignment between Sales, Finance, Marketing, and Product teams to support company-wide objectives.

Partner with Professional Services and Customer Success to ensure seamless onboarding and client retention.

Support the design and administration of sales incentive compensation plans .

Requirements

Required Qualifications

Bachelor’s degree or equivalent experience.

10+ years of experience in sales operations or sales leadership within a SaaS organization.

Proven track record leading direct and channel SaaS sales teams with measurable revenue growth.

Deep understanding of SaaS sales processes , including forecasting, pipeline analytics, and enablement.

Strong financial and business acumen with ability to model and analyze complex data.

Hands-on experience with Salesforce and analytics platforms (Power BI preferred).

Exceptional leadership, communication, and executive presentation skills.

Preferred Skills & Traits

Strategic thinker with the ability to translate data into actionable insights.

Experience scaling enterprise-level SaaS sales organizations.

Collaborative leadership style that fosters alignment across teams and functions.

Benefits

Salary Range : $195,000 – $250,000 / year (based on experience, location, and qualifications)

Vacation & Leave : 15 vacation days, 9 paid holidays, 3 floating holidays, 2 paid volunteer days

Work Environment : Hybrid (Tues–Thurs onsite, Mon / Fri remote)

Healthcare : Comprehensive medical (HMO fully covered for employees), dental, and vision

Retirement : 401(k) with generous company match and multiple investment options

Additional Perks : Free covered parking, EV charging stations, and professional development support

Requirements

Required Qualifications Bachelor’s degree or equivalent experience. 10+ years of experience in sales operations or sales leadership within a SaaS organization. Proven track record leading direct and channel SaaS sales teams with measurable revenue growth. Deep understanding of SaaS sales processes, including forecasting, pipeline analytics, and enablement. Strong financial and business acumen with ability to model and analyze complex data. Hands-on experience with Salesforce and analytics platforms (Power BI preferred). Exceptional leadership, communication, and executive presentation skills. Preferred Skills & Traits Strategic thinker with the ability to translate data into actionable insights. Experience scaling enterprise-level SaaS sales organizations. Collaborative leadership style that fosters alignment across teams and functions.