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Director of Sales Operations


San Diego, CA

Posted 2 months ago

Seeking a Director of Sales Operations for our client in San Diego, California. 

The Director of Sales Operations will play a critical role in streamlining our sales processes, driving efficiency, and maximizing revenue growth. This individual will work closely with the sales team, marketing, and other key stakeholders to develop strategies, implement tools, and analyze sales performance metrics.


We believe that a successful sales team makes connections with its customers and creates long-lasting relationships. As the Sales Operations Specialist for our client, you will be working to meet that goal. We’re looking for a self-starting professional with experience supporting a sales team to optimize the use of our sales technology while supporting and enhancing our current sales process.

We are looking for an individual that will take our Sales team to the next level and take ownership of the progressing efficiency and effectiveness of our sales process. This is an opportunity to take on more responsibility as you grow within the role and even develop a sales operations team around you as our organization continues to scale.

Essential Duties and Responsibilities:

  • Sales Process Optimization: Reinforce and refine existing processes to improve sales productivity – Identify bottlenecks in the sales process and develop solutions to enhance productivity and efficiency. Review and refine current workflows to simplify how sales interact with SFDC. Ensure that our processes effectively support our customer’s urgent needs. Effectively document and publish processes to ensure business continuity, ready operations new hires faster, and increase business partner awareness.
  • Sales Forecasting & Reporting: Lead accurate sales forecasting and reporting efforts to provide sales and executive leadership with actionable insights. Publish and maintain KPI dashboards. Routinely analyze and synthesize for the sales leadership team with recommended actions. Provide standard and ad hoc sales forecasting and sales reporting capabilities for the global sales team.
  • Quota & Sales Compensation: Lead and partner with sales leadership and finance to ensure fair, timely, and documented quota setting. Drive sales compensation design changes working cross functionally with finance.
  • Account Planning: Develop a deeper understanding of future prospects and each customer’s individual needs, motivations, goals, pain points, and business situations. Calculate potential revenue and success rate. Establish consistent tools and cadence to support account planning, deal reviews, and pipeline reviews. Determine points of contact, decision makers. decision-making process, and competing companies. Promote sales force productivity and commercial performance, such as deal, forecast, and pipeline reviews or monthly and quarterly business reviews. 
  • Budget Management: Develop and manage the sales operations budget, ensuring efficient allocation of resources.
  • Performance Analysis: Monitor and analyze sales performance metrics, providing insights and recommendations to enhance results.
  • Territory and Capacity Planning: Lead annual territory and quarterly capacity planning by partnering with business operations, marketing, and finance. Work with cross-functional strategy teams and sales leadership to optimize customer segmentation, account targeting, and routes to market.
  • Operating Rhythm: Develop, publish, and lead a consistent sales operations rhythm for all “run-the-business” actions.
  • Tools & Technology: Drive the adoption of invested sales technology through advocacy and seller enablement while providing a feedback loop for improvements and future needs from frontline users. Ensure efficient, effective, and governed deal management processes across internal stakeholders (e.g., finance, legal, HR, deal desk, order processing) that drive profitable business. Partner closely with GTM Systems and IT.
  • Collaboration: Work cross-functionally with marketing, finance, and product teams to align sales strategies and initiatives.

Additional Responsibilities

  • Ensuring Sales organization objectives are assigned and achieved in a timely manner
  • Working closely and proactively with Sales management to inspect Sales process quality and prioritize opportunities for improvement, facilitating continuous process improvement
  • Monitoring the accuracy and efficient distribution of sales reports and other intelligence essential to the Sales organization, recommending revisions, and assisting in the development of new reporting tools as needed
  • Implementing Sales and Marketing enabling technologies, working closely with Sales Management to optimize the effectiveness of our client’s technology investments
  • Identifying and assisting in evaluating new technologies and platforms that add value to our client’s technology stack
  • Coordinating and delivering training to company Sales, Sales management, and Marketing personnel
  • Validations of Leads for our Sales teams by leveraging Sales & Marketing enablement tools and platforms
  • Customer Research and Prospecting to support our sales team outreach
  • Running Sales Campaigns in our CRM
  • Working with Sales Representatives to generate quotes more efficiently
Contact the Recruiter:
Kimberly Parks
Talent Advisor
Kimberly Parks
Talent Advisor
(847) 692-0621
(847) 692-0621
Kim recruited me for my current opportunity, and I could not be more impressed with her ability to identify such a strong fit for my background. I am settled into my new position and things are going great. I appreciate all her guidance throughout the process and would recommend her to anyone who is in the market for their next opportunity.
– Jose P | EHS Professional
Messina Group is an Equal Opportunity Employer
We provide and promote equal employment opportunities without regard to race, color, religion, age, sex, national origin, disability status, genetics, veteran status, sexual orientation, gender identity or expression.
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Director of Sales Operations