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FormFactor Inc. · 10 hours ago

Director, Sales Operations

United States

Full-time

Remote

Director/Executive

$165K/yr - $217K/yr

10+ years exp

FormFactor, Inc. is a leading provider of essential test and measurement technologies in the semiconductor industry. The Director of Sales Operations is responsible for leading a global sales operations team, optimizing sales processes, and ensuring effective training and analytics to drive revenue growth and operational efficiency.

ManufacturingMobileSemiconductor

Responsibilities

Lead, mentor, and develop a high‑performing team of business analysts and systems admins supporting semiconductor‑specific sales processes, systems, and analytics

Define and execute a long‑term sales operations strategy that supports design wins to revenue conversion, channel performance, and global account growth

Drive continuous improvement across sales workflows, forecasting accuracy, pipeline management, and performance reporting

Own the design, implementation, and optimization of sales tools and technologies (e.g., Salesforce, CPQ, demand‑planning integrations, analytics platforms)

Partner closely with IT to evaluate and implement emerging technologies—including AI‑driven automation, predictive analytics, and workflow intelligence—to increase sales productivity and operational efficiency

Develop a forward‑looking technology roadmap aligned with semiconductor industry requirements such as long design‑in cycles, complex BOM structures, and multi‑tier channel visibility

Champion the adoption of AI and automation to streamline quoting, opportunity management, distributor POS/POS‑inventory data ingestion, and forecasting accuracy

Lead the development of reports, dashboards, and analytics that support revenue forecasting, design‑win tracking, pipeline visibility, and sales performance insights across direct and channel sales

Use AI and advanced analytics to enhance predictive forecasting—incorporating design win conversion rates, distributor inventory trends, backlog health, and market demand signals

Build and maintain analytics frameworks that support SIOP (Sales, Inventory & Operations Planning), ensuring tight alignment between Sales, Supply Chain, Operations, and Product Line Management

Provide executive‑level insights that help the business navigate semiconductor‑specific challenges such as supply constraints, allocation cycles, lead‑time volatility, and regional demand shifts

Establish data governance standards to ensure accuracy and consistency across global sales, channel, and operational reporting

Oversee the LMS, ensuring it delivers high‑quality, role‑specific training for internal sales teams and external distributors

Develop and maintain training programs covering product knowledge, sales processes and selling skills

Partner with Product Marketing, Engineering, and Channel teams to ensure training content is technically accurate, aligned with product roadmaps, and supports distributor readiness

Track training completion, certification, and effectiveness metrics to ensure consistent enablement across global sales and channel partners

Lead the Deal Desk team responsible for pricing governance, deal structuring, discounting compliance, and contract support

Establish clear approval workflows and pricing guardrails that balance competitiveness with margin protection

Leads the Customer Service Order Entry team responsible for accurately capturing, validating, and processing customer purchase orders

Oversees daily workflow, monitors service levels, and ensures timely, error‑free order throughput

Ensures compliance with pricing, contractual terms, internal controls, and data‑quality standards

Resolves order‑related escalations and partners closely with Sales, Supply Chain, Logistics, and Finance to remove bottlenecks and support on-time delivery

Drives continuous improvement initiatives to enhance order accuracy, customer experience, and operational efficiency

Work closely with peer groups in Sales Operations, Commercial leadership, Finance and Operations, looking for process improvement opportunities

Partner with Marketing on lead management, funnel optimization, and campaign performance tracking—especially for new product introductions and demand‑creation programs

Collaborate with Product Line Management, Supply Chain, and Channel teams to ensure alignment on product launches, distributor enablement, and SIOP planning

Qualification

Sales OperationsSalesforce AdministrationLearning Management Systems (LMS)Deal DeskCustomer Relationship Management (CRM)Enterprise Resource Planning (ERP)Salesforce CPQSemiconductorsBacklog ManagementImplement Training ProgramsLead TimesManufacturingOracleSalesforce LightningTeam-BuildingCollaborationCommunicationLeadership

Required

Minimum of 12+ years of relevant experience in leadership roles, with a Bachelor's degree; or 10 years and a Master's degree; or a PhD with 8 years experience; or equivalent experience

Benefits

Medical

Dental

Vision

Life insurance

Disability coverage

A 401(k) with company match

Employee stock purchase plan (ESPP)

Paid time off

Quarterly profit-sharing bonuses

Flexible spending or savings accounts

Company

FormFactor Inc.

Glassdoor3.4

FormFactor is a leading provider of essential test and measurement technologies along the full IC life cycle – from characterization, modeling, reliability, and design debug, to qualification and production test.

Founded in 1995

Livermore, California, USA

1001-5000 employees